@markeelliott #Ent101 @MaRSDD
Entrepreneurship 101: B2B Sales
February 5, 2014
@markeelliott #Ent101 @MaRSDD
Agenda
@markeelliott #Ent101 @MaRSDD
• Mark Elliott, Co-Founder • VA Partners provides Part-time Sales and
Marketing• Almost 20 Years of Sales and Marketing• Created $2M annual annuity for a finance
company• Booked 100 meetings using Social Media• New clients for web based company increased
revenue by 50%• Worked with 70+ clients over 7 years
Agenda
@markeelliott #Ent101 @MaRSDD
• What benefits are you selling?• Revenue increase
• Cost reduction
• Productivity improvement
• Avoid something bad
• Quantify the benefit• Multiple value
propositions• How are you different vs.
your competitors
Value Proposition
@markeelliott #Ent101 @MaRSDD
• 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
Targets
@markeelliott #Ent101 @MaRSDD
• Types• Direct
• Channel
• Outbound
• Inside
• Marketing
• Decision• Cost of Sale
• How do target customers buy?
• May do unnatural things at the start
What Type of Sales is Best?
@markeelliott #Ent101 @MaRSDD
• Bring in qualified leads• Components
• Blogs
• Whitepapers
• Email marketing
• Social Media
• SEO
• Website• Easy to update
• Capabilities to add the components needed
• Customer testimonials
Inbound Lead Generation
@markeelliott #Ent101 @MaRSDD
• Path to Sales Success• Activity targets• Handling objections• Email templates• Telephone scripts
Prospecting
Qualifying
Proposing
Closing
Roll-out
Sales Process Tools
@markeelliott #Ent101 @MaRSDD
• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information
Sales CRMs
@markeelliott #Ent101 @MaRSDD
• 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
Cold Calls vs. Warm Calls
@markeelliott #Ent101 @MaRSDD
• LinkedIn –• Complete Profile
• Make it easy to connect
• Connect after….
• Ask for introductions
• Send InMail
• Research
• Twitter –• Use tools, like Hootsuite
• Schedule Tweets
• Create lists
• Engage
Leveraging Social Media
@markeelliott #Ent101 @MaRSDD
• Research• Social Media
• Web
• Data.com
• Targeted Email• Networking
Other Sales Tactics
@markeelliott #Ent101 @MaRSDD
• 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?
Meeting Plans
@markeelliott #Ent101 @MaRSDD
Linkedin Group
Sales Peer2Peer
http://yoursalesplaybook.com
Sales Peer to Peer
Great Sales Resources
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