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Sales and Traction
Michael OikonomouCo-founder - Ideas2life, AtYourService,
foody.com.cy
2016-02-18 Nicosia, Cyprus
Sales and Traction
Sales = HUSTLESales is not only a customer purchasing a product. It’s also a new partner you close. An obstacle you overcome by persuading someone.
2016-02-18 Nicosia, Cyprus
Important. Why?Revenue as cashflow. Proof of revenue model.Proof of market fit.Investors.
SALES VS STARTUP SALES
Well defined products Agile products
What matter is results Strategy, Market fit AND results
Salesman - employee Founding member
Emotional skillset
2016-02-18 Nicosia, Cyprus
How to survive the process…Expect: RejectionBe: ShamelessRely on: Limited Resources… Do: Follow-up!!! Again… Follow-up!!!Get: ResultsStick: on your values…
Enemy = PROCRASTINATION
How you start?
2016-02-18 Nicosia, Cyprus
Calls, Emails, SMS, Fax etc.Whatever works.
Call or Meet
If you are lucky, you will convert a small fraction of your prospects.You still follow-up with any active prospect.
Listen, Listen & ListenYour goal is to maintain a List of objections. Be a rock-star how you manage those objections.
Create a list of potential customers.B2B you can do it manually. B2C you can focus on a group.
Sales Funnel
retention
Conversion Rate = Customers / Prospects
Account Management approach
Customers
Sales Funnel
• Check also ‘Metrics for Pirates’ - AARRR, by Dave McLure
1. Acquisition 2. Activation 3. Retention 4. Referral 5. Revenue
http://500hats.typepad.com/500blogs/2007/06/internet-market.html
Product approach
Hints
Calls: •Use scripts•Identify fast the decision maker•CRM – update your notesmetrics: Calls to meetups, Calls to deals
Emails: •As short as possible•Automate•Follow-upmetrics: Open rate, click rate, reply rate, Goal(s) completion rate
Networking and meetups: •Business Cards•Introduce yourself•Ask for introductions•Ask questions, talk less, listen more•ALWAYS be ready to present yourself, Have Fun & Enjoy
Essentials
• CRM • Email Automation• Follow-up automation (or at least management)
massively, personalized, semi-personalized
• Tools:CRMs: close.io, agilecrm.com, espocrm.comAsana.com, Microsoft outlook, sidekick, mailjet, mandrillapp, http SMS, http calls
Resources:
• My personal blog https://medium.com/@mikeoiko/ Testing some Sales Management Platforms
• Stelli Efti, close.io founder, “You gotta be a hustler”https://www.youtube.com/watch?v=IfKMsdI9wJM
• Newsletter and Webinars http://close.io/free-sales-course/
• HBR, 8 Types of Salespeoplehttps://hbr.org/video/4715266385001/the-8-types-of-salespeople
• HBR, Why the Best Salespeople Get So Luckyhttps://hbr.org/2015/04/why-the-best-salespeople-get-so-lucky
Culture of Sales
• Set your “s.m.a.r.t.” goals. Focus on and make it happen.
• Focus on what is really important for your company.
The Post-YC Slump
Get in touchMichael Oikonomou
Co-founder – Ideas2life, AtYourService, foody.com.cy(+357) 22573533
[email protected]: @mikeoiko
Linkedin: https://cy.linkedin.com/in/michaeloikonomou
2016-02-18 Nicosia, Cyprus
