http://close.io

1. Inbound
Sales
Kung
Fu
S t e l i E f t i , C l o s e . i o

2. Helped
150+
venture
backed
startups
in
Silicon
Valley
scale
sales.

4. #1: Traffic
#2: Signup, Demo, Contact, etc.
#3: Activate (calling + email)
#4: Qualify
#5: Demo
#6: Manage objections
#7: Negotiate
#8: Follow up
#9: Close
Inbound
Sales

5. #1: Open
#2: Read
#3: Respond
#4: Follow Up
Sales
Emails

6. !
You’re
not
sending
enough
email!

7. !
Automate
Emails
4-­‐6
emails
during
trial

8. !
Automate
Emails
4-­‐6
emails
during
trial
!
-­‐
Semi-­‐Personal:
yourname@domain.com
,
Sent
via
iPhone
-­‐
Drip
/
Lifecycle
Emails:
Email
courses
for
your
prospects
-­‐
Events
Driven:
Signup,
AcIvity,
Trial
End,
etc.
-­‐
Call
to
acCon
oriented:
Schedule
a
call
,
Reply
to
this,
etc.

9. !
Inbound
Sales
Emails
Example:
HubSpot
(B2B)

10. Subject: Close.io & HubSpot I time to chat?
!
Steli,
!
Thanks for reaching out to us here at HubSpot. Here's a 2min video overview
about how our product works to help you drive leads online:
http://www.hubspot.com/products/video-tour/
!
I've been reviewing your site and have a few suggestions about how you can drive
more traffic and leads. When might be a good time to catch you at your desk for 5
mins after Noon today or before 11:30am ET tomorrow?
!
All the best,
!
!
P.S. I've also attached the new 2013 ROI report about the average results our
customers see.
Email
#1
(no
response
from
me)

11. Subject: Close.io & HubSpot | Follow Up Resources
!
Hi Steli,
!
Thank you again for the discussion today, it was a pleasure speaking with you!
I am including a 2 minute video during which our co-founders describe how inbound marketing works – you
can check also out our Cambridge office space, see here.
As we discussed, HubSpot offers an all-in-one marketing software platform that helps businesses of all sizes
generate leads and convert them into customers. HubSpot has everything a modern marketer needs to do
marketing right—all in one, easy-to-use product. HubSpot software includes SEO, blogging, social media,
email, automated workflows, landing pages, lead intelligence and analytics tools to help marketers get the job
done. You can see the full list of our products here.
HubSpot is an annual membership, which includes access to all of our software tools, 7 one-hour sessions
with a dedicated consultant and continuing education and support all throughout the year. You can take a look
at our pricing page here.
HubSpot customers experience an average 2.7x increase in traffic after 12 months of active use and lead
database growth of 30.4x after 12 months of active use, see our ROI report here.
Please feel free to contact me with any questions. We look forward to helping your business grow as part of
the HubSpot team!
All the best,
Email
#2
(no
response
from
me)

12. Subject: HubSpot & Close.io
!
Hi Steli,
!
Per my message today, I called to see how your internal decision making process
is going.
!
More importantly, since we are going through a price change on 10/1, my
manager, John Dukes (jdukes@hubspot.com) has authorized each rep on my
team (2) 15% discounts on the cost of the software for customers who are able to
sign up by 9/30. Not only would this lower the price of the software, but you will be
grandfathered into the legacy pricing in the future. Today, Pro is slated to increase
2400/year.
!
One of my coupons is spoken for, but I'd like to offer the other one to you.
!
If this is of interest, please let me know as soon as possible.
!
Thank you,
Email
#3
(no
response
from
me)

13. Subject Should I Stay or Should I Go?
!
Hi Steli, per my message today -
!
I've tried to reach you a few times to go over suggestions on improving your
website, but haven't heard back from you and that tells me one of three things:
!
1) You're all set with inbound marketing and online lead generation, and if that's
the case please let me know so can I stop bothering you.
!
2) You're still interested but haven't had the time to get back to me yet.
!
3) You've fallen and can't get up and in that case please let me know and I'll call
911 for you...
!
Please let me know which one it is because I'm starting to worry...
!
Thanks in advance and I look forward to hearing back from you!
Email
#4
(no
response
from
me)

14. Subject: Thank You From Hubspot
!
Steli,
!
In reviewing some outstanding business today, I’ll be taking Close.io out of my
current follow ups at this time.
!
Where we’d initially agreed in the value of our service to strengthen your online
engagement, I’ve reached out to you on several occasions following our initial
discussions. Having not received any replies to date, I assume that we’ve either
fallen off your radar or perhaps the interest has diminished to the degree that my
follow up is no longer warranted.
!
I appreciate the opportunity to work with you and wish you the best with your
ongoing marketing efforts. I'd be happy to speak with you when you are ready to
invest resources into generating leads from your site.
!
Best,
Email
#5
I
responded
:)

15. !
Inbound
Sales
Emails
Example:
TrunkClub
(B2C)

16. Subject: Important info on your first shipment
!
Hi Steli,
!
I’m Lizzie Walker, your Trunk Club stylist. I can’t wait to put together your first trunk
of great clothes. Before I do that, we need to have a quick chat on the phone, so
that I can get an idea of what clothes to send.
!
Please respond to this email and let me know the following:
!
- What's a good day / time to chat?
- How did you hear about Trunk Club?
!
Also, feel free to call me any time at the number below.
!
Hope to hear from you soon!
Email
#1
(no
response
from
me)

17. Subject: Steli — It's your stylist at Trunk Club
!
Hey Steli,
!
I recently reached out to you about the Trunk Club clothing service that you signed
up for. As you can tell, I’m really excited to help you get started with a trunk of
great new clothes. Let me know when you have 5 to 10 minutes to chat in the next
few days, and I’ll get a trunk to you right away.
!
I’m happy to work around your schedule (mornings and evenings are completely
fine times to talk), and if you’d prefer to call me, you’ll find my number below.
!
Thanks!
Email
#2
(no
response
from
me)

18. Subject: Trunk Club — Still interested?
!
Hi Steli,
!
Just checking to see if you still want to move forward with the Trunk Club service
that you signed up for. If you’re ready for your first trunk, awesome! Let me know a
good time for us to wrap everything up with a really quick phone call.
!
Trunk Club is all about convenience, and I’m happy to work around your busy
schedule.
!
Looking forward to hearing from you!
Email
#3
(no
response
from
me)

19. Subject: Goodbye from Trunk Club
!
Hi Steli,
!
I was really looking forward to putting together a trunk of great clothes for you, but
I haven’t heard a response to my calls and emails. That means this will be my last
email to you. If you change your mind and would like to give Trunk Club a try,
please let me know and I’ll have you looking great in no time.
!
Best,
Email
#4
I
responded
:)

20. #1: Reach People
#2: Sound Good
#3: Ask Questions
#4: Manage Objections
#5: Close
Sales
Calls

21. !
Call
Everyone
Within
5mins
of
signup

22. !
Call
Everyone
Within
5mins
of
signup
!
-­‐
AcCvate:
Call
quickly
,
Answer
QuesIons,
Give
DirecIon
-­‐
Discover:
How
did
they
hear
about
you,
Problems,
Needs
-­‐
Qualify:
Ask
QuesIons,
Lead
Quality,
Create
Pipeline
-­‐
Close:
Manage
ObjecIons
,
Guide
buyer
to
upgrade

23. !
Qualify
!
Customer
profile:
size,
use
case,
history,
etc.
Needs:
Champion,
team,
company,
etc.
Decision
making:
stakeholders,
process,
Ime

24. Demo
Quickly
15mins
or
less

25. !
Demo
Quickly
15mins
or
less
!
-­‐
Qualify
first:
Can/Should
they
buy
,
is
it
worth
the
Ime
-­‐
Benefits
vs.
Features:
Focus
on
what’s
relevant
-­‐
Sales
vs.
Training:
Demo
value
vs.
teaching
funcIonality

26. !
Manage
ObjecIons
!
-­‐
FAQ
document:
Clarity
inspires
confidence
-­‐
Real
vs
Fake:
Listen
to
more
than
just
words
-­‐
Elephant
in
the
room:
Empower
them
to
verbalize
it

27. !
NegoIate
!
References
that
sell:
yes
but
late
in
the
process
Discounts:
lightly,
once
value
confirmed
Pro
Ip:
always
negoIate
in
pairs

28. !
Follow
Up
=
Winning

29. Follow
Up
On
Follow
Ups
!
-­‐
Cold:
1-­‐2
follow
ups
allowed,
not
more
-­‐
Warm:
Unlimited
follow
ups,
stay
on
thread/start
new
one
-­‐
Frequency:
Front
load
(1,3,5,7)
then
every
1,2,3,4
weeks
-­‐
Channel:
#1
Email
#2
Phone
#3
In
Person

30. "Steli's
philosophy
on
following
up
sent
me
back
to
a
significant
prospect
that
had
gone
very
cold.
!
A
mix
of
forty-­‐one
emails
and
voicemails
later
I
got
my
response;
'You
win,
let’s
connect
at
the
trade
show.'
Long
story
short
they're
on-­‐boarding
this
month."

31. !
Urgency?
!
Limited
beta:
10
seats,
refundable
deposit
Price
increase:
grandfather
old
price
IncenIves:
discount,
seats,
features,
services

32. !
Sales
Office
Hour.
!
steli@close.io