Hola Mexico DF! – 10/26/12

Intro to Startup Sales – Top of the Funnel: Starting Point

Facebook.com/sales4startups

What is Sales

It’s a game of inches

A Process

Finding the buyers

Art of Effectively Dealing with Rejection

Managing Self Emotions

Art of Listening, Discipline, & Schedule Video Video

Who I Am

9 + years > Sales and Serial Entrepreneur

Door-to-door to Enterprise Sales

Angelpad Incubator Alumni

What is Start Up Sales

Starting from Scratch >> Gotta Hunt

Always a Cold Call

No Established Process

Constant Change

Sales Funnel

Leads

Qualified Leads

Deals

Inbound LeadsBeta Sign Ups

Outbound LeadsStart Now - Pre-launch. Not Cold

Prospecting & Lead Gen

Step 1: Create Lists

Step 2: Approach

Step 3: Rinse and Repeat

Prospecting & Lead Gen

Tools:

Prospecting & Lead Gen

Pre-Approach

The Approach

Objective: Begin Conversations!

Conversations have Structure

Appointment Setting!!! Focused

Prospecting & Lead Gen

Phone Approach

Email/Social Media Approach

Prospecting & Lead Gen

Freemium Saas

Bottom Up Approach i.e Yammer, DropBox

Inside Sales <> Outside Sales <> Marketing

Business and Sales Team Models

Conquer Fears

Achieving

Crushing Mediocrity

Look in the mirror

This is about YOU

Jorge Soto

Jorge@punchtab.comJorge@sales4startups.org

Thank You!