y combinator alumni sales school (summer 2014)
DESCRIPTION
Watch the video, read the transcript: http://blog.close.io/y-combinator-alumni-sales-schoolTRANSCRIPT
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Helped 200+ venture backed startups in Silicon Valley scale sales.
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Sales Basics
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Hustle Show Up. Follow Up. Close.
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High tolerance for pain rejecEon + state control
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Consistency Is King Sales is High Performance Sport
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She who asks leads QuesEons + AcEve Listening
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Value Sells Nobody cares about your features
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Fortune is in the follow up Never stop unEl Y/N
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3 People To Follow Up With Today!
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Sales Basics Q&A
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Outbound Sales
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• Buy Lists • Scrape Lists • Research Lists • Outsource
Lead GeneraGon
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Customer DNA •Quality over quanEty •Narrowly defined •Consistency in results •10-‐30 leads a day
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1: Reach People 2: Sound Good 3: Ask Questions 4: Manage Objections 5: Close
Sales Calls
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Opening: !Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program. !What we do in a sentence is we provide companies with a sales team on demand. !Does this sound generally interesting to you? !!Qualifying: ● What is your current sales process? ● Who are your customers? How do you get leads? ● What’s the customer life time value?
!Test Closing: ● We want to start in 4 weeks - does this work for you? ● The beta program is heavily discounted. It’s going to be $X/day per salesperson ● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make
a decision? !!>>>Schedule Closing Call
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1: Open 2: Read 3: Respond 4: Follow Up
Cold Emailing
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Outbound Sales Q&A
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Workshop
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1: Lead Generation 2: Cold Call 3: Cold Email
Workshop (3 Groups) 20 minutes each