Outbound ProspectingA SDR’s Perspective

Jorge SotoCoFounder at Dashtab.co

Former Head of Inside Sales, MoPub at Twitter

@sotoventures

Who I am

12 years, Obsessed with Sales

Door-to-door to Enterprise

Serial Entrepreneur, Startup Sales Training (S4S)

Always Startups until Twitter

Jorge@sales4startups.org

Who I am$100 million at exit to Twitter in 2013

Led inside sales & demand gen

>

Jorge@sales4startups.org

Now

Jorge@sales4startups.org

www.dashtab.co

What is Sales

• It’s a game of inches • A Process• Finding the buyers• Art of Effectively Dealing with Rejection• Managing Self Emotions• Art of Listening, Discipline, & Schedule

Jorge@sales4startups.org

Objective:

Create a highly qualified list of leads/prospects that will be used to conduct cold outreach viaemail, phone, and other outreach mediums.

Ideal Customer Profile:

1) Super Granular, Exact Employee!

2) Close enough, to Seek Referral

Ideal Customer Profile:Company Level

SMB, Mid-Tier, Enterprise?

Characteristics?Integrations?

Verticals?Locations?

Size?

Ideal Customer Profile:Employee Level

Title?

Decision Maker or Influencer?

Exact Title or Department Referral?

Location?

What do you ACTUALLY do?

Jorge@sales4startups.org

Ideal Customer Profile: Exercise

WHY should they care?

Jorge@sales4startups.org

Ideal Customer Profile: Exercise

How do they buy?

Can they sign?

Jorge@sales4startups.org

Ideal Customer Profile: Exercise

So…WHO is the buyer?

Jorge@sales4startups.org

Ideal Customer Profile: Exercise

WHERE is the buyers contact info aka data

Add to tool or destination

Jorge@sales4startups.org

Data Entry & List Building

http://sales4startups.org/crowdsourced-list-of-todays-hottest-sales-tools/

Jorge@sales4startups.org

Tools:

Jorge@sales4startups.org

Case Studies:

(Saas)

(AdTech)

WIN NOW, WIN LATER, NEVER WIN

DETACH YOURSELF FROM OUTCOME

Jorge@sales4startups.org