Date post: | 07-Apr-2017 |
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30 Tips on how to build and grow your sales
Jon Woodroof | @twotoneams | linkd.in/twotoneams
Rockit Summit | #rockitmoldova | February 6th, 2016
Twotone Consulting is a sales, marketing & PR agency.
Creating your Ideal Customer Profile (ICP) on a company and
employee-level.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
1. Don’t start with
tactics, start with data
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
2. Your ideal
customer profile #ICP
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
2. #ICP
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Who will benefit the most from your products or
services?
bit.ly/IdealCustomerProfile
Present value based on pains your product solves
& Leverage tools to optimize process
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
3. List building via Linkedin
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
- linkedinexporttool.com - data-miner.herokuapp.com
4. Add contact data to your list
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
upwork.com
5. Canned responses: repeat yourself well
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
5. #emailforlazypeople
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
6. Define the process
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)
• Client sends over information for Proto to review DONE (April 8)
• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)
• Client approves the Ballpark Proposal
• Proto sends Master Services Agreement
• Client signs Master Services Agreement
• Proto sends Invoice for Deposit
• Project lead is assigned and becomes main point of contact
• Proto updates project management tool with Tasks, Stories and Milestones
• Client and Proto Work begins, Client is invoiced monthly
7. Ask consistent open-ended
questions to qualify leads
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
8. Budget
conversations are hard
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
9. ALL the reminders!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10. Scheduling
meetings hurts. Ease the pain!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10. Scheduling
meetings hurts. Ease the pain!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10. Scheduling
meetings hurts. Ease the pain!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10. Scheduling
meetings hurts. Ease the pain!
11. How best to engage lists: quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
11. How best to engage lists: quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
11. How best to engage lists: quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
12. From anywhere
to Linkedin
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
12. The Salesloft Prospector
Chrome Plugin
http://bit.ly/SalesLoftChrome
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
13. Engage your network when mentioned in
the news
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
14. Personalized
Linkedin invitations and followups
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
15. The forward’able
introduction
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
http://entro.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
16. The Elevator pitch
17. Twitter for meetings
at events
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
18. Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
19. Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
20. Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
21. Share lessons,
highlights, customers & more
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
www.getrevue.co
22. CRM?
your call.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
nimble.com
23. Email tracking on
the fly
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
getsidekick.com/
Hiring sales people. How do you find them? How do you hire them?
& What questions do you ask?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
24. Hiring sales
people.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Look for candidates that fit your company’s specific core values
and the sales culture
already on your team
25. How do you find
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
1. Think Beyond Entry Level 2. Consider Customer Service 3. Look At Financial Services 4. Coachability Is Key
Bonus tip: get involved with the community. Local events like @Saleshackerams
26. How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Look for candidates that want to start their
own business.
Here are some Do’s & Don’ts
27. How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
DO: • Honest about goals and motivations • Could every new hire be future GM? • References Really Do Matter • Don’t worry about on-point exp. • Insist on 2+ years of exp at deal size
27. How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
DON’T:• Hire a sales rep to sell before you
can prove you can do it yourself • Underpay • Hire because she worked at… • Hire folks you wouldn’t buy from
28. What questions do
you ask?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
• Ideal hiring profile (familiar?) • Candidates complete an exercise • Always check 2-3 references • Use a worksheet:
bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta
29. Keep trying!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Thank you!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams