Sales Growthhacking Workshop #PHXStartupWeek #yesphx @jerrodbailey

Sales Growthhacking

WorkshopPresented by

WWW.TALLWAVE.COM/SANDCASTLE JERROD.BAILEY@TALLWAVE.COM

Mention:

@jerrodbailey

@tallwave

Hashtag:

#PHXstartupweek

#ChaseBasecamp

#yesphx

jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek

Jerrod Bailey, Partner and SVP at

Tallwave

Jerrod has spent the last 15 years in

technology companies focused on B2B

markets in Business Development,

Product and Marketing capacities.

Tallwave is a venture development and

venture capital firm based in Scottsdale,

AZ focused on growing companies from

Idea stage through Commercial

Sustainability. Over the last 4 years at

Tallwave, Jerrod has helped develop

over 50 companies.

Beyond Social Selling:

Growthhacker Methods for Filling

Sales FunnelsInitiating – The relationship

jerrod.bailey@tallwave.com | @jerrodbailey | #growthhackme

GROWTH HACKER PROSPECTING STEPS

empathy selling

1. Find Your Customer [by getting to know her]

2. Reach Out [with messaging that speaks to her]

3. Sell [by asking questions about her]

STEP 1: Find Your Customer

Building a Super-list

WHO IS YOUR BUYER?

Titles?

VP of Human Resources, CFO

Industries?

Manufacturing, Supply Chain & Logistics

Geography?

Western US

Company Size?

Less than 500 employees

Image: http://www.omnicircuitboards.com/blog/bid/239449/Having-Too-Much-Fun-Working-in-Printed-Circuit-Board-Manufacturing

BOOLEAN EXPRESSIONS

(“peanut butter” AND jelly) OR “PB&J” OR “PB and J”

AND Sandwich -apparel

http://foodspin.deadspin.com/peanut-butter-sandwich-pairings-ranked-1142578368

LINKEDIN ADVANCED SEARCH

Boolean!!

(VP AND HR)

6,972results

(VP AND HR) OR CFO

124,291results

((VP OR Vice) AND HR) OR CFO

124,368results

((VP OR Vice) AND (human OR HR)) OR CFO

146,391results

((VP OR Vice OR Dir OR Manager OR Mgr) AND (HR OR

human)) OR CFO

371,778results

Now What?

371,778results

You’re Not Going to Believe How We Discovered This...

371,778results

http://linkedintool.com/

371,778results

STEP 2: REACH OUT

Image: http://wanelo.com/p/1670089/thinking-of-you-card-in-a-non-creepy-way-light-blue-robins-egg-blue-white-single-card

1-3% Open Rate

1-30% Open Rate

TRADITIONAL INBOXES

ALTERNATIVE INBOXES

80-90% Open Rate

300 CHARACTERS. MAKE ‘EM COUNT!

WHAT IS VALUABLE TO THEM?

•Need advice approach

•Building community approach

•Looking for a contact approach

•Launching new tool approach

•Announcing big event approach

OPTIMIZING YOUR PROFILE FOR CONVERSION

1. Tagline

2. Picture

1. Tagline

2. Picture

3. Background

1. Tagline

2. Picture

3. Background

4. Keywords

1. Tagline

2. Picture

3. Background

4. Keywords

5. Skills

How Many Prospects Can a Full-time Person

“Touch” in One Month Using this Method?

How Many Prospects Can a Full-time Person

“Touch” in One Month Using this Method?

Answer:

~2,000

Who Has That Kind of Time?

Answer:

Who Has That Kind of Time?

Image: http://outsourced.ph/

Navigating the

First Date

Building a Solution

Development Prompter

Image: http://www.oliverhustle.com/page/2/

Comes from

Customer-

Centric Selling

by Michael

Bosworth, 2010(www.customercentric.com)

Turns You

From This...

Image: http://stilltraining.com/sundayblog/

Into This.

Image: http://blog.healthjobsnationwide.com/different-types-of-therapy-jobs/

Or this.

Image: https://hashtalk.org/topic/14313/if-you-sell-your-prime-hashlets

Offer Value (in the

form of a question)

Listen

Lots of Discovery

Questions 1

Image: http://www.amazon.com/Plastic-Treasure-Party-Accessory-count/dp/B000R4OGZE

STRUCTURE OF A SOLUTION DEVELOPMENT

PROMPTER (SDP)

BENEFIT

DISCOVERY/PROBING QUESTIONS VALUE OFFERING

BENEFIT

How you do [this] today?

Who is responsible for [this]?

What do you like or not like about how you're

doing [this]?

What happens if it goes wrong?

Do you spend time or money to solve this

problem?

If … User…

Could Do this action…

And Achieve this outcome…

that be

Useful? Helpful? Valuable? (Why?

How much so?)

BENEFIT

How you do [this] today?

Who is responsible for [this]?

What do you like or not like about how you're

doing [this]?

What happens if it goes wrong?

Do you spend time or money to solve this

problem?

If … User…

Could Do this action…

And Achieve this outcome…

that be

Useful? Helpful? Valuable? (Why?

How much so?)

“So, I just heard from you that you [summarize

pain], and that you’d be interested if we could

[list items of ‘reach’]. How about we schedule

a meeting to walk you through how we would

do those things. You can then decide if you are

interested in talking further. Would you like to

take that next step?”

THE CLOSE

What Is the Single Biggest Factor for Success?

Answer:

Empathy!

Come Hack

Sales with

http://saleshacknight.com/

Follow me @jerrodbailey

@tallwave

http://saleshacknight.com/

THANK YOU

Sales Growthhacking Workshop #PHXStartupWeek #yesphx @jerrodbailey

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