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How to Build a Solo SaaS Sales Machine

Kai Davis
April 21, 2015

How to Build a Solo SaaS Sales Machine

Stelli's talk from #MicroConf 2015

Kai Davis

April 21, 2015
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  1. Trial  Sales  Emails   5-­‐7  emails  at  a  minimum  

    -­‐  Semi-­‐Personal:  [email protected]  ,  Sent  via  iPhone     -­‐  Drip  /  Lifecycle  Tools:  Customer.io  ,  GetDrip.com  ,  etc.     -­‐  Events  Driven:  Signup,  AcIvity,  Trial  End,  etc.     -­‐  Call  to  ac?on  oriented:  Schedule  a  call  ,  Reply  to  this,  etc.    
  2. Cold Email 2.0 (Predictable Revenue, Aaron Ross) * 1-2 levels

    above your decision maker * Very brief * Ask for referral down in the org * 10-30% success rate
  3. Subject: Thank You From Hubspot Steli, In reviewing some outstanding

    business today, I’ll be taking Close.io out of my current follow ups at this time. Where we’d initially agreed in the value of our service to strengthen your online engagement, I’ve reached out to you on several occasions following our initial discussions. Having not received any replies to date, I assume that we’ve either fallen off your radar or perhaps the interest has diminished to the degree that my follow up is no longer warranted. I appreciate the opportunity to work with you and wish you the best with your ongoing marketing efforts. I'd be happy to speak with you when you are ready to invest resources into generating leads from your site. Best, Email  #5     I  responded  :)  
  4. Subject: Goodbye from Trunk Club Hi Steli, I was really

    looking forward to putting together a trunk of great clothes for you, but I haven’t heard a response to my calls and emails. That means this will be my last email to you. If you change your mind and would like to give Trunk Club a try, please let me know and I’ll have you looking great in no time. Best, Email  #4     I  responded  :)  
  5. Demo  Quickly   15mins  or  less   -­‐  Qualify  first:

     Can/Should  they  buy  ,  is  it  worth  the  Ime   -­‐  Benefits  vs.  Features:  Focus  on  what’s  relevant   -­‐  Sales  vs.  Training:  Demo  value  vs.  teaching  funcIonality