@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

@markeelliott #Ent101 @MaRSDD

•  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

@markeelliott #Ent101 @MaRSDD

•  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

@markeelliott #Ent101 @MaRSDD

•  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

@markeelliott #Ent101 @MaRSDD

•  Research •  Social Media •  Web •  Data.com

•  Targeted Email •  Networking

Other Sales Tactics

@markeelliott #Ent101 @MaRSDD

•  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

@markeelliott #Ent101 @MaRSDD

Linkedin Group

Sales Peer2Peer

http://yoursalesplaybook.com

Sales Peer to Peer

Great Sales Resources