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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