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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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@markeelliott [email protected] www.vapartners.ca
Presentation for
Entrepreneurship 101: B2B Sales
February 6, 2013
@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
