B2B Sales - Entrepreneurship 101 (2012/2013)

Download B2B Sales - Entrepreneurship 101 (2012/2013)

Post on 21-Jan-2015




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How are you going to sell your product? Learn the principles of selling value to your customers, with special emphasis on the challenges of sales for technology start-ups. Get tips on: dealing with stakeholders & distributors how to manage risks and problems making sales calls successfully closing a sale following up with potential customers


  • 1. Presentation forEntrepreneurship 101: B2B Sales February 6, 2013 @markeelliott melliott@vapartners.ca www.vapartners.ca

2. @markeelliott melliott@vapartners.ca www.vapartners.ca 3. Agenda Introduction Value Proposition Targets Process Tools CRM Cold Call vs. Warm Call Leveraging Social Media Other Sales Tactics Meeting Plans Great Resources Questions @markeelliott melliott@vapartners.ca www.vapartners.ca 4. Introduction Mark Elliott, Co-Founder VA Partners provides part-time sales and marketing 15+ Years of Sales and Marketing Created a $600,000 annual annuity stream for a finance company Grow Financial client from 1 to 50z+ customersand double revenue Booked over 70 meetings using Social Media New clients for web based company increased revenue by 50% Worked with 60+ clients over 6 years @markeelliott melliott@vapartners.ca www.vapartners.ca 5. Value Proposition What benefits are youselling? Revenue increase Cost reduction Productivityimprovement Avoid something bad Quantify the benefit Selling through a channel Multiple valuepropositions How are you different vs.your competitors@markeelliott melliott@vapartners.ca www.vapartners.ca 6. Targets Where do your benefitsbest match-up? Vertical focus Horizontal focus Leverage knowledgeand success to own amarket segment Best contacts within acompany Could be multiple All organizations dontwork the same way Call high in theorganization@markeelliott melliott@vapartners.ca www.vapartners.ca 7. Sales Process Tools Path to Sales Success Activity targets Prospecting Handling objections Sales deliverablesQualifying PDF Brochure PresentationsProposing Proposals Closing Web update Roll-out@markeelliott melliott@vapartners.cawww.vapartners.ca 8. Sales CRM Accounts Contacts Activities Opportunities Notes Leads Share information@markeelliott melliott@vapartners.cawww.vapartners.ca 9. Cold Calls vs. Warm Calls Book time in you schedule What is your goal? Research Company Person you are contacting Call the right person Have the right message Prepare for objections youmay face Call at start and at the end ofthe day@markeelliott melliott@vapartners.cawww.vapartners.ca 10. Leverage Social Media LinkedIn Complete Profile Make it easy to find andconnect Connect after. Ask for introductions Send InMail Twitter Use tools, like Hootsuite Schedule Tweets Create lists Engage@markeelliott melliott@vapartners.ca www.vapartners.ca 11. Other Sales Tactics Research Social Media Web Jigsaw Targeted Email Networking Inbound leads Website Social Media Inbound Marketing@markeelliott melliott@vapartners.ca www.vapartners.ca 12. Meeting Plans Ask questions Sample Agenda Introduction Overview prospect Overview yourorganization Next steps Who are you meeting? What are they hoping toget out of the meeting? What are your goals? What are your next steps?@markeelliott melliott@vapartners.cawww.vapartners.ca 13. Great Sales ResourcesPeer2Peer Senior Sales Sales Peer to PeerLinkedin Grouphttp://yoursalesplaybook.comhttp://thesalesblog.com/@markeelliott melliott@vapartners.cawww.vapartners.ca