Sales Hacking for Startups by @TammyCamp of @500Startups

HACKING4 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