Jordan Gal — "How to Aggressively Acquire Customers for your SaaS with an Efficient Outbound Sales Process"


(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)

Main Concept

Outbound sales lets you connect with your customers and build knowledge of what they want. Automating the process even further lets you scale.

Talk Recap

Carthook

  • We hunt you down with an email campaign until you buy

Outbound Sales for SaaS

  • Inbound = The Cool Kids
  • Outbound = Pure Evil

Say What?

  • How to aggressively acquire customers for your SaaS with an efficient outbound

Benefits of Outbound

  • Jumpstart sales immediately — Immediate cash is great!
  • Feedback from real customers — Customers tell you what they need.
  • “Raw Material” to deal with — Maximizing your ‘luck’ surface area.

“Whatever skill you have is bullshit until you call a stranger and ask them for money”

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  •  Every time you talk to a non-decision maker, you’re creating an asset. The PDF becomes an asset. The email becomes an email in your swipe file.

Four Step Funnel

  • Research
  • Prospecting
  • Demo
  • Trial

Research — $3/hour (40 hours)

  • Qualify
  • Organize contact info

Prospecting — $6/hour (10 demos)

  • Combine email and phone calls
  • Saleslof Cadence (6×7)
  • 50 new prospects a day
  • Goal is to schedule a demo

Demo — $25/hour (5 trials)

  • Focused on providing value
  • Goal is to start free trial
  • Handoff to internal team

Trial (Internally)

  • Handoff to internal team
  • Handled internally
  • Maximize demo to trial conversion
  • Convert trials to customers $$$

Benefits of Outbound

  • Marketing — Instead of guessing what our market wants, what our features should be, we talk to people every day.

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(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)