You  go&a  be  a  HustlerA  crash  course  in  

sales  hacking  &  deal  closing

S t e l i E f t i , C o - F o u n d e r C l o s e . i o

Thursday, October 31, 13

Helped  100+  venture  backed  startups  in  Silicon  Valley  scale  sales.

Thursday, October 31, 13

Thursday, October 31, 13

Design.  Hack.  Hustle.

Thursday, October 31, 13

A focus on resultsShamelessnessA strong follow upDealing with rejectionHigh valuesResourcefulnessEmpathy

Hustle

Thursday, October 31, 13

Minimal  Viable  Pitch.

Thursday, October 31, 13

Explain what you doDemonstrate valueCreate credibilityBuild understanding & rapportManage objectionsAsk for the close

Pitch

Thursday, October 31, 13

Opening:

Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program.

What we do in a sentence is we provide companies with a sales team on demand.

Does this sound generally interesting to you?

Qualifying:● What is your current sales process?● Who are your customers? How do you get leads?● What’s the customer life time value?

Test Closing:● We want to start in 4 weeks - does this work for you?● The beta program is heavily discounted. It’s going to be $X/day per salesperson● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make

a decision?

>>>Schedule Closing Call

Thursday, October 31, 13

First  Customers.

Thursday, October 31, 13

Low hanging salesCharge earlyOffer discountsMove timeline. Deliver fasterNo risk. Refundable.Pricing sweet spot: 20Y20N60OK

Customer  Hacks

Thursday, October 31, 13

Virtual  Closing.

Thursday, October 31, 13

Future PacingRed FlagsRoadmap, timeline, confidenceReal vs. Fake interestCreating a future where they buy

Closing  Hack

“What are all the steps we have to take for you to become a

customer?”

Thursday, October 31, 13

Always  Follow  Up.

Thursday, October 31, 13

80% of the hustle is in the follow upPersonal: Binary. Follow up till Y/N Business: 4-6 follow ups on all leadsDrip Emails + FollowUp.cc

Follow  Up  Hacks

Thursday, October 31, 13

Minimal  Viable  Sales  Team.

Thursday, October 31, 13

Turn everyone into your sales team:Co-Founders + Customers + Investors

Do the work:Write Templates. Remove friction.

Create backchannels. Control them.

Sales  Team  Hacks

Thursday, October 31, 13

Minimal  Nego>a>on.

Thursday, October 31, 13

Be willing to walk away.Shut the fuck up.

Nego>a>on  Hacks

Thursday, October 31, 13

h&p://close.io/free-‐sales-‐course

Thursday, October 31, 13

h&p://venturebeat.com/2013/10/28/office-‐hours/

Thursday, October 31, 13

Sales  Office  Hour.steli@close.io

Thursday, October 31, 13

You  go&a  be  a  HustlerA  crash  course  in  

sales  hacking  &  deal  closing

S t e l i E f t i , C o - F o u n d e r C l o s e . i o

Thursday, October 31, 13