B2B Sales - Entrepreneurship 101 (2012/2013)
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How are you going to sell your product? Learn the principles of “selling value” to your customers, with special emphasis on the challenges of sales for technology start-ups. Get tips on: dealing with stakeholders & distributors how to manage risks and problems making sales calls successfully closing a sale following up with potential customers
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B2B Sales - Entrepreneurship 101 (2012/2013)
- 1. Presentation for Entrepreneurship 101: B2B Sales February 6, 2013 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 2. @markeelliott melliott@vapartners.ca www.vapartners.ca
- 3. 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
- 4. 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 @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 Process Tools • Path to Sales Success • Activity targets Prospecting • Handling objections • Sales deliverables Qualifying • PDF Brochure • Presentations Proposing • Proposals Closing • Web update Roll-out @markeelliott melliott@vapartners.ca www.vapartners.ca
- 8. Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information @markeelliott melliott@vapartners.ca www.vapartners.ca
- 9. 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
- 10. 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 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 11. 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
- 12. 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.ca www.vapartners.ca
- 13. Great Sales Resources Peer2Peer Senior Sales Sales Peer to Peer Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca