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Who would attend? Founders interested in developing an inside sales process and team. Founders interested in learning how to generate early prospects/leads. Early business side employees at startups who have been tasked with selling. Anyone interested in startup sales! Topics include: Agenda: 6pm-645pm -- Networking 650pm-7pm - Intro by Kai Chang 7pm-730pm - Jorge Soto - "Inside Sales Roles" and "How to Create Outbound Prospect Lists" 735pm - 805pm - Steli Efti - "Cold Emailing & Calling 101" and "The Four Stages of Startup Sales Hiring" 810-840pm - Ilya Lichtenstein "Rapidly growing your sales pipeline" 845-9pm Q&A
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2014 Sales Speaker Series:Inside Sales 101 for Startups
Ilya Lichtenstein Steli Efti
Jorge Soto#s4s | @sales4_startups
2014 Sales Speaker Series
Inside Sales Roles & How to Create Outbound Prospect Lists
Jorge Luis Soto
Agenda-Who I am-What is Inside Sales-Inbound vs Outbound-Lead Qualification Cycle-Inside Roles to Consider-Walk Through: Create Prospect List----Tools & Steps
Who I Am
10 + years
Door-to-Door to Enterprise
Who I Am
Who I Am
What is Inside Sales
Individuals who sell by phone and normally do not leave the office.
“remote sales,” most lately called “virtual sales,” or professional sales done
remotely.- Ken Krogue
Inbound vs Outbound
Inside Roles to Consider
Inbound QualifierOutbound Hunter
SMB/Mid-tier Closer
Lead Qualification Cycle
Inbound Sales Qualified LeadsOutbound Sales Qualified Leads
“The Handoff”
Walk Through: Create Prospect Lists!
Tools and Services
Who is my Prospect and Where is their Data?
Initial Qualifiers/RulesDepartment
TitlesLinkedin, AppStore
Find Contact Info
Organized (where you store and find your leads)
Import In CRM
Attack!