Sales Tips & Tools for Start-UpsBrian Martin, Business Development Manager, Blueface

@BrianMartin1014 brian.martin@blueface.com

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Sales

1. Single most important KPI for a start-up business

2. Develops feedback to help improve product / service

3. Good sales process helps prevent customer service issues/churn

4. Creates brand impression

Sales Myth: Always Be Closing

Building Trust

• Guarantees & Warrantees• Refund policies• Secure payment process • Case Studies • Testimonials• Be honest• Identifying after-sale support

The Funnel

Advocates

Question your Prospect

• Qualifies lead• Richer understanding of needs• Self diagnosis of issues and their need for change• Avoids wasting time and prolonging an unqualified lead

Build Advocacy

• Build your tribe of advocates

Tools

RapportiveIntel on who you’re emailing

BoomerangScheduled emails

GetSignalsReal time alerts on emails read

HubPlannerTeam scheduling for campaigns

Google Analytics

Network domain (Filter applied) +

Landing Page / Source+

Reports=

Ready made list of leads

Analytics for your website visitors

Final Tips

• Analyse your data• The Pause – helps conversation flow• Always end with some specific action points• Would your prospect pay for the sales call?• Don’t ignore the influencer in your buying

process• Be prepared for every possible negative

comment from your prospect

Thank You

Brian MartinBDMBlueface

T: @BrianMartin1014 E: brian.martin@blueface.com W: www.blueface.ie