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30 Tips on how to build and grow your sales Jon Woodroof | @twotoneams | linkd.in/twotoneams Rockit Summit | #rockitmoldova | February 6th, 2016
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Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Apr 07, 2017

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Page 1: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

30 Tips on how to build and grow your sales

Jon Woodroof | @twotoneams | linkd.in/twotoneams

Rockit Summit | #rockitmoldova | February 6th, 2016

Page 2: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Twotone Consulting is a sales, marketing & PR agency.

Page 3: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Creating your Ideal Customer Profile (ICP) on a company and

employee-level.

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 4: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

1. Don’t start with

tactics, start with data

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 5: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

2. Your ideal

customer profile #ICP

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 6: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

2. #ICP

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Who will benefit the most from your products or

services?

bit.ly/IdealCustomerProfile

Page 7: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Present value based on pains your product solves

& Leverage tools to optimize process

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 8: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

3. List building via Linkedin

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

- linkedinexporttool.com - data-miner.herokuapp.com

Page 9: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

4. Add contact data to your list

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

upwork.com

Page 10: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

5. Canned responses: repeat yourself well

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 11: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

5. #emailforlazypeople

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 12: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

6. Define the process

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 13: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)

• Client sends over information for Proto to review DONE (April 8)

• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)

• Client approves the Ballpark Proposal

• Proto sends Master Services Agreement

• Client signs Master Services Agreement

• Proto sends Invoice for Deposit

• Project lead is assigned and becomes main point of contact

• Proto updates project management tool with Tasks, Stories and Milestones

• Client and Proto Work begins, Client is invoiced monthly

Page 14: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

7. Ask consistent open-ended

questions to qualify leads

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 15: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

8. Budget

conversations are hard

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 16: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

9. ALL the reminders!

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 17: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

10. Scheduling

meetings hurts. Ease the pain!

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 18: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

10. Scheduling

meetings hurts. Ease the pain!

Page 19: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

10. Scheduling

meetings hurts. Ease the pain!

Page 20: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

10. Scheduling

meetings hurts. Ease the pain!

Page 21: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

11. How best to engage lists: quickmail.io

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 22: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

11. How best to engage lists: quickmail.io

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 23: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

11. How best to engage lists: quickmail.io

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 24: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

12. From anywhere

to Linkedin

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 25: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

12. The Salesloft Prospector

Chrome Plugin

http://bit.ly/SalesLoftChrome

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 26: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

13. Engage your network when mentioned in

the news

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 27: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

14. Personalized

Linkedin invitations and followups

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 28: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

15. The forward’able

introduction

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

http://entro.io

Page 29: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

16. The Elevator pitch

Page 30: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

17. Twitter for meetings

at events

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 31: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

18. Yes, Instagram for

sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 32: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

19. Yes, Instagram for

sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 33: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

20. Yes, Instagram for

sales

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 34: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

21. Share lessons,

highlights, customers & more

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

www.getrevue.co

Page 35: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

22. CRM?

your call.

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

nimble.com

Page 36: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

23. Email tracking on

the fly

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

getsidekick.com/

Page 37: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Hiring sales people. How do you find them? How do you hire them?

& What questions do you ask?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 38: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

24. Hiring sales

people.

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Look for candidates that fit your company’s specific core values

and the sales culture

already on your team

Page 39: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

25. How do you find

them?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

1. Think Beyond Entry Level 2. Consider Customer Service 3. Look At Financial Services 4. Coachability Is Key

Bonus tip: get involved with the community. Local events like @Saleshackerams

Page 40: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

26. How do you hire

them?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Look for candidates that want to start their

own business.

Here are some Do’s & Don’ts

Page 41: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

27. How do you hire

them?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

DO: • Honest about goals and motivations • Could every new hire be future GM? • References Really Do Matter • Don’t worry about on-point exp. • Insist on 2+ years of exp at deal size

Page 42: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

27. How do you hire

them?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

DON’T:• Hire a sales rep to sell before you

can prove you can do it yourself • Underpay • Hire because she worked at… • Hire folks you wouldn’t buy from

Page 43: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

28. What questions do

you ask?

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

• Ideal hiring profile (familiar?) • Candidates complete an exercise • Always check 2-3 references • Use a worksheet:

bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta

Page 44: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

29. Keep trying!

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

Page 45: Rockit Summit, Jon Woodroof -Sales Hacking. 30 Tips on how to build and grow your sales

Thank you!

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams