If ‘hustle’ and ‘Glengarry Glen Ross’ are synonymous to you, you might think this talk won’t be that relevant. You’d be wrong. It’s fashionable to think that sales are the result of Inbound marketing in some circles – perhaps every sale you make comes to you magically through the Internet with no human touch. Does that mean you can’t do better? Steli has accelerated sales in some of the fastest growing Silicon Valley startups as well as growing his own SaaS business, Close.io. He will offer some proven techniques to grow your sales revenue and improve your sales processes. You can apply many of the same ideas to get things done in your own organization, regardless of your role. As Dan Pink said, ‘To Sell Is Human‘.

1. How to sell Software
using SALES
steli@close.io

2. Appreciation is the currency
you pay the universe with.

5. Helped 200+ venture backed startups
in Silicon Valley scale sales.

7. thestartupchat.com

9. Running a software
business would be great if
you didn’t have to deal with
customers.
- Group of Anonymous BoS Attendees last night

13. ★ Venture & Self Funded
★ Semi-Remote & small
★ Premium price in competitive market
★ Smallest competitor 10x larger in team
(but smaller in revenue, not just profit)
Close.io

14. Call

15. • Inbound (qualify, activate)
• Cancellations (gain insights)
• Outbound (if market fit)
Sales Calls

16. 1: Reach People
2: Sound Good
3: Ask Questions
4: Manage Objections
5: Close
Sales Calls

17. Email

18. Sales Emails
- Quality: write like a human (small letters, errors, etc.)
- Quantity: send more than you’re comfortable with
- Semi-Personal: yourname@domain.com , Sent via
iPhone
- Call to action oriented: Schedule a call , Reply to
this, etc.

19. 1: Open
2: Read
3: Respond
4: Follow Up
Sales Emails

20. Break Up Email

21. 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 :)

22. 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 :)

23. Demo

24. Demo
15mins or less
- Qualify first: Can/Should they buy , is it worth the
time
- Benefits vs. Features: Focus on what’s relevant
- Sales vs. Training: Demo value vs. teaching
functionality
- Errors/Mistakes: Be prepared for them

25. Follow Up
Relentlessly
Until you get a result (yes/no)

26. Visit

28. Support

30. Enterprise

31. IBM doesn’t buy
Software
Bob and Mary who work there do

33. 1: Call people
2: Send lots of emails
3: Give good demos
4: Visit customers
5: Give real support
5 Ways to sell software using SALE

34. “People will forget what you said, what you
did,
but never how you made them feel”