Entrepreneurship 101: B2B Sales

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Presentation for MaRS Entrepreneurship 101 session on B2B Sales. The presentation highlights Value Proposition, Targets, Process tools, CRM, Sales tactics, Cold Calls, and Meeting plans.

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1. Presentation forEntrepreneurship 101: B2B Sales February 6, 2013 @markeelliott melliott@vapartners.ca www.vapartners.ca 2. 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 3. Introduction Mark Elliott, Co-Founder VA Partners provides part-time sales andmarketing 15+ Years of Sales and Marketing Created a $600,000 annual annuity stream for afinance 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 increasedrevenue by 50% Worked with 60+ clients over 6 years@markeelliott melliott@vapartners.ca www.vapartners.ca 4. 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@markeelliott melliott@vapartners.ca www.vapartners.ca 5. 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 dont work the same way Call high in the organization@markeelliott melliott@vapartners.ca www.vapartners.ca 6. 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.ca www.vapartners.ca 7. Sales CRM Accounts Contacts Activities Opportunities Notes Leads Share information@markeelliott melliott@vapartners.ca www.vapartners.ca 8. 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@markeelliott melliott@vapartners.ca www.vapartners.ca 9. 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 10. 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 11. 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?@markeelliott melliott@vapartners.cawww.vapartners.ca 12. Great Sales Resources Peer2Peer Senior SalesSales Peer to Peer LinkedinGrouphttp://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.cawww.vapartners.ca