More Related Content Similar to SimpleCrew's Sales Strategies for Startups (20) SimpleCrew's Sales Strategies for Startups3. “For a company to be successful, there are
literally only two functions the company has to
perfect. Building and Selling. Thats it.”
- micah baldwin
the importance of sales
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9. 1. The Pipeline
2. The Sales Pitch
3. General Sales Advice
4. Tools of the Trade
what you will learn
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11. 1. the pipeline
2. The Sales Pitch
3. General Sales Advice
4. Tools of the Trade
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12. • Local Business Search & Reviews
• 102M Unique Visitors/mo (Q1 2013)
• 39M Reviews
• 21 Countries
• $2.22B Market Cap (NYSE: YELP)
overview
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17. the ad sales job
• 60-80 Phone Calls/Day
• 3-5 Hours/Day
• Mostly On-Script
• $20k/month Quota
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18. • Mobile Photos for Teams
• 17 Paying Customers
• $59/mo Average Revenue/Customer
• $1,015/mo Total Revenue
overview
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23. 1. What is Yelp?
2. What is SimpleCrew?
3. Yelp’s Pipeline
4. SimpleCrew’s Pipeline
summary: the pipeline
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questions?
24. 1. The Pipeline
2. the sales pitch
3. General Sales Advice
4. Tools of the Trade
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25. 1. Ask Questions
2. Sell the Company
3. Sell the Product
4. Ask for the Close
4b. Handle Objections
anatomy of a sale
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26. • Build Foundation of Trust
• Show Understanding
• Part of the Community
• *Uncover Pain Points
• *Reveal Buying Process
1. ask questions
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27. • Yelp = Social Proof
– Press pieces
– Success stories/case studies
– Google Trends analysis
2a. sell the company:
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28. • Startup = Tell Your Story
–Part of the Community
–Basis for authority
–Press & Case Studies
2b. sell the company - you
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29. • Walk Through the Demo
• Relate Features to Pain Points
3. sell the product
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32. • Dig for the Real Objection
• Answer with a Question
• Math, Logic & ROI? No.
• Use Emotion
• Money = Non Issue
4b. handle objections
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33. summary: the sales pitch
1. Ask Questions
2. Sell the Company
3. Sell the Product
4. Ask for the Close
4b. Handle Objections
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questions?
34. 1. The Pipeline
2. The Sales Pitch
3. general sales advice
4. Tools of the Trade
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40. Leads
Trying to Reach Decision
Maker
In Contact with DM
Pitch
Appointment Set
Pitched
Warm
Pitched
Hot
Won
Lost
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43. 1. Ask Questions
2. Observe “Buying Questions”
3. Closed-Lost Often
4. Further Along = More Touch Points
5. Balance Reminding vs Annoying
6. Self Service < Email < Phone < In-Person
summary: the pipeline
questions?
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44. 1. The Pipeline
2. The Sales Pitch
3. General Sales Advice
4. tools of the trade
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47. how we use CRM
1. Contact Info & Notes
2. Logging Interactions
3. Scheduling To-Dos
4. Managing The Pipeline
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52. how we use it
1. Tracking Opens & Clicks
2. Email Templates
3. Email Reminders
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58. how we use it
1. Notes During Sales Calls
2. Everything
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61. 1. Salesforce (or other CRM)
2. Yesware
3. Rapportive
4. Evernote
summary: tools of the trade
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Editor's Notes Other things that matter?- FundraisingAccounting How many of you have heard of this? Show of hands… Who’s selling in B2B? Also for consumer products w/ advertising models (yelp)MarketingFundraisingPRHiringGov’t ProcurementDating/Relationships Pain Points => Who here has read Lean Startup? Does this sound familiar to you? Examples of emotion:Acquisitions as fear of loss (I-gram, bidding wars)First 3-location deal, Mario/Lena. $12,000 dealHerd mentality of fundraisers ain’t nobody got time fodat…