Unf*ck My Startup Unf*ck My Startup EP. 24 - Spray and pray outbound doesn't work anymore ... What now? - With Diana Ross
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Dec 3, 2024 Diana Ross, a lean SaaS sales expert, transformed Maropost and Retention.com into multi-million dollar successes as their sole salesperson. She discusses why the old 'spray and pray' outbound method is outdated and shares her insights on effective sales strategies for startups. Diana emphasizes the importance of understanding your Ideal Customer Profile and the shifting landscape towards personalized outreach. Her approach reveals that one dedicated seller can achieve over $10M ARR, defying the belief that a large team is necessary.
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Early Sales Grind
- Diana Ross's first sales job selling photocopiers required 50 cold calls and 25 in-person visits daily.
- This experience proved invaluable for her later SaaS sales success, teaching her the importance of activity and persistence.
Persistence Pays Off
- Stay consistent in your sales efforts, even on bad days.
- Hardworking salespeople persevere through challenges, while lazy ones give up easily.
Google Sheet CRM
- Diana and Adam didn't use a CRM until reaching $10M ARR at retention.com, relying on a Google Sheet instead.
- This highlights how prioritizing fundamentals over fancy tools can be effective in early-stage sales.