Sales Growthhacking Workshop #PHXStartupWeek #yesphx @jerrodbailey

Sales Growthhacking

WorkshopPresented by

WWW.TALLWAVE.COM/SANDCASTLE [email protected]

Mention:

@jerrodbailey

@tallwave

Hashtag:

#PHXstartupweek

#ChaseBasecamp

#yesphx

[email protected] | @jerrodbailey | #PHXstartupweek

Jerrod Bailey, Partner and SVP at

Tallwave

Jerrod has spent the last 15 years in

technology companies focused on B2B

markets in Business Development,

Product and Marketing capacities.

Tallwave is a venture development and

venture capital firm based in Scottsdale,

AZ focused on growing companies from

Idea stage through Commercial

Sustainability. Over the last 4 years at

Tallwave, Jerrod has helped develop

over 50 companies.

mailto:[email protected]


Beyond Social Selling:

Growthhacker Methods for Filling

Sales FunnelsInitiating – The relationship

[email protected] | @jerrodbailey | #growthhackme




GROWTH HACKER PROSPECTING STEPS

empathy selling

1. Find Your Customer [by getting to know her]

2. Reach Out [with messaging that speaks to her]

3. Sell [by asking questions about her]



STEP 1: Find Your Customer

Building a Super-list



WHO IS YOUR BUYER?

Titles?

VP of Human Resources, CFO

Industries?

Manufacturing, Supply Chain & Logistics

Geography?

Western US

Company Size?

Less than 500 employees

Image: http://www.omnicircuitboards.com/blog/bid/239449/Having-Too-Much-Fun-Working-in-Printed-Circuit-Board-Manufacturing



BOOLEAN EXPRESSIONS

(“peanut butter” AND jelly) OR “PB&J” OR “PB and J”

AND Sandwich -apparel

http://foodspin.deadspin.com/peanut-butter-sandwich-pairings-ranked-1142578368



LINKEDIN ADVANCED SEARCH

Boolean!!



(VP AND HR)

6,972results



(VP AND HR) OR CFO

124,291results



((VP OR Vice) AND HR) OR CFO

124,368results



((VP OR Vice) AND (human OR HR)) OR CFO

146,391results



((VP OR Vice OR Dir OR Manager OR Mgr) AND (HR OR

human)) OR CFO

371,778results



Now What?

371,778results



You’re Not Going to Believe How We Discovered This...

371,778results



http://linkedintool.com/

371,778results



STEP 2: REACH OUT

Image: http://wanelo.com/p/1670089/thinking-of-you-card-in-a-non-creepy-way-light-blue-robins-egg-blue-white-single-card



1-3% Open Rate

1-30% Open Rate

TRADITIONAL INBOXES



ALTERNATIVE INBOXES

80-90% Open Rate



300 CHARACTERS. MAKE ‘EM COUNT!



WHAT IS VALUABLE TO THEM?

•Need advice approach

•Building community approach

•Looking for a contact approach

•Launching new tool approach

•Announcing big event approach



OPTIMIZING YOUR PROFILE FOR CONVERSION




1. Tagline




1. Tagline

2. Picture




1. Tagline

2. Picture

3. Background




1. Tagline

2. Picture

3. Background

4. Keywords




1. Tagline

2. Picture

3. Background

4. Keywords

5. Skills



How Many Prospects Can a Full-time Person

“Touch” in One Month Using this Method?



How Many Prospects Can a Full-time Person

“Touch” in One Month Using this Method?

Answer:

~2,000



Who Has That Kind of Time?



Answer:

Who Has That Kind of Time?

Image: http://outsourced.ph/



Navigating the

First Date

Building a Solution

Development Prompter

Image: http://www.oliverhustle.com/page/2/



Comes from

Customer-

Centric Selling

by Michael

Bosworth, 2010(www.customercentric.com)


www.customercentric.com


Turns You

From This...

Image: http://stilltraining.com/sundayblog/



Into This.

Image: http://blog.healthjobsnationwide.com/different-types-of-therapy-jobs/



Or this.

Image: https://hashtalk.org/topic/14313/if-you-sell-your-prime-hashlets



Offer Value (in the

form of a question)

Listen

Listen

2

3

4

Lots of Discovery

Questions 1

Image: http://www.amazon.com/Plastic-Treasure-Party-Accessory-count/dp/B000R4OGZE



STRUCTURE OF A SOLUTION DEVELOPMENT

PROMPTER (SDP)

BENEFIT

NAME

DISCOVERY/PROBING QUESTIONS VALUE OFFERING

XYZ

BENEFIT

How you do [this] today?

Who is responsible for [this]?

What do you like or not like about how you're

doing [this]?

What happens if it goes wrong?

Do you spend time or money to solve this

problem?

If … User…

Could Do this action…

And Achieve this outcome…

Would

that be

Useful? Helpful? Valuable? (Why?

How much so?)

XYZ

BENEFIT

How you do [this] today?

Who is responsible for [this]?

What do you like or not like about how you're

doing [this]?

What happens if it goes wrong?

Do you spend time or money to solve this

problem?

If … User…

Could Do this action…

And Achieve this outcome…

Would

that be

Useful? Helpful? Valuable? (Why?

How much so?)



“So, I just heard from you that you [summarize

pain], and that you’d be interested if we could

[list items of ‘reach’]. How about we schedule

a meeting to walk you through how we would

do those things. You can then decide if you are

interested in talking further. Would you like to

take that next step?”

THE CLOSE



What Is the Single Biggest Factor for Success?



What Is the Single Biggest Factor for Success?

Answer:

Empathy!



Come Hack

Sales with

Us!

http://saleshacknight.com/



Follow me @jerrodbailey

@tallwave


THANK YOU