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EVENT DETAILS |
REP TRACK
The Rep Track is for early stage founders, entry level salespeople (SDR's), account executive's (AE's), and even seasoned salespeople who want to learn the latest tactics in sales. This track is designed to give you a step-by-step guide on how to create a better sales process for yourself and your team. By the end of these workshops, you will learn from start to finish the latest and best sales tactics today.
VENUE: TBD
Session I: Account Based Sales: ICP and Building Lists
June 14, 2016 9:00am - 12:00pm
Jason Vargas, Nicolette Mullenix
Summary: Lead lists are very hard to get. With so many tools, technologies and strategies, how do you choose which ones will work for your business? By the end of this class you will have first-class knowledge on how to build large, targeted lists in a sustainable, scalable manner to attack your ICP.
- Learn the in's and out's of Account Based Sales with ideal customer profile and total addressable market
- Learn to build lead lists from your ICP
- Learn tactics on how to find emails with the latest sales tools
Jason Vargas
Jason Vargas is a sales manager and trainer. Spending most of his career in Silicon Valley, Jason has worked with startup, small and growing businesses in a variety of sales roles. He's currently the Managing Director of Outbound Sales at Datanyze, a lead list building and prospecting tool.
Nicolette Mullenix is the Sr. Manager of Sales Development at ToutApp who climbed quickly from rep to manager. Shes built the playbook and scaled the team to more than 14. Before ToutApp, she worked at an e-commerce company in sales and operations.
Session II: Outbound Messaging and Cadence
June 14, 2016 12:30pm - 3:30pm
Kevin Chiu, Chris Flores, Chris Thompson
This workshop will be focused on what to do once you have an ideal customer profile. Questions like what messages should I take to market? How do I book demos for my product? How often should I touch a lead? Will be answered.
- Learn how to turn your ICP into a message to the market
- How to craft a message that creates demand for your product
- Understand your cadence and the importance of cadece
- How to use process to your advantage
- Learn the best productivity sales tools and how to use them
- Objections and rebuttals
Kevin Chiu's background is in growing sales organizations from scratch by creating a scalable, predictable, and repeatable process. He's currently building out the sales team at DigitalOcean. Prior to joining DigitalOcean, he helped build out the sales development team at Greenhouse Software from 7 to 30+ SDRs.
Chris Flores joined Namely as their first Sales Development Rep, and employee #8. After scaling the lead generation process, he was promoted to Manager of Inside Sales where is responsible for Sales Coaching, Training, Operations, and Hiring.
Chris is currently the Director of Sales at Managed by Q. Q helps office managers make it easy to run their office through technology-enabled services. Before Q, Chris was at SinglePlatform, managing a number of different sales teams and eventually running sales training before moving on to Q.
SPECIAL GUEST Q&A - MARYLOU TYLER, coauthor of Predictable Revenue, will do a 30 minute Q&A in Session II. MaryLou Tyler co-authored Predictable Revenue with Aaron Ross. She is a sought-after speaker and mentor to sales teams nationwide! In her Q&A, she will answer questions not shared in the book. Enjoy!
Session III: The Art of the Close
June 14, 2016 4:00pm - 7:00pm
Javier Rosas, Tonni Bennett, Jake Dunlap
In this workshop, from the demo to the close, you will learn the in's and out's of demoing and closing the deal.
- Learn how to run a proper demo with solidified next-steps
-Drive down to a business need with the right discovery questions
- Get decision makers together and develop buy-in
- Learn closing tactics that actually work
Javier Rosas is a master closer. As one of the first employees and second salesperson at ZocDoc (a NYC-based billion dollar company), Javier grew to help run the sales organization nationwide. Javier is now VP of Sales at SaleMove, a New York based startup.
Tonni Bennett is a sales leader with an accomplished background as a top performing Account Executive. After participating in scaling the sales teams at different startups (including companies like Pardot and SalesLoft), Tonni was brought on as the Director of Sales at Terminus, a B2B Account-Based Marketing company.
Jake Dunlap is a senior-level sales executive and entrepreneur with 12 years of experience working with global 2000 and start-up companies. Jake is the CEO and founder of Skaled, a consulting firm that accelerates sales organization growth by examining fundamental sales processes and using cutting edge technology to enable clients to optimize, modernize, and thrive in the constantly evolving world of SMB & Enterprise sales.
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