How to build a high-velocity sales machine
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- Author of "Hacking Sales"
- Machine learning, virtual assistants, etc
- Do more with less
- Scalable sales machines for startups
- Startups can't throw money at sales issues
- Access and leverage and prepare better before you get on the phone
- Shorten the sales cycle and pre-qualify / dis-qualify quickly
- You can do too much research so how much information do you need?
- Be careful what you discuss
- Worked at Udemy through their initial seed rounds
- Was analytical in their metrics
- Smooth talkers can get by
- Organizations need metrics
- "The Law of Sevens" in marketing and advertising
- You need to own your sales and prospecting efforts
- Did his first "Sales Hacker Conference" in six weeks and cleared $60k
- 300 attendees in Sept 2013 in San Francisco
- He had to open an LLC to cash a $10k sponsor check
- Started an invite-only Sales Hacker MeetUp before this with three other guys
- It grew to about 20 people, and sponsors and speakers came from that MeetUp
- MeetUps in 32 cities, partnered with Salesforce
- Your big-time money will come from owning your own business
- Test your ideas
- Start with the MVP (Minimum Viable Product)
- Master arbitrage
- Delegate
- Leverage
- Failed at his first two ventures, then got the experience he needed
- He beat himself up at first, but he realized he was learning
- Own your mistakes
- You have to adjust your sales to match how your buyers buy
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