b2b sales - entrepreneurship 101 (2013/2014)
DESCRIPTION
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology start-ups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems. Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers. This lecture will cover: - Choosing the right sales tactics - CRM - Networking best practices - Cold calling strategy - Social media for sales - Sending emails that get responses - Planning for great meetingsTRANSCRIPT
@markeelliott #Ent101 @MaRSDD
Entrepreneurship 101: B2B Sales
February 5, 2014
@markeelliott #Ent101 @MaRSDD
@markeelliott #Ent101 @MaRSDD
Agenda
1) Introductions 2) Value Proposition 3) Targets 4) Types of Sales 5) Inbound Leads 6) Process Tools 7) CRM
8) Cold Call vs. Warm Call 9) Leveraging Social Media 10) Other Sales Tactics 11) Meeting Plans 12) Great Resources 13) Questions
@markeelliott #Ent101 @MaRSDD
• Mark Elliott, Co-Founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Created $2M annual annuity for a finance
company • Booked 100 meetings using Social Media • New clients for web based company increased
revenue by 50% • Worked with 70+ clients over 7 years
Agenda
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• What benefits are you selling? • Revenue increase • Cost reduction • Productivity improvement • Avoid something bad
• Quantify the benefit • Multiple value propositions • How are you different vs.
your competitors
Value Proposition
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• Where do your benefits best match-up?
• Vertical focus • Horizontal focus • Leverage knowledge and
success to own a market segment
• Best contacts within a company
• Could be multiple • All organizations don’t work
the same way • Call high in the organization
Targets
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• Types • Direct • Channel • Outbound • Inside • Marketing
• Decision • Cost of Sale • How do target customers buy?
• May do unnatural things at the start
What Type of Sales is Best?
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• Bring in qualified leads • Components
• Blogs • Whitepapers • Email marketing • Social Media • SEO
• Website • Easy to update • Capabilities to add the
components needed • Customer testimonials
Inbound Lead Generation
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• Path to Sales Success • Activity targets • Handling objections • Email templates • Telephone scripts
Prospecting
Qualifying
Proposing
Closing
Roll-out
Sales Process Tools
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• Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information
Sales CRMs
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• Book time in your schedule • What is your goal? • Research
• Company • Person you are contacting
• Call the right person • Have the right message • Prepare for objections you
may face • Call at start and at the end
of the day
Cold Calls vs. Warm Calls
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• LinkedIn – • Complete Profile • Make it easy to connect • Connect after…. • Ask for introductions • Send InMail • Research
• Twitter – • Use tools, like Hootsuite • Schedule Tweets • Create lists • Engage
Leveraging Social Media
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• Research • Social Media • Web • Data.com
• Targeted Email • Networking
Other Sales Tactics
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• Ask questions • Sample Agenda
• Introduction • Overview prospect • Overview your
organization • Next steps
• Who are you meeting? • What are they hoping to
get out of the meeting? • What are your goals? • What are your next
steps?
Meeting Plans
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Linkedin Group
Sales Peer2Peer
http://yoursalesplaybook.com
Sales Peer to Peer
Great Sales Resources