Get the slides from Kyle York's 2013 Launch presentation on eliminating the sales stigma with startups. (Say that 10 times fast.) Note that upon download, that first slide isn't yellow. That's a SlideShare issue.
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1. Dyn @ Launch Festival March 2013@kyork20 @DynincEliminating
the Sales StigmaKyle YorkChief Revenue Officer@kyork20
@Dynincat
2. Dyn @ Launch Festival March 2013@kyork20 @DynincWho is
@kyork20?Chief Revenue OfficerStarted in 2008
3. Dyn @ Launch Festival March 2013@kyork20 @DynincWho is
@kyork20?
4. Dyn @ Launch Festival March 2013@kyork20 @DynincWho is
@kyork20?
5. Dyn @ Launch Festival March 2013@kyork20 @DynincWho is
@kyork20?
6. Dyn @ Launch Festival March 2013@kyork20 @DynincWho is
@kyork20?Married.Father of a 6 month old son.Middle child of five
boys.Im also still learning andfiguring it all out.
7. Dyn @ Launch Festival March 2013@kyork20 @DynincYoure
notworth $1/hr.
8. Dyn @ Launch Festival March 2013@kyork20 @DynincLadder
Climbing: Intern Marketing Assistant Biz Dev Rep Inside Sales
Outside Sales Regional Director of SalesWhy SaaS Startups?
9. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat Im
Selling You Today What is the Sales Stigma? 12 Foundational Parts
to Build a Sales Machine Eliminate the Sales Stigma Startup
Examples: Ultimate Revenue Accountability: New, Upsell, Retention
Disruption, Relevance Wins Above All Else Five Ingredients for
Successful Sales Hiring
10. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat is
theSales Stigma?(Social Response)
11. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat is the
Sales Stigma?(Social Response) Github @markimbriaco @kyork20 It
means people wasting my time withendless calls & 10 rounds of
back and forth negotiation. Doesnt have to be thathard. Upthere
@kaigray @kyork20 It means people fishing for "fit" - wanting me
toexplain to them how they can sell me something. AWS @chrismunns
@kyork20 assumptions about lack of technical knowledge.assumptions
about not really caring about the customers biz AWS #2 @chrismunns
@kyork20 thoughts of being over sold ( either pricewise or purchase
wise ), feeling force fed a "bundle" of products
12. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat is the
Sales Stigma?(Social Response) Bridgeline Digital @Sully @kyork20
Too many cases where the goals ofsales/customer werent aligned.
Sales wanted a deal, cust wanted a solution. PixelMEDIA
@Jimdufresne @kyork20 The source of sales stigma comes frombag
carriers that cant add value to the conversation. Theyre order
takers, notexperts. Magnus Health @jillajudd @kyork20 Ill prepared
phone calls. Namemispronunciations and too many "ums" are like
nails on a chalkboard. DeltaCore Energy @albertaguilar1 @kyork20
most lookin for a sale areinterested n just that-build trust,
create a relationship w consideration on bothsides
13. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat is the
Sales Stigma?(Dyn Tech Guys) Dyn #1 @JakeAtDyn @kyork20 Get my
quote/order right. I want it fast, butmore importantly, I want it
accurate. Dyn #2 stuffcarlsays @kyork20 Come chat up a former used
car salesman Illtell you why. Dyn #3 @neilschelly @kyork20
Customers know at some level severalcompetitors can meet their
needs. Sales wins on a relationship. Need to be waryof a fake. Dyn
#4 @chriswidner @kyork20 sales reps who dont care about
thecustomers needs and only want a deal. Not respecting the
customersboundaries and pushy. Dyn #4 @chrisgonyea @kyork20 Its all
about trust, respect, & facts. If salesrep is honest, Ill
listen. If not, I wont.
14. Dyn @ Launch Festival March 2013@kyork20 @DynincWhat is the
Sales Stigma?(Dyn Sales Leadership)Bottom line Deal with the
stigma.Its there, both internally and externally.Dont try to change
the way people view you. Makethem see you as valuable.Yours
truly,Josh DelisleDyn, VP, Worldwide Sales@jadelisle @Dyninc
15. Dyn @ Launch Festival March 2013@kyork20 @Dyninc12
FoundationalParts To BuildA Sales Machine
16. Dyn @ Launch Festival March 2013@kyork20 @Dyninc12
Foundational Parts To Build The Modern Well-Oiled Sales Machine
Executive Buy-In Sales Leadership Go-to Market Strategy The Pitch
Bag of Tricks Sales Process Forecasting & Pipeline Pricing
Strategy Compensation Plans Quota Models Sales Team Structure
Hiring Road MapTWEET THIS WE DONT HAVE TIME!!!!!! - @kyork20
17. Dyn @ Launch Festival March 2013@kyork20 @DynincEliminate
the Stigma:3 Essential Items
18. Dyn @ Launch Festival March 2013@kyork20 @Dyninc1 The
Pitch
19. Dyn @ Launch Festival March 2013@kyork20 @DynincThe Pitch
Define your message Be honest, accessible, relevant Create foot
soldiers Tell the story consistently Ensure your audience buys in,
relatesand become advocates for your brandThe Pitch Is Not Only
Alive And Well: Its More Important Than Ever1
20. Dyn @ Launch Festival March 2013@kyork20 @Dyninc2
CompanyCulture
21. Dyn @ Launch Festival March 2013@kyork20 @DynincCompany
Culture2 Set direction from the top but naturally evolve it from
the ground up Get employee buy-in; all stakeholders matter This
place was great until you arrived. Culture means something
different to everyone Culture is brand: brand is cultureThree Keys
To Building An Engaged Community, Culture & Customers
22. Dyn @ Launch Festival March 2013@kyork20 @Dyninc3
CustomerRelationships
23. Dyn @ Launch Festival March 2013@kyork20 @DynincCustomer
Relationships3 People buy from people they like Consultative
selling creates trust Companies stick with companies they
enjoyworking with Build relationships for the right reasons Learn
from your customers Rising tides rise all boatsA Life Of Loyalty: A
Message To Employees, Customers, Partners, Fans &
Community
24. Dyn @ Launch Festival March 2013@kyork20 @DynincStartup
Examples
25. Dyn @ Launch Festival March 2013@kyork20 @DynincWe put a
sign-up link on our website,but no one is buying our enterprise
product.We hired two experienced sales guys,but they cant sell. The
Pitch Create foot soldiers Tell the story consistently Ensure your
audience buys in,relates and becomes advocatesfor your brand
26. Dyn @ Launch Festival March 2013@kyork20 @DynincNo one can
sell our services better thanour founding team. We are so
experiencedand passionate. What do you do when the CEO/founder is
the best? You dont always get it right the first time Consultative
premium enterprise approach Hard to advise when no sales leader in
place They are trying to find the right sales leader in
NYC:[email protected]
27. Dyn @ Launch Festival March 2013@kyork20 @DynincDo we say
we have a sales forcevs. we dont have a sales force? Establish
passionate micro/SMB customer base Sales activity historically
inbound only. Userswant human interaction during theprocess,
creating product comfort, deeperengagement, loyalty Heavy focus on
accountdevelopment, consultative sales and coaching touse the
product better
28. Dyn @ Launch Festival March 2013@kyork20 @DynincUltimate
RevenueAccountability
29. Dyn @ Launch Festival March 2013@kyork20 @DynincUltimate
AccountabilityThe Rise Of The CRO & Ultimate Accountability
Between Marketing & SalesChoose an established
ornon-established market andbe as disruptive as
possible.@richardbranson
30. Dyn @ Launch Festival March 2013@kyork20 @DynincYou are who
you were in high school. Embrace youridentity & personality
andmake it a part of your company brand.@kyork20Ultimate
Accountability
31. Dyn @ Launch Festival March 2013@kyork20 @DynincDisruption,
RelevanceWins Above All Else
32. Dyn @ Launch Festival March 2013@kyork20 @DynincStudent
Council Campaigns:9th Grade: Im Just Like You10th Grade: The Other
White Meat11th Grade: Dont Pork York12th Grade: Get the
SensationDisruption, RelevanceWins Above All Else
33. Dyn @ Launch Festival March 2013@kyork20 @DynincYouTube
Channel:http://www.youtube.com/user/DynIncHistory of Dyns
Campaigns:2009: Break Free2009: DynTinis2010: DNS Is Sexy2010:
Tweet Nerdy To Me2011: Music Meets Tech2012: Get Some IaaS2012:
Dyns Ready2013: Most Reputable SenderDisruption, RelevanceWins
Above All Else
34. Dyn @ Launch Festival March 2013@kyork20 @DynincFive
Ingredients forSuccessful Sales Hiring
35. Dyn @ Launch Festival March 2013@kyork20 @DynincFive
Ingredients forSuccessful Sales HiringExecutive buy in and sales
leadershipSales people need comp plans and quota modelsThe bag of
tricks: case studies, references, pricingplans,
contractsWell-rounded: not just a sales guy/gal. Accountmanagement,
project management, brand advocacy.5 Steps Before Hiring Your First
Salesperson1234
36. Dyn @ Launch Festival March 2013@kyork20 @DynincMost
Important Ingredient5thHonesty, Passion & PersistenceEnsure
hires fit into the company culture, workhard for the brand and
become a part of theoverall storyHow I Scored an Easy A in College
& Got Valuable Advice to Live By
37. Dyn @ Launch Festival March 2013@kyork20 @DynincFinal
Takeaways Tact No dbag policy Everyone must be in sync Hire people
who can grow with you Get The Pitch down Know what you dont know
Use your resources Your founder isnt (and is!) your best sales guy
Keep trying. Were all still figuring it out.
38. Dyn @ Launch Festival March 2013@kyork20
@DynincQUESTIONS?COMMENTS?Lets sell(without the stigma)