get sales done
TRANSCRIPT
1. What is your current revenue
2. What is your MCV
a. none b. very small and random c. $1000-5000 / month d. $5k-50k / month e. >$50k / month
a. no clue. at all. b. <$50 MRR / deal c. <$50 - $5k MRR / deal d. >$5k MRR / deal
@hajak
WHO ARE YOU
SCALEFIRST
$5k MRR >3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
PRODUCT
@hajak
SCALEFIRST
$5k MRR >3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
PRODUCT
@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
PRODUCT
@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
ITC, buying process, lead
source@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
Deliver, measure &
improve
ITC, buying process, lead
source@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
THE
CRM
LIN
E
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
Deliver, measure &
improve
ITC, buying process, lead
source@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
THE
CRM
LIN
E
THE
TOO
LS L
INE
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
Deliver, measure &
improve
ITC, buying process, lead
source@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
channels, geos, platforms,
target groups, …
THE
CRM
LIN
E
THE
TOO
LS L
INE
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
Deliver, measure &
improve
ITC, buying process, lead
source@hajak
SCALE
WHE
N YO
U AC
TUAL
LY N
EED
DEV
FIRST $5k MRR
>3 DEALS
THE RACE TO $100k
MRRPROBLEM SOLUTION
channels, geos, platforms,
target groups, …
THE
CRM
LIN
E
THE
TOO
LS L
INE
THE
DEBT
LIN
E
WHY
HOW
Document the pain
Sell them competitors & alternatives
(aka “teach them how to google”)
Deliver, measure &
improve
ITC, buying process, lead
source@hajak
<$50 MRR / deal
$50 - $5000MRR / deal
> $5000MRR / deal
Self service Best at marketing 100% data driven
Complex field sales Being the best 100% gut driven
High velocity inside sales Human meets machine Funnel conversion
INSIDE THE TORNADO
INNOVATOR’S SOLUTION
[]
PREDICTABLE REVENUE
CHALLENGER SALES
[]
INBOUND MARKETING
DON’T MAKE ME THINK
[]
@hajak
PEOPLE DON’T WANT TO BE SOLD
BUYERS NEED HELP
UNHAPPY CUSTOMERS CHURN…
…AND WRITE BAD REVIEWS
AMBASSADORS
WEB, EMAIL, HUMAN
@hajak