Who would attend? Founders interested in developing an inside sales process and team. Founders interested in learning how to generate early prospects/leads. Early business side employees at startups who have been tasked with selling. Anyone interested in startup sales! Topics include: Agenda: 6pm-645pm -- Networking 650pm-7pm - Intro by Kai Chang 7pm-730pm - Jorge Soto - "Inside Sales Roles" and "How to Create Outbound Prospect Lists" 735pm - 805pm - Steli Efti - "Cold Emailing & Calling 101" and "The Four Stages of Startup Sales Hiring" 810-840pm - Ilya Lichtenstein "Rapidly growing your sales pipeline" 845-9pm Q&A

1. 2014 Sales Speaker Series:
Inside Sales 101 for Startups
Ilya Lichtenstein Steli Efti
Jorge Soto
#s4s | @sales4_startups

2. 2014 Sales Speaker Series
Inside Sales Roles &
How to Create Outbound Prospect Lists
Jorge Luis Soto

3. Agenda
-Who I am
-What is Inside Sales
-Inbound vs Outbound
-Lead Qualification Cycle
-Inside Roles to Consider
-Walk Through: Create Prospect List
----Tools & Steps

4. Who I Am
10 + years
Door-to-Door to Enterprise

5. Who I Am

6. Who I Am

7. What is Inside Sales

8. Individuals who sell by phone and
normally do not leave the office.
“remote sales,” most lately called “virtual
sales,” or professional sales done
remotely.
- Ken Krogue

9. Inbound vs Outbound

10. Inside Roles to Consider
Inbound Qualifier
Outbound Hunter
SMB/Mid-tier Closer

11. Lead Qualification Cycle
Inbound Sales Qualified Leads
Outbound Sales Qualified Leads
“The Handoff”

12. Walk Through: Create Prospect
Lists!

13. Tools and Services

14. Who is my Prospect and
Where is their Data?
Initial Qualifiers/Rules
Department
Titles
Linkedin, AppStore

15. Find Contact Info

16. Organized (where you store
and find your leads)

17. Import In CRM

18. Attack!