Venture accelerator partners presentation for innovation factory 120511
•Download as PPT, PDF•
1 like•1,316 views
Fundamentals for Start-up B2B Sales Strategy delivered at the Innovation Factory.
Recommended
More Related Content
Viewers also liked
Viewers also liked (15)
Recently uploaded
Recently uploaded (20)
Venture accelerator partners presentation for innovation factory 120511
- 1. Presentation for B2B Sales Strategy: Insider Tips May 11, 2012 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 2. Agenda • Introduction • Value Proposition • Targets • Sales and Marketing • Tactics • Process Tools • CRM • Forecast • Managing the Team • Compensation • Great Resources • Follow-up items @markeelliott melliott@vapartners.ca www.vapartners.ca
- 3. 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 44 customers and double revenue • Close over $100,000 in sales directly from Social Media Leads • Booked over 70 meetings using Social Media • New clients for web based company increased revenue by 50% • Worked with 50 clients over 5 years @markeelliott melliott@vapartners.ca www.vapartners.ca
- 4. Sales gets a bad reputation @markeelliott melliott@vapartners.ca www.vapartners.ca
- 5. 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
- 6. 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 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 7. Sales and Marketing • Work in Alignment • Segment target markets • Marketing to support sales • Web • Brochures • Presentations • Social Media • New Content: Blog • PR • Traditional Media • What is a good lead • Measure your activities @markeelliott melliott@vapartners.ca www.vapartners.ca
- 8. Sales Tactics • Research • Social Media • Web • Jigsaw • Linkedin • Leverage 2nd • Status Updates • Twitter • Regular Updates • Reach out through Twitter • Targeted Email • Warm/Cold Calling @markeelliott melliott@vapartners.ca www.vapartners.ca
- 9. Sales Process Tools • Path to Sales Success • Meeting plans • Who are you meeting Prospecting • Why do they want to meet? Qualifying • Goals • Next Steps Proposing • Activity targets Closing • Handling objections • Sales deliverables Roll-out • Brochures • Presentations • Proposals • Web update @markeelliott melliott@vapartners.ca www.vapartners.ca
- 10. Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information @markeelliott melliott@vapartners.ca www.vapartners.ca
- 11. Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up @markeelliott melliott@vapartners.ca www.vapartners.ca
- 12. Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around • Sales Plan @markeelliott melliott@vapartners.ca www.vapartners.ca
- 13. Sales Compensation • Simple • Measureable • Salary • Commission • Activities • Meetings • Proposals • Demos • Calls @markeelliott melliott@vapartners.ca www.vapartners.ca
- 14. Great Sales Resources Peer2Peer Senior Sales Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca