SlideShare une entreprise Scribd logo
1  sur  16
Télécharger pour lire hors ligne
HACKING
4 STARTUPS
SALES
with Tammy Camp
SALES HACKING
is the practice of using technology to rapidly grow and
automate your sales process.
WHAT IS SALES HACKING?
WHAT IS A CRM?
SALES INFRASTRUCTURE
● CRM stands for customer relationship management
● Typically a SaaS product
● Track leads
● Transparency on outside communication across teams
● Provides data on your sales process
● Example - Percentage of wins v loss
WHAT IS AN EXAMPLE CRM?
SALES INFRASTRUCTURE
● Streak (Free)
● RelateIQ
● Close.io
● Pipedrive
● Salesforce
● Do NOT use Excel
WHY DEFINE SALES STAGES?
UNDERSTANDING YOUR SALES STAGES
● Clear understanding of all stages
● Understand what the next action should be
● Process can give you clear metrics on sales
WHAT ARE EXAMPLES OF SALES STAGES?
UNDERSTANDING YOUR SALES STAGES
● Lead
● Contacted
● Demoed
● Closed - Won/Lost
WHAT IS LEAD SCORING?
LEAD SCORING
● Chance that the customer will close
● Based on metrics of previous sales performance
● Leads scoring helps keep turnover down
● Don’t waste time on unqualified leads
● Start with anecdotal scoring
● Have assumptions about whom the best customers are,
and prove that through your sales process by selling to
them
WHAT DATA HARVESTING TOOLS CAN I USE?
FINDING LEADS
● Import.io
● Python scripts on Github
● Outwit
● Nerdy Data
LEADS AS A SERVICE
FINDING LEADS
● Proleads.io
● Datanyze
● Data.com
LEAD VERIFICATION
FINDING LEADS
● Tower Data
● Clear Bit
● Full Contact
● Rapporative
WHAT ARE SALES AUTOMATION TOOLS?
SALES AUTOMATION TOOLS
● Tools that automate the sales process
● Outreach
● Tout
● GrowBots
TYPES OF OUTBOUND COMMUNICATION
OUTBOUND COMMUNICATION
● Email
● In Person
● Phone
TIPS ON EMAIL COMMUNICATON
OUTBOUND COMMUNICATION
● Personal tone
● Keep it short and to the point
● Use a common connection
● Make it as personalized as possible
● Asking for feedback instead of selling
● Always in with a binary question “can we chat Friday at
noon?”
WHAT IS A PIPELINE?
PIPELINE
● Pipeline is the amount of potential customers (revenue)
you have in yours sales process
● Understand the % of your won/lost ratio so you can
forecast to meet yours sales goals
WHAT ARE SOME BOOKS ON SALES?
BOOKS ON SALES
● Predictable Revenue
● Little Red Book of Sales
● SPIN selling
QUESTIONS?
SLI.DO/#500TAIPEI
HAVE

Contenu connexe

Tendances

What Makes a Great Sales Playbook?
What Makes a Great Sales Playbook?What Makes a Great Sales Playbook?
What Makes a Great Sales Playbook?Carrie Morgan
 
The Sales Strategy
The Sales StrategyThe Sales Strategy
The Sales StrategySanjay Singh
 
What are Digital Marketing Funnels?
What are Digital Marketing Funnels?What are Digital Marketing Funnels?
What are Digital Marketing Funnels?PPCexpo
 
5 sales funnel
5 sales funnel5 sales funnel
5 sales funnelArun E
 
Lean funnel infograph - how to apply lean thinking in sales
Lean funnel infograph - how to apply lean thinking in salesLean funnel infograph - how to apply lean thinking in sales
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
 
Thoughts on building a start up
Thoughts on building a start upThoughts on building a start up
Thoughts on building a start upLinda Cadigan
 
Rethinking Sales Force Toastmasters Short Version
Rethinking Sales Force Toastmasters Short VersionRethinking Sales Force Toastmasters Short Version
Rethinking Sales Force Toastmasters Short VersionCoinoor
 
Sales Enablement Approach
Sales Enablement ApproachSales Enablement Approach
Sales Enablement ApproachDonF
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales ProcessJoe Matz
 
Getting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue GrowthGetting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
 
Sales Cycle Management
Sales Cycle Management Sales Cycle Management
Sales Cycle Management Amin Sameni
 
Go-to-Market Business Plan Template
Go-to-Market Business Plan TemplateGo-to-Market Business Plan Template
Go-to-Market Business Plan TemplateJoseph Schwartz
 
5 Proven Sales Management Secrets
5 Proven Sales Management Secrets5 Proven Sales Management Secrets
5 Proven Sales Management SecretsCraig Rosenberg
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook TemplateDemand Metric
 
Selling Business To Business - Enterpreneurship Program
Selling Business To Business - Enterpreneurship Program Selling Business To Business - Enterpreneurship Program
Selling Business To Business - Enterpreneurship Program Marketing Consultant
 
Wave Theory of Startups: Braving the funding, sales and hype cycles
Wave Theory of Startups: Braving the funding, sales and hype cyclesWave Theory of Startups: Braving the funding, sales and hype cycles
Wave Theory of Startups: Braving the funding, sales and hype cyclesGuy Turner
 
SaaS sales process
SaaS sales processSaaS sales process
SaaS sales processBrian Groth
 
The Revenue Chain formerly known as the Demand Chain
The Revenue Chain formerly known as the Demand ChainThe Revenue Chain formerly known as the Demand Chain
The Revenue Chain formerly known as the Demand ChainCraig Rosenberg
 

Tendances (20)

What Makes a Great Sales Playbook?
What Makes a Great Sales Playbook?What Makes a Great Sales Playbook?
What Makes a Great Sales Playbook?
 
The Sales Strategy
The Sales StrategyThe Sales Strategy
The Sales Strategy
 
What are Digital Marketing Funnels?
What are Digital Marketing Funnels?What are Digital Marketing Funnels?
What are Digital Marketing Funnels?
 
5 sales funnel
5 sales funnel5 sales funnel
5 sales funnel
 
Lean funnel infograph - how to apply lean thinking in sales
Lean funnel infograph - how to apply lean thinking in salesLean funnel infograph - how to apply lean thinking in sales
Lean funnel infograph - how to apply lean thinking in sales
 
Thoughts on building a start up
Thoughts on building a start upThoughts on building a start up
Thoughts on building a start up
 
Rethinking Sales Force Toastmasters Short Version
Rethinking Sales Force Toastmasters Short VersionRethinking Sales Force Toastmasters Short Version
Rethinking Sales Force Toastmasters Short Version
 
Sales Enablement Approach
Sales Enablement ApproachSales Enablement Approach
Sales Enablement Approach
 
Zero To Sales
Zero To SalesZero To Sales
Zero To Sales
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales Process
 
Getting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue GrowthGetting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue Growth
 
Sales Cycle Management
Sales Cycle Management Sales Cycle Management
Sales Cycle Management
 
Go-to-Market Business Plan Template
Go-to-Market Business Plan TemplateGo-to-Market Business Plan Template
Go-to-Market Business Plan Template
 
5 Proven Sales Management Secrets
5 Proven Sales Management Secrets5 Proven Sales Management Secrets
5 Proven Sales Management Secrets
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook Template
 
Selling Business To Business - Enterpreneurship Program
Selling Business To Business - Enterpreneurship Program Selling Business To Business - Enterpreneurship Program
Selling Business To Business - Enterpreneurship Program
 
Wave Theory of Startups: Braving the funding, sales and hype cycles
Wave Theory of Startups: Braving the funding, sales and hype cyclesWave Theory of Startups: Braving the funding, sales and hype cycles
Wave Theory of Startups: Braving the funding, sales and hype cycles
 
SaaS sales process
SaaS sales processSaaS sales process
SaaS sales process
 
Sales process
Sales processSales process
Sales process
 
The Revenue Chain formerly known as the Demand Chain
The Revenue Chain formerly known as the Demand ChainThe Revenue Chain formerly known as the Demand Chain
The Revenue Chain formerly known as the Demand Chain
 

En vedette

Analytics - marketing hell week 2015 -- tammy camp
Analytics  - marketing hell week 2015 -- tammy campAnalytics  - marketing hell week 2015 -- tammy camp
Analytics - marketing hell week 2015 -- tammy camp500 Startups
 
Content Marketing For Beginners
Content Marketing For BeginnersContent Marketing For Beginners
Content Marketing For BeginnersMWI Hong Kong
 
The Ultimate Webinar Planning Guide
The Ultimate Webinar Planning GuideThe Ultimate Webinar Planning Guide
The Ultimate Webinar Planning GuideKapost
 
17 Things Powerful People Say
17 Things Powerful People Say17 Things Powerful People Say
17 Things Powerful People SayGetSmarter
 
Product Innovation Storytelling - 5 tips to breakthrough to your consumers
Product Innovation Storytelling - 5 tips to breakthrough to your consumersProduct Innovation Storytelling - 5 tips to breakthrough to your consumers
Product Innovation Storytelling - 5 tips to breakthrough to your consumersJosh Hansen
 
Social Media for Startups - Northwest Entrepreneur Network - social3i Consulting
Social Media for Startups - Northwest Entrepreneur Network - social3i ConsultingSocial Media for Startups - Northwest Entrepreneur Network - social3i Consulting
Social Media for Startups - Northwest Entrepreneur Network - social3i Consultingsocial3i
 
Simplifying B2B Inside Sales over Social Media
Simplifying B2B Inside Sales over Social MediaSimplifying B2B Inside Sales over Social Media
Simplifying B2B Inside Sales over Social MediaVarun Mittal
 
Social Media For Startups - One2Three Club March 2015
Social Media For Startups - One2Three Club March 2015Social Media For Startups - One2Three Club March 2015
Social Media For Startups - One2Three Club March 2015Stuart Walton
 
Social Media Marketing @ Startup Camp Berlin
Social Media Marketing @ Startup Camp BerlinSocial Media Marketing @ Startup Camp Berlin
Social Media Marketing @ Startup Camp BerlinTEAMKBX
 
Social Media for Government
Social Media for GovernmentSocial Media for Government
Social Media for GovernmentLara Solomon
 
Social media-for-startups
Social media-for-startupsSocial media-for-startups
Social media-for-startupsLara Solomon
 
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...The Audience Perspective: How Innovation in Social Listening Ignites Marketin...
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...NetBase Solutions Inc.
 
SocialExpress presentatie - Startups & social media
SocialExpress presentatie - Startups & social mediaSocialExpress presentatie - Startups & social media
SocialExpress presentatie - Startups & social mediaSocial Media Club Amsterdam
 
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...Doyle Buehler
 
Social Listening Guide - Attentive.ly
Social Listening Guide - Attentive.lySocial Listening Guide - Attentive.ly
Social Listening Guide - Attentive.lyJeanette Russell
 
Asking more from your social research - Doing More With Social
Asking more from your social research - Doing More With Social Asking more from your social research - Doing More With Social
Asking more from your social research - Doing More With Social Brandwatch
 
See What I Mean: The Language of the Body
See What I Mean: The Language of the BodySee What I Mean: The Language of the Body
See What I Mean: The Language of the BodyBrad Nunnally
 
Beyond Social Listening: Insights that Power Decision-Making
Beyond Social Listening: Insights that Power Decision-MakingBeyond Social Listening: Insights that Power Decision-Making
Beyond Social Listening: Insights that Power Decision-Makingtracx
 
Social Listening – Gateway to Innovation
Social Listening – Gateway to InnovationSocial Listening – Gateway to Innovation
Social Listening – Gateway to InnovationNetBase Solutions Inc.
 

En vedette (20)

Analytics - marketing hell week 2015 -- tammy camp
Analytics  - marketing hell week 2015 -- tammy campAnalytics  - marketing hell week 2015 -- tammy camp
Analytics - marketing hell week 2015 -- tammy camp
 
Content Marketing For Beginners
Content Marketing For BeginnersContent Marketing For Beginners
Content Marketing For Beginners
 
The Ultimate Webinar Planning Guide
The Ultimate Webinar Planning GuideThe Ultimate Webinar Planning Guide
The Ultimate Webinar Planning Guide
 
17 Things Powerful People Say
17 Things Powerful People Say17 Things Powerful People Say
17 Things Powerful People Say
 
Product Innovation Storytelling - 5 tips to breakthrough to your consumers
Product Innovation Storytelling - 5 tips to breakthrough to your consumersProduct Innovation Storytelling - 5 tips to breakthrough to your consumers
Product Innovation Storytelling - 5 tips to breakthrough to your consumers
 
Social Media for Startups - Northwest Entrepreneur Network - social3i Consulting
Social Media for Startups - Northwest Entrepreneur Network - social3i ConsultingSocial Media for Startups - Northwest Entrepreneur Network - social3i Consulting
Social Media for Startups - Northwest Entrepreneur Network - social3i Consulting
 
Simplifying B2B Inside Sales over Social Media
Simplifying B2B Inside Sales over Social MediaSimplifying B2B Inside Sales over Social Media
Simplifying B2B Inside Sales over Social Media
 
Social Media For Startups - One2Three Club March 2015
Social Media For Startups - One2Three Club March 2015Social Media For Startups - One2Three Club March 2015
Social Media For Startups - One2Three Club March 2015
 
Social Media Marketing @ Startup Camp Berlin
Social Media Marketing @ Startup Camp BerlinSocial Media Marketing @ Startup Camp Berlin
Social Media Marketing @ Startup Camp Berlin
 
Social Media for Government
Social Media for GovernmentSocial Media for Government
Social Media for Government
 
Social media-for-startups
Social media-for-startupsSocial media-for-startups
Social media-for-startups
 
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...The Audience Perspective: How Innovation in Social Listening Ignites Marketin...
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...
 
NWEN - Social Media for Startups - Nov 2010
NWEN - Social Media for Startups - Nov 2010NWEN - Social Media for Startups - Nov 2010
NWEN - Social Media for Startups - Nov 2010
 
SocialExpress presentatie - Startups & social media
SocialExpress presentatie - Startups & social mediaSocialExpress presentatie - Startups & social media
SocialExpress presentatie - Startups & social media
 
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...
 
Social Listening Guide - Attentive.ly
Social Listening Guide - Attentive.lySocial Listening Guide - Attentive.ly
Social Listening Guide - Attentive.ly
 
Asking more from your social research - Doing More With Social
Asking more from your social research - Doing More With Social Asking more from your social research - Doing More With Social
Asking more from your social research - Doing More With Social
 
See What I Mean: The Language of the Body
See What I Mean: The Language of the BodySee What I Mean: The Language of the Body
See What I Mean: The Language of the Body
 
Beyond Social Listening: Insights that Power Decision-Making
Beyond Social Listening: Insights that Power Decision-MakingBeyond Social Listening: Insights that Power Decision-Making
Beyond Social Listening: Insights that Power Decision-Making
 
Social Listening – Gateway to Innovation
Social Listening – Gateway to InnovationSocial Listening – Gateway to Innovation
Social Listening – Gateway to Innovation
 

Similaire à Sales Hacking for Startups by @TammyCamp of @500Startups

Marketing Automation 101
Marketing Automation 101   Marketing Automation 101
Marketing Automation 101 Kasey Bayne
 
B2B Sales - an holistic overview
B2B Sales - an holistic overviewB2B Sales - an holistic overview
B2B Sales - an holistic overviewKlaus-M. Schremser
 
Getting Your First 100 Paying Customers
Getting Your First 100 Paying CustomersGetting Your First 100 Paying Customers
Getting Your First 100 Paying CustomersRyan Shank
 
Marketing Attribution Modeling
Marketing Attribution ModelingMarketing Attribution Modeling
Marketing Attribution ModelingMediacurrent
 
Smarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSmarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSalesIntel
 
SaaStr Workshop Wednesday with Gorgias
SaaStr Workshop Wednesday with GorgiasSaaStr Workshop Wednesday with Gorgias
SaaStr Workshop Wednesday with Gorgiassaastr
 
LSS Creation solution customer fit
LSS Creation    solution  customer fitLSS Creation    solution  customer fit
LSS Creation solution customer fitJohn Sechrest
 
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...saastr
 
Manchester HUG February 2019 - Sales Content (that Marketers can Make)
Manchester HUG February 2019 - Sales Content (that Marketers can Make)Manchester HUG February 2019 - Sales Content (that Marketers can Make)
Manchester HUG February 2019 - Sales Content (that Marketers can Make)Digital 22 Online Limited
 
How Startups Can Develop Successful Mobile Apps for iOS, Android and Web
How Startups Can Develop Successful Mobile Apps for iOS, Android and WebHow Startups Can Develop Successful Mobile Apps for iOS, Android and Web
How Startups Can Develop Successful Mobile Apps for iOS, Android and WebBig Nerd Ranch
 
No Code Required: Bootstrapping without Developers
No Code Required: Bootstrapping without DevelopersNo Code Required: Bootstrapping without Developers
No Code Required: Bootstrapping without DevelopersDavid McNeill
 
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kellogg
Mastermind Masterclass:A CEO's Guide to Marketing with Dave KelloggMastermind Masterclass:A CEO's Guide to Marketing with Dave Kellogg
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
 
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...Tinuiti
 
MidTech ROI from CRM Presentation
MidTech ROI from CRM PresentationMidTech ROI from CRM Presentation
MidTech ROI from CRM PresentationInfodat
 
Part 2 - Tools for Streamlining and Automating Your Law Practice
Part 2 - Tools for Streamlining and Automating Your Law PracticePart 2 - Tools for Streamlining and Automating Your Law Practice
Part 2 - Tools for Streamlining and Automating Your Law PracticeGreg McLawsen
 
Dave Kellogg SaaStr 2021: A CEO's Guide to Marketing
Dave Kellogg SaaStr 2021:  A CEO's Guide to MarketingDave Kellogg SaaStr 2021:  A CEO's Guide to Marketing
Dave Kellogg SaaStr 2021: A CEO's Guide to MarketingDave Kellogg
 

Similaire à Sales Hacking for Startups by @TammyCamp of @500Startups (20)

NYC HUG 2019: HubSpot Sales Hub Overview
NYC HUG 2019: HubSpot Sales Hub OverviewNYC HUG 2019: HubSpot Sales Hub Overview
NYC HUG 2019: HubSpot Sales Hub Overview
 
Marketing Automation 101
Marketing Automation 101   Marketing Automation 101
Marketing Automation 101
 
B2B Sales - an holistic overview
B2B Sales - an holistic overviewB2B Sales - an holistic overview
B2B Sales - an holistic overview
 
Getting Your First 100 Paying Customers
Getting Your First 100 Paying CustomersGetting Your First 100 Paying Customers
Getting Your First 100 Paying Customers
 
Marketing Attribution Modeling
Marketing Attribution ModelingMarketing Attribution Modeling
Marketing Attribution Modeling
 
Max Makarenko
Max MakarenkoMax Makarenko
Max Makarenko
 
Smarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSmarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketing
 
SaaStr Workshop Wednesday with Gorgias
SaaStr Workshop Wednesday with GorgiasSaaStr Workshop Wednesday with Gorgias
SaaStr Workshop Wednesday with Gorgias
 
LSS Creation solution customer fit
LSS Creation    solution  customer fitLSS Creation    solution  customer fit
LSS Creation solution customer fit
 
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...
 
All Systems Grow: Planning Inbound for Your Business
All Systems Grow: Planning Inbound for Your BusinessAll Systems Grow: Planning Inbound for Your Business
All Systems Grow: Planning Inbound for Your Business
 
Manchester HUG February 2019 - Sales Content (that Marketers can Make)
Manchester HUG February 2019 - Sales Content (that Marketers can Make)Manchester HUG February 2019 - Sales Content (that Marketers can Make)
Manchester HUG February 2019 - Sales Content (that Marketers can Make)
 
How Startups Can Develop Successful Mobile Apps for iOS, Android and Web
How Startups Can Develop Successful Mobile Apps for iOS, Android and WebHow Startups Can Develop Successful Mobile Apps for iOS, Android and Web
How Startups Can Develop Successful Mobile Apps for iOS, Android and Web
 
No Code Required: Bootstrapping without Developers
No Code Required: Bootstrapping without DevelopersNo Code Required: Bootstrapping without Developers
No Code Required: Bootstrapping without Developers
 
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kellogg
Mastermind Masterclass:A CEO's Guide to Marketing with Dave KelloggMastermind Masterclass:A CEO's Guide to Marketing with Dave Kellogg
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kellogg
 
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...
 
Go care or nothing
Go care or nothingGo care or nothing
Go care or nothing
 
MidTech ROI from CRM Presentation
MidTech ROI from CRM PresentationMidTech ROI from CRM Presentation
MidTech ROI from CRM Presentation
 
Part 2 - Tools for Streamlining and Automating Your Law Practice
Part 2 - Tools for Streamlining and Automating Your Law PracticePart 2 - Tools for Streamlining and Automating Your Law Practice
Part 2 - Tools for Streamlining and Automating Your Law Practice
 
Dave Kellogg SaaStr 2021: A CEO's Guide to Marketing
Dave Kellogg SaaStr 2021:  A CEO's Guide to MarketingDave Kellogg SaaStr 2021:  A CEO's Guide to Marketing
Dave Kellogg SaaStr 2021: A CEO's Guide to Marketing
 

Sales Hacking for Startups by @TammyCamp of @500Startups

  • 2. SALES HACKING is the practice of using technology to rapidly grow and automate your sales process. WHAT IS SALES HACKING?
  • 3. WHAT IS A CRM? SALES INFRASTRUCTURE ● CRM stands for customer relationship management ● Typically a SaaS product ● Track leads ● Transparency on outside communication across teams ● Provides data on your sales process ● Example - Percentage of wins v loss
  • 4. WHAT IS AN EXAMPLE CRM? SALES INFRASTRUCTURE ● Streak (Free) ● RelateIQ ● Close.io ● Pipedrive ● Salesforce ● Do NOT use Excel
  • 5. WHY DEFINE SALES STAGES? UNDERSTANDING YOUR SALES STAGES ● Clear understanding of all stages ● Understand what the next action should be ● Process can give you clear metrics on sales
  • 6. WHAT ARE EXAMPLES OF SALES STAGES? UNDERSTANDING YOUR SALES STAGES ● Lead ● Contacted ● Demoed ● Closed - Won/Lost
  • 7. WHAT IS LEAD SCORING? LEAD SCORING ● Chance that the customer will close ● Based on metrics of previous sales performance ● Leads scoring helps keep turnover down ● Don’t waste time on unqualified leads ● Start with anecdotal scoring ● Have assumptions about whom the best customers are, and prove that through your sales process by selling to them
  • 8. WHAT DATA HARVESTING TOOLS CAN I USE? FINDING LEADS ● Import.io ● Python scripts on Github ● Outwit ● Nerdy Data
  • 9. LEADS AS A SERVICE FINDING LEADS ● Proleads.io ● Datanyze ● Data.com
  • 10. LEAD VERIFICATION FINDING LEADS ● Tower Data ● Clear Bit ● Full Contact ● Rapporative
  • 11. WHAT ARE SALES AUTOMATION TOOLS? SALES AUTOMATION TOOLS ● Tools that automate the sales process ● Outreach ● Tout ● GrowBots
  • 12. TYPES OF OUTBOUND COMMUNICATION OUTBOUND COMMUNICATION ● Email ● In Person ● Phone
  • 13. TIPS ON EMAIL COMMUNICATON OUTBOUND COMMUNICATION ● Personal tone ● Keep it short and to the point ● Use a common connection ● Make it as personalized as possible ● Asking for feedback instead of selling ● Always in with a binary question “can we chat Friday at noon?”
  • 14. WHAT IS A PIPELINE? PIPELINE ● Pipeline is the amount of potential customers (revenue) you have in yours sales process ● Understand the % of your won/lost ratio so you can forecast to meet yours sales goals
  • 15. WHAT ARE SOME BOOKS ON SALES? BOOKS ON SALES ● Predictable Revenue ● Little Red Book of Sales ● SPIN selling