Outbound Sales at a B2B SaaS Startup

1. BY: SYED ASAD
Sales Workshop

2. BACKGROUND
Who the hell am I?

4. What you will learn?
 How qualify a customer
 How to perform an online research for sales prospecting
 How to craft professional sales email that will get leads
 How to 'close' enterprise deals

5. Sales Philosophy
Everyone lives by selling something

6. Sales & Marketing
Sales = Sell What’s in Stock

7. Question Time
What is a Lead(Persona)?

8. Selling to people who actually want to
hear from you is more effective than
interrupting strangers who don’t
- Zig the man

9. Exercise Time(Discovering Needs)
Qualify the Person sitting next to you

10. Qualification
How to Qualify a Lead?
Budget
Authority
Need
Timing

11. What is your sales pitch?
 For ------------------(Ideal Customer)
 Who is unsatisfied with-----(Current
Alternative)
 Our product is a-(Product Category)
 That---------(Key Benefits/advantages)
 Unlike------(Competition)
 We have assembled a product that-
(Unique differences)

12. Objection!!!!
Sales objections are roadblocks, not
dead ends

13. Lesson
Don’t be a brochure! Be a sales person

14. Let’s try again
Sell me this Pen

15. Excercise
Lesson: until you have determined the
real need, you can't expect to sell
anything successfully.

16. Closing
Always go for the close
Do you want to buy or not?

17. Sales Process
Preparation
Prospecting
Sales Process
Define Ideal Client
Searching for leads
Create a list
Send cold email – follow up
Interact with the lead
Qualify the lead
Schedule a demo
Create an Opportunity
CLOSED WON

18. CRM
How you gather, manage and use
information will determine whether you
win or lose
- Bill Gates

19. 5 Min Break?

20. Outbound lead gen sources
 Data.com
 Data Miner/Web Scraper
 Inside View
 Quora ( The new guy on the block)
 Lead 411
 And the king of em all LinkedIn

21. Believe you can and you're halfway
there.
- Theodore Roosevelt

22. Want to know the key to success in
sales?

23. Consistency
Do or do not. There is no try.

24. Money is a Bitch that never sleeps, Slip
once and it’ll be gone forever!
- Syed(the sale closer)

25. Sales
If your product genuinely solves a
problem for someone, reaching out via
email is a legitimate, ethical and
effective way to make someone aware
of your service.

26. Exercise Time 10 mins
Write a cold email to the CEO of
UsabilityTools and offering to sell pens

27. Email Bible
 Short and Sweet
 Specific
 To the point
 Clear call to Action
 Neatly Presented
 Not longer than 2 scrolls on a
smartphone
 Always, Always follow up in the same
thread
 Visualize the Email

28. Cold Email - Template
Hi XYZ,
I have been doing some research about ABC to determine if there is a
need for UX tools, which could help you monitor user behavior on your
website or carry out UX research or remote usability testing.
Could you please help me by pointing me to the best person there for a
brief discussion?
Please have a look at our website www.usabilitytools.com
Best,
Syed

29. And the secret sauce is…

30. Signature
Subject: xxxxxxx
Syed Asad
Head of Sales
UsabilityTools | http://usabilitytools.com/
Phone: +1 650-681-9613
Skype: asad_usabilitytools.com

31. Follow up like a CHAMP!
Never.Ever.Stop!

32. It is not your customer’s job to remember
you. It is your obligation and
responsibility to make sure they don’t
have a chance to forget you
- Patricia Fripp

33. Example
Made a sale – after 21 follow-up emails over
the space of 6 months
80% of all sales are made on the 12th – 19th contact. 15
years ago it took on average 2 – 4 contacts before
concluding a sale.

34. Sales
Account
Executives
Closers
Customer Success
Management
Farmers
Qualified
opportunities
Inbound Leads
(SEO, Webinars)
Outbound
Email Prospecting
Hire character. Train skill.
- Peter Schulz, Porsche
Sales
Development
Qualifiers
New Clients

35. Process
It’s not ABC, it’s ABQ - Always Be Qualifying
- Syed Asad, UsabilityTools
Sales Prospects vs Sales Suspects
BANT vs CHAMP
Prospects Leads Opportunities Closed WON
10 deals40 opptys160 leads640 prospects

36. Closing Enterprise Deals
Two words…

37. Patience & Consistency

38. Sales Styles
Wolf (of wall street) Or a Lamb?

39. Sales is a number’s game!

40. Question
Who wants to work for UsabilityTools?

41. Thank you for your time
Syed Asad, Head of Sales
s.asad@usabilitytools.com
+1 650 681 9613