Watch the video, read the transcript: http://blog.close.io/y-combinator-alumni-sales-school

1. !
Sales
School
!
Steli
E(i
steli@close.io

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

4. !
Sales
Basics

5. !
Hustle
Show
Up.
Follow
Up.
Close.

6. !
High
tolerance
for
pain
rejecEon
+
state
control

7. !
Consistency
Is
King
Sales
is
High
Performance
Sport

8. !
She
who
asks
leads
QuesEons
+
AcEve
Listening

9. !
Value
Sells
Nobody
cares
about
your
features
!

11. !
Fortune
is
in
the
follow
up
Never
stop
unEl
Y/N
!

12. !
3
People
To
Follow
Up
With
Today!

13. !
Sales
Basics
Q&A

14. !
Outbound
Sales

15. Lead
GeneraGon
• Buy Lists
• Scrape Lists
• Research Lists
• Outsource

16. Customer
DNA
•Quality
over
quanEty
•Narrowly
defined
•Consistency
in
results
•10-­‐30
leads
a
day

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

18. Opening:
!
Hi, my name is___________. I'm calling some startups in the area to find out if they
are a good fit for our beta program.
!
What we do in a sentence is we provide companies with a sales team on demand.
!
Does this sound generally interesting to you?
!
!
Qualifying:
● What is your current sales process?
● Who are your customers? How do you get leads?
● What’s the customer life time value?
!
Test Closing:
● We want to start in 4 weeks - does this work for you?
● The beta program is heavily discounted. It’s going to be $X/day per salesperson
● We can only offer you 1 Salesperson to begin with (that’s going to be me)
● What is the decision making process in your company? How quickly can we make
a decision?
!
!
>>>Schedule Closing Call

19. Cold
Emailing
1: Open
2: Read
3: Respond
4: Follow Up

20. !
Outbound
Sales
Q&A

21. !
Workshop

22. Workshop
(3
Groups)
20
minutes
each
1: Lead Generation
2: Cold Call
3: Cold Email

23. !
Sales
School
!
Steli
E(i
steli@close.io