30 tips on how to build and grow your sales

30 Tips on how to build and grow your sales

Jon Woodroof | @twotoneams | linkd.in/twotoneams

Rockit Summit | #rockitmoldova | February 6th, 2016

Twotone Consulting is a sales, marketing & PR agency.

Creating your Ideal Customer Profile (ICP) on a company and

employee-level.

#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

1. Don’t start with

tactics, start with data

2. Your ideal

customer profile #ICP

2. #ICP

Who will benefit the most from your products or

services?

bit.ly/IdealCustomerProfile

Present value based on pains your product solves

& Leverage tools to optimize process

3. List building via Linkedin

- linkedinexporttool.com - data-miner.herokuapp.com

4. Add contact data to your list

upwork.com

5. Canned responses: repeat yourself well

5. #emailforlazypeople

6. Define the process

• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)

• Client sends over information for Proto to review DONE (April 8)

• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)

• Client approves the Ballpark Proposal

• Proto sends Master Services Agreement

• Client signs Master Services Agreement

• Proto sends Invoice for Deposit

• Project lead is assigned and becomes main point of contact

• Proto updates project management tool with Tasks, Stories and Milestones

• Client and Proto Work begins, Client is invoiced monthly

7. Ask consistent open-ended

questions to qualify leads

8. Budget

conversations are hard

9. ALL the reminders!

10. Scheduling

meetings hurts. Ease the pain!

10. Scheduling

11. How best to engage lists: quickmail.io

12. From anywhere

to Linkedin

12. The Salesloft Prospector

Chrome Plugin

http://bit.ly/SalesLoftChrome

13. Engage your network when mentioned in

the news

14. Personalized

Linkedin invitations and followups

15. The forward’able

introduction

http://entro.io

16. The Elevator pitch

17. Twitter for meetings

at events

18. Yes, Instagram for

21. Share lessons,

highlights, customers & more

www.getrevue.co

22. CRM?

your call.

nimble.com

23. Email tracking on

the fly

getsidekick.com/

Hiring sales people. How do you find them? How do you hire them?

& What questions do you ask?

24. Hiring sales

people.

Look for candidates that fit your company’s specific core values

and the sales culture

already on your team

25. How do you find

1. Think Beyond Entry Level 2. Consider Customer Service 3. Look At Financial Services 4. Coachability Is Key

Bonus tip: get involved with the community. Local events like @Saleshackerams

26. How do you hire

Look for candidates that want to start their

own business.

Here are some Do’s & Don’ts

27. How do you hire

DO: • Honest about goals and motivations • Could every new hire be future GM? • References Really Do Matter • Don’t worry about on-point exp. • Insist on 2+ years of exp at deal size

27. How do you hire

DON’T:• Hire a sales rep to sell before you

can prove you can do it yourself • Underpay • Hire because she worked at… • Hire folks you wouldn’t buy from

28. What questions do

you ask?

• Ideal hiring profile (familiar?) • Candidates complete an exercise • Always check 2-3 references • Use a worksheet:

bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta

29. Keep trying!

Thank you!

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