Download - B2B Sales - Entrepreneurship 101 (2012/2013)

@markeelliott [email protected] www.vapartners.ca

Presentation for

Entrepreneurship 101: B2B Sales

February 6, 2013


Agenda

•  Introduction •  Value Proposition •  Targets •  Process Tools •  CRM •  Cold Call vs. Warm Call •  Leveraging Social Media •  Other Sales Tactics •  Meeting Plans •  Great Resources •  Questions


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+ customers and 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


Value Proposition •  What benefits are you

selling? •  Revenue increase •  Cost reduction •  Productivity

improvement •  Avoid something bad

•  Quantify the benefit •  Selling through a channel •  Multiple value

propositions •  How are you different vs.

your competitors


Targets •  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


Sales Process Tools

•  Path to Sales Success •  Activity targets •  Handling objections •  Sales deliverables

•  PDF Brochure •  Presentations •  Proposals •  Web update

Prospecting

Qualifying

Proposing

Closing

Roll-out


Sales CRM

•  Accounts •  Contacts •  Activities •  Opportunities •  Notes •  Leads •  Share information


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 you

may face •  Call at start and at the end of

the day


Leverage Social Media

•  LinkedIn •  Complete Profile •  Make it easy to find and

connect •  Connect after…. •  Ask for introductions •  Send InMail

•  Twitter •  Use tools, like Hootsuite •  Schedule Tweets •  Create lists •  Engage


Other Sales Tactics

•  Research •  Social Media •  Web •  Jigsaw

•  Targeted Email •  Networking •  Inbound leads

•  Website •  Social Media •  Inbound Marketing


Meeting Plans

•  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?


Linkedin Group

Great Sales Resources

Peer2Peer Senior Sales

http://thesalesblog.com/ http://yoursalesplaybook.com

Sales Peer to Peer

Download - B2B Sales - Entrepreneurship 101 (2012/2013)

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