How to Aggressively Acquire Customers for your SaaS with an Efficient Outbound Sales Process

Transcript

1. How to aggressively acquire customers for your SaaS with an efficientoutbound sales process. By Jordan Gal
2. Outbound Sales for SaaS •Inbound = the cool kids •Outbound = pure evil
3. Say What? •How to aggressively acquire customers for your SaaS with an efficient outbound sales process. •Aggressively •Efficient (aka oDesk)
4. Benefits of Outbound •Jumpstart sales immediately •Feedback from real customers •“Raw material” to deal with
5. Four-Step Funnel Research Prospecting Demo Appt Trial
6. Research Research Prospecting Demo Appt Trial •Qualify •Organize contact info •Builtwith, Data.com, Manual •oDesk to Google Docs
7. Prospecting Research Prospecting Demo Appt Trial •Combine email & phone calls •Salesloft Cadence (6x7) •50 new prospects a day •Goal is to schedule a demo
8. Demo Appointment Research Prospecting Demo Appt Trial •Focused on providing value •Goal is to start free trial •Handoff to internal team
9. Free Trial Research Prospecting Demo Appt Trial •Handled internally •Maximize demo to trial conversion •Convert trials to customers $$$
10. Efficiency Research Prospecting Demo Appt Trial $3/hr $6/hr $25/hr Internal 40 hrs $120 40 hrs $240 10 hrs $250
11. Weekly Results Research Prospecting Demo Appt Trial $120 $240 $250 Internal Infinity 10 demos 5 trials
12. Math • $120 + $240 + $250 = $610/week • Weekly result: 5 free trials per week • Monthly (4X): $2440 = 20 free trials = $122 per trial • 50% conversion rate: $244 CAC • $99 ARPU = 2.5 months payback • Gamechanger #1 = integrate w mktg • Gamechanger #2 = annual billing
13. Thank You (hustle hard)