Transcript
Page 1: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

Presentation for

Entrepreneurship 101: B2B Sales

February 6, 2013

Page 2: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

Agenda

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

Page 3: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 4: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 5: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 6: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 7: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

Sales CRM

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

Page 8: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 9: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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

Page 10: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

Other Sales Tactics

• Research• Social Media

• Web

• Jigsaw

• Targeted Email• Networking• Inbound leads

• Website

• Social Media

• Inbound Marketing

Page 11: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

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?

Page 12: Entrepreneurship 101: B2B Sales

@markeelliott [email protected] www.vapartners.ca

Linkedin Group

Great Sales Resources

Peer2Peer Senior Sales

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

Sales Peer to Peer


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