Sales for Start Ups

By: Jorge Soto, Timo Rein, and Wade Floyd.

Today’s Topics

• Where do I even start?

• Sales Funnel Overview

• The Lead

• Lead Qualification Cycle

• Your First Leads: Beta Sign Ups

• Lead Gen, Prospecting Tips and Tools

Where do I even start?

1. How does my company monetize?

2. Who are my prospect – decision makers?

3. How do I get to them? – List Building – Yes, spreadsheets still rock.

4. Get a CRM!

Example List

• Online Marketing/Networking/Meetings

• Prospect/Leads - Beta Sign Ups

• Opportunities/Deals

Sales Funnel

The Lead

• A lead is a possible buyer of your offering.

• Inbound – Web Forms, @mentions, Sign Ups, etc – Solicited

• Outbound: – Cold Calling, Research, networking at event

– Unsolicited

Your First Leads: Beta Sign Ups

• Collect Data!

– City, Company Name, Email, Title

• Are the guys in their mom’s basement?

• Tools:

–Web Forms, Launch Rock (Viral).

Lead Qualification Cycle

• Pre-Approached

• Approached

• In-Contact (two-way dialouge, demos, etc)

• Qualified or No Qualified

Tools:

– Feedgen, Jigsaw, Hoovers, Linkedin, Web Search

Lead Gen, Prospecting Tips and Tools

• Email is the new cold call.

• Short Emails – LONG emails are NOT effective.

• Corporate site and Linkedin are digital business cards – find info.

• Email conventions

• Tools: