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Lean sales

  1. 1. LEAN SALES Hampus Jakobsson @hajak “There is a time for everything” - One of top 5 best selling books of all time
  2. 2. 1. How you are defined by your deal size 2. Why scaling early is always stupid 3. How to work in the different stages @hajak
  3. 3. 1. What is your current revenue 2. What is your ACV a. none b. very small and random c. $1000-5000 / month d. $5k-50k / month e. >$50k / month a. no clue. at all. b. <$500 ARR / deal c. <$5000 - $20k MRR / deal d. >$20k MRR / deal @hajak
  4. 4. DISCOVERY PRODUCT SCALE @hajak
  5. 5. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION channels, geos, platforms, target groups, … THECRMLINE THETOOLSLINE THEDEBTLINE WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source DISCOVERY PRODUCT @hajak
  6. 6. First 10 deals First 100 deals The race to >$100k MRR Sales Ready Product - Ideal target customer - Pain & decision point - Purchasing process Make it unscalable Stay close and learn Segment customers Rinse and repeat - All material needed - Fill funnel & hire sales - Sales learning curve@hajak
  7. 7. <$500 ARR / deal $5k - $20k ARR / deal > $50 000 ARR / deal Self service & support Best at marketing 100% data driven Complex field sales Being the best 100% gut driven High velocity inside sales Human meets machine Funnel conversion INSIDE THE TORNADO INNOVATOR’S SOLUTION [ ] PREDICTABLE REVENUE CHALLENGER SALES [ ] INBOUND MARKETING DON’T MAKE ME THINK [ ] @hajak
  8. 8. Referrals Content marketing Honey pot Freemium DataNyze/LeadWizards LeadGenius/oDesk Warm intros $20000$500 @hajak Inbound Outbound
  9. 9. LEAN SALES Hampus Jakobsson @hajak

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