This is the presentation I used for our first sales for start ups event.

1. Sales for Start Ups
By: Jorge Soto, Timo Rein, and Wade
Floyd.

2. Today’s Topics
• Where do I even start?
• Sales Funnel Overview
• The Lead
• Lead Qualification Cycle
• Your First Leads: Beta Sign Ups
• Lead Gen, Prospecting Tips and Tools

3. Where do I even start?
1. How does my company monetize?
2. Who are my prospect – decision makers?
3. How do I get to them?
– List Building – Yes, spreadsheets still rock.
4. Get a CRM!

4. Example List

5. Sales Funnel
• Online Marketing/Networking/Meetings
• Prospect/Leads
- Beta Sign Ups
• Opportunities/Deals

6. The Lead
• A lead is a possible buyer of your offering.
• Inbound
– Web Forms, @mentions, Sign Ups, etc
– Solicited
• Outbound:
– Cold Calling, Research, networking at event
– Unsolicited

7. Your First Leads: Beta Sign Ups
• Collect Data!
– City, Company Name, Email, Title
• Are the guys in their mom’s basement?
• Tools:
–Web Forms, Launch Rock (Viral).

8. Lead Qualification Cycle
• Pre-Approached
• Approached
• In-Contact (two-way dialouge, demos, etc)
• Qualified or No Qualified
Tools:
– Feedgen, Jigsaw, Hoovers, Linkedin, Web Search

9. Lead Gen, Prospecting Tips and Tools
• Email is the new cold call.
• Short Emails – LONG emails are NOT effective.
• Corporate site and Linkedin are digital
business cards – find info.
• Email conventions
• Tools: