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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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@markeelliott [email protected] www.vapartners.ca
Presentation for
Entrepreneurship 101: B2B Sales
February 6, 2013
@markeelliott [email protected] www.vapartners.ca
@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
@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
@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
@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
@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
@markeelliott [email protected] www.vapartners.ca
Sales CRM
• Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information
@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
@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
@markeelliott [email protected] www.vapartners.ca
Other Sales Tactics
• Research • Social Media • Web • Jigsaw
• Targeted Email • Networking • Inbound leads
• Website • Social Media • Inbound Marketing
@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?
@markeelliott [email protected] www.vapartners.ca
Linkedin Group
Great Sales Resources
Peer2Peer Senior Sales
http://thesalesblog.com/ http://yoursalesplaybook.com
Sales Peer to Peer
