Y Combinator alumni sales school (Summer 2014)

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Sales  School  !

Steli  E(i  steli@close.io    

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  

• Buy Lists • Scrape Lists • Research Lists • Outsource

Lead  GeneraGon  

Customer  DNA  •Quality  over  quanEty  •Narrowly  defined  •Consistency  in  results  •10-­‐30  leads  a  day

1: Reach People 2: Sound Good 3: Ask Questions 4: Manage Objections 5: Close

Sales  Calls  

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

1: Open 2: Read 3: Respond 4: Follow Up

Cold  Emailing  

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Outbound  Sales  Q&A  

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Workshop  

1: Lead Generation 2: Cold Call 3: Cold Email

Workshop  (3  Groups)  20  minutes  each  

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Sales  School  !

Steli  E(i  steli@close.io