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Sales + Biz Dev Lessons Learned

37eaaa2ed83b42d1674624c898a88540?s=47 Dan Shipper
March 27, 2013

Sales + Biz Dev Lessons Learned

You have a product. Now how do you sell it?

37eaaa2ed83b42d1674624c898a88540?s=128

Dan Shipper

March 27, 2013
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Transcript

  1. Sales / Biz Dev Lessons Learned Tuesday, March 26, 13

  2. Assumption: You have a product and now you’re trying to

    figure out how to sell it Tuesday, March 26, 13
  3. Your sales process doesn’t matter if your product doesn’t provide

    real value Tuesday, March 26, 13
  4. Who is my product valuable for? Tuesday, March 26, 13

  5. Why is it valuable for them? Tuesday, March 26, 13

  6. How to answer those questions Tuesday, March 26, 13

  7. Start with cold emails. You’ll learn more, faster. Tuesday, March

    26, 13
  8. Scared? It’s called call reluctance Tuesday, March 26, 13

  9. Outbound Marketing Tuesday, March 26, 13

  10. Outbound Marketing 1. Identify prospects Tuesday, March 26, 13

  11. Outbound Marketing 1. Identify prospects 2. Cold call / cold

    email them Tuesday, March 26, 13
  12. Outbound Marketing 1. Identify prospects 2. Cold call / cold

    email them 3. Bring the ones that respond through the sales process Tuesday, March 26, 13
  13. Persistence is key 12 emails to Zendesk over 4 months

    before a meeting Tuesday, March 26, 13
  14. Identifying Prospects Tuesday, March 26, 13

  15. Identifying Prospects • Develop hypothesis about target market Tuesday, March

    26, 13
  16. Identifying Prospects • Develop hypothesis about target market • Find

    companies that fit the bill Tuesday, March 26, 13
  17. Identifying Prospects • Develop hypothesis about target market • Find

    companies that fit the bill • Who at the company wants the product? Tuesday, March 26, 13
  18. Identifying Prospects • Develop hypothesis about target market • Find

    companies that fit the bill • Who at the company wants the product? • Get their email. Get in touch. Tuesday, March 26, 13
  19. Identifying Prospects • Develop hypothesis about target market • Find

    companies that fit the bill • Who at the company wants the product? • Get their email. Get in touch. • Rinse and repeat until product/market fit Tuesday, March 26, 13
  20. How to find someone at a company Tuesday, March 26,

    13
  21. How to find someone at a company 1. LinkedIn Tuesday,

    March 26, 13
  22. How to find someone at a company 1. LinkedIn 2.Hoovers

    Tuesday, March 26, 13
  23. How to find someone at a company 1. LinkedIn 2.Hoovers

    3. Management/Team Page Tuesday, March 26, 13
  24. How to find anyone’s email with just their name Tuesday,

    March 26, 13
  25. How to find anyone’s email with just their name Tuesday,

    March 26, 13
  26. How to find anyone’s email with just their name chad.thornton@airbnb.com

    Tuesday, March 26, 13
  27. How to find anyone’s email with just their name chad.thornton@airbnb.com

    Tuesday, March 26, 13
  28. How to find anyone’s email with just their name chad.thornton@airbnb.com

    cthornton@airbnb.com Tuesday, March 26, 13
  29. How to find anyone’s email with just their name chad.thornton@airbnb.com

    cthornton@airbnb.com Tuesday, March 26, 13
  30. How to find anyone’s email with just their name chad.thornton@airbnb.com

    cthornton@airbnb.com chad@airbnb.com Tuesday, March 26, 13
  31. How to find anyone’s email with just their name chad.thornton@airbnb.com

    cthornton@airbnb.com chad@airbnb.com Tuesday, March 26, 13
  32. How to find anyone’s email with just their name chad.thornton@airbnb.com

    cthornton@airbnb.com chad@airbnb.com http://network-tools.com/ Tuesday, March 26, 13
  33. The Smarter Way Tuesday, March 26, 13

  34. The Smarter Way • Go to the Press Page Tuesday,

    March 26, 13
  35. The Smarter Way • Go to the Press Page •

    Use Jigsaw.com Tuesday, March 26, 13
  36. The Smarter Way • Go to the Press Page •

    Use Jigsaw.com • Call the corporate number and ask to be transferred Tuesday, March 26, 13
  37. Being a student is an advantage, use it Tuesday, March

    26, 13
  38. Tuesday, March 26, 13

  39. Subject Line: Hello from Philly! Tuesday, March 26, 13

  40. Hi there, Subject Line: Hello from Philly! Tuesday, March 26,

    13
  41. Hi there, I’m a student and I’m working on a

    project. Subject Line: Hello from Philly! Tuesday, March 26, 13
  42. Hi there, I’m a student and I’m working on a

    project. I know you work in Industry X and I’d love to get some advice. Subject Line: Hello from Philly! Tuesday, March 26, 13
  43. Hi there, I’m a student and I’m working on a

    project. I know you work in Industry X and I’d love to get some advice. By the way we went to the same school. Subject Line: Hello from Philly! Tuesday, March 26, 13
  44. Hi there, I’m a student and I’m working on a

    project. I know you work in Industry X and I’d love to get some advice. By the way we went to the same school. I’d love to get 15 minutes of your time. Subject Line: Hello from Philly! Tuesday, March 26, 13
  45. Hi there, I’m a student and I’m working on a

    project. I know you work in Industry X and I’d love to get some advice. By the way we went to the same school. I’d love to get 15 minutes of your time. Go Quakers! Subject Line: Hello from Philly! Tuesday, March 26, 13
  46. Here’s the most important thing to remember Tuesday, March 26,

    13
  47. Shut up, and listen to them Tuesday, March 26, 13

  48. Questions to ask Tuesday, March 26, 13

  49. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? Tuesday, March 26, 13
  50. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? • How frequently do you have this problem? Tuesday, March 26, 13
  51. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? • How frequently do you have this problem? • What’s the process for buying software? Tuesday, March 26, 13
  52. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? • How frequently do you have this problem? • What’s the process for buying software? • Who’s involved in the process? Tuesday, March 26, 13
  53. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? • How frequently do you have this problem? • What’s the process for buying software? • Who’s involved in the process? • How long does this normally take? Tuesday, March 26, 13
  54. Questions to ask • What’s your organizational focus in the

    near term? What are your priorities? • How frequently do you have this problem? • What’s the process for buying software? • Who’s involved in the process? • How long does this normally take? • What other software are you currently using? (this will help you gauge their wallet) Tuesday, March 26, 13
  55. Next Steps Tuesday, March 26, 13

  56. Next Steps • Always leave a call or a meeting

    with clear next steps Tuesday, March 26, 13
  57. Next Steps • Always leave a call or a meeting

    with clear next steps • Feel free to ask “So what are the next steps?” Tuesday, March 26, 13
  58. Ways to sell Tuesday, March 26, 13

  59. Ways to sell • Outbound marketing - best for enterprise

    products Tuesday, March 26, 13
  60. Ways to sell • Outbound marketing - best for enterprise

    products • Inbound marketing - best for self-serve products Tuesday, March 26, 13
  61. Ways to sell • Outbound marketing - best for enterprise

    products • Inbound marketing - best for self-serve products • Partnerships make it so that you don’t have to do either Tuesday, March 26, 13
  62. Your product / pricing dictates which one is right for

    you Tuesday, March 26, 13
  63. What should we talk about now? Tuesday, March 26, 13

  64. What should we talk about now? • Outbound marketing? Tuesday,

    March 26, 13
  65. What should we talk about now? • Outbound marketing? •

    Cold calls Tuesday, March 26, 13
  66. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers Tuesday, March 26, 13
  67. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers • Inbound marketing? Tuesday, March 26, 13
  68. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers • Inbound marketing? • Copywriting Tuesday, March 26, 13
  69. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers • Inbound marketing? • Copywriting • SEO / SEM Tuesday, March 26, 13
  70. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers • Inbound marketing? • Copywriting • SEO / SEM • Content marketing Tuesday, March 26, 13
  71. What should we talk about now? • Outbound marketing? •

    Cold calls • Finding decision makers • Inbound marketing? • Copywriting • SEO / SEM • Content marketing • Partnerships / biz dev? Tuesday, March 26, 13