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Get sales done

Talk about startup sales and marketing

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Get sales done

  1. 1. GET SALES DONE Hampus Jakobsson @hajak
  2. 2. 1. What is your current revenue 2. What is your MCV a. none b. very small and random c. $1000-5000 / month d. $5k-50k / month e. >$50k / month a. no clue. at all. b. <$50 MRR / deal c. <$50 - $5k MRR / deal d. >$5k MRR / deal @hajak WHO ARE YOU
  3. 3. DISCOVERY PRODUCT SCALE @hajak
  4. 4. SCALE FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION PRODUCT @hajak
  5. 5. SCALE FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION Document the pain PRODUCT @hajak
  6. 6. SCALE FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION Document the pain Sell them competitors & alternatives(aka “teach them how to google”) PRODUCT @hajak
  7. 7. SCALE FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) PRODUCT @hajak
  8. 8. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) PRODUCT @hajak
  9. 9. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) @hajak
  10. 10. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) ITC, buying process, lead source @hajak
  11. 11. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source @hajak
  12. 12. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION THECRMLINE WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source @hajak
  13. 13. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION THECRMLINE THETOOLSLINE WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source @hajak
  14. 14. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION channels, geos, platforms, target groups, … THECRMLINE THETOOLSLINE WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source @hajak
  15. 15. SCALE WHENYOUACTUALLYNEEDDEV FIRST $5k MRR >3 DEALS THE RACE TO $100k MRR PROBLEM SOLUTION channels, geos, platforms, target groups, … THECRMLINE THETOOLSLINE THEDEBTLINE WHY HOW Document the pain Sell them competitors & alternatives(aka “teach them how to google”) Deliver, measure & improve ITC, buying process, lead source @hajak
  16. 16. <$50 MRR / deal $50 - $5000 MRR / deal > $5000 MRR / deal Self service Best at marketing 100% data driven Complex field sales Being the best 100% gut driven High velocity inside sales Human meets machine Funnel conversion INSIDE THE TORNADO INNOVATOR’S SOLUTION [ ] PREDICTABLE REVENUE CHALLENGER SALES [ ] INBOUND MARKETING DON’T MAKE ME THINK [ ] @hajak
  17. 17. PEOPLE DON’T WANT TO BE SOLD BUYERS NEED HELP UNHAPPY CUSTOMERS CHURN… …AND WRITE BAD REVIEWS AMBASSADORS WEB, EMAIL, HUMAN @hajak
  18. 18. GET SALES DONE Hampus Jakobsson @hajak

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