Your SlideShare is downloading. ×
0
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
B2B Sales - Entrepreneurship 101 (2012/2013)
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

B2B Sales - Entrepreneurship 101 (2012/2013)

1,581

Published on

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. …

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

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,581
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
71
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Presentation forEntrepreneurship 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 Grouphttp://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca

×