B2B Sales Tactics and Tools

@markeelliott [email protected] www.vapartners.ca

Presentation for

Sales Tactics and Tools

June 12, 2013


Agenda• Introduction• Networking for Sales• Cold Call• Email• Prospecting Research Tools• Linkedin• Twitter• Social Media Tools• Sales CRM• Skype• Web demos• Content Marketing• Meeting Plan• Resources• Sales Peer2Peer


Introduction

• Mark Elliott co-founder • VA Partners provides Part-time Sales and

Marketing• Almost 20 Years of Sales and Marketing• Worked with 60 clients over 6+ years• Created a $600,000 annual annuity stream for a

finance company• Grew Financial client from 1 to 50 customers and

double revenue• Closed over $100,000 in sales directly from Social

Media Leads• Booked 100+ meetings using Social Media• Increased revenue for web based company by 50%


Networking for Sales• People are there to

meet other people• Go to where your

customers and partners are

• Have a plan• Meet new people• Ask questions• Next steps• Connect on Linkedin• Follow-up


Cold Calling

• Do your research• Have a plan• Understand your goal• Benefits• Right time to call• Practice handling

objections


Email• Research• Subject line• Keep it short• Benefits• Next step• Tools available


Prospecting Research Tools


Linkedin• Have a plan• Connections• Status Updates• 2nd Connections• Groups• Trigger Events• Signal• inMail


Twitter

• Have a plan• Reinforce message• Connect with

customers, partners, prospects

• Share information• Interact• Ask for an email or

telephone number


Social Media Tools

• Web based• Search• Multiple Views• Lists• Schedule Tweets• Mobile


Sales CRM• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information


Skype• Free Calls between

users• Inexpensive long

distance• Connect to multiple

people• See when people are

available


Web Demo• Presentations• Demos• Sharing documents


Content Marketing• Blogs• Whitepapers• Subject matter expert• Content for other

platforms• Linkedin

• Twitter

• Newsletter

• Drive more hits to your site

• Downloads can become leads


Meeting Plan• Keeps the meeting on

track• Ensure you are moving

to the right goals and next steps


Great Sales Resources

Entrepreneurs Tool KitPeer2Peer

Sales 2.0 Book

Linkedin Group


Sales Peer2Peer• Next event in the Fall• Frequency

• Move to monthly

• Sales Topics

Education

B2B Sales Tactics and Tools