Entrepreneurship 101: B2B Sales
February 5, 2014

@markeelliott

#Ent101

@MaRSDD
@markeelliott

#Ent101

@MaRSDD
Agenda
1) 
2) 
3) 
4) 
5) 
6) 
7) 

Introductions
Value Proposition
Targets
Types of Sales
Inbound Leads
Process Tools
CRM...
Agenda
•  Mark Elliott, Co-Founder
•  VA Partners provides Part-time Sales and
Marketing
•  Almost 20 Years of Sales and M...
Value Proposition
•  What benefits are you
selling?
• 
• 
• 
• 

Revenue increase
Cost reduction
Productivity improvement
...
Targets
•  Where do your benefits best
match-up?
•  Vertical focus
•  Horizontal focus
•  Leverage knowledge and
success t...
What Type of Sales is Best?
•  Types
• 
• 
• 
• 
• 

Direct
Channel
Outbound
Inside
Marketing

•  Decision
•  Cost of Sale...
Inbound Lead Generation
•  Bring in qualified leads
•  Components
• 
• 
• 
• 
• 

Blogs
Whitepapers
Email marketing
Social...
Sales Process Tools

Prospecting
Qualifying
Proposing
Closing

• 
• 
• 
• 
• 

Path to Sales Success
Activity targets
Hand...
Sales CRMs

• 
• 
• 
• 
• 
• 
• 

@markeelliott

Accounts
Contacts
Activities
Opportunities
Notes
Leads
Share information
...
Cold Calls vs. Warm Calls
•  Book time in your schedule
•  What is your goal?
•  Research
•  Company
•  Person you are con...
Leveraging Social Media
•  LinkedIn –
• 
• 
• 
• 
• 
• 

Complete Profile
Make it easy to connect
Connect after….
Ask for ...
Other Sales Tactics

•  Research
•  Social Media
•  Web
•  Data.com

•  Targeted Email
•  Networking

@markeelliott

#Ent1...
Meeting Plans
•  Ask questions
•  Sample Agenda
•  Introduction
•  Overview prospect
•  Overview your
organization
•  Next...
Great Sales Resources

Sales Peer2Peer

Sales Peer to Peer

Linkedin Group

http://yoursalesplaybook.com

@markeelliott

#...
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B2B Sales - Entrepreneurship 101 (2013/2014)

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How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology start-ups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems.

Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.

This lecture will cover:

- Choosing the right sales tactics
- CRM
- Networking best practices
- Cold calling strategy
- Social media for sales
- Sending emails that get responses
- Planning for great meetings

Published in: Business, Technology
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B2B Sales - Entrepreneurship 101 (2013/2014)

  1. 1. Entrepreneurship 101: B2B Sales February 5, 2014 @markeelliott #Ent101 @MaRSDD
  2. 2. @markeelliott #Ent101 @MaRSDD
  3. 3. Agenda 1)  2)  3)  4)  5)  6)  7)  Introductions Value Proposition Targets Types of Sales Inbound Leads Process Tools CRM @markeelliott 8)  Cold Call vs. Warm Call 9)  Leveraging Social Media 10)  Other Sales Tactics 11)  Meeting Plans 12)  Great Resources 13)  Questions #Ent101 @MaRSDD
  4. 4. Agenda •  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 @markeelliott #Ent101 @MaRSDD
  5. 5. Value Proposition •  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 @markeelliott #Ent101 @MaRSDD
  6. 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 #Ent101 @MaRSDD
  7. 7. What Type of Sales is Best? •  Types •  •  •  •  •  Direct Channel Outbound Inside Marketing •  Decision •  Cost of Sale •  How do target customers buy? •  May do unnatural things at the start @markeelliott #Ent101 @MaRSDD
  8. 8. Inbound Lead Generation •  Bring in qualified leads •  Components •  •  •  •  •  Blogs Whitepapers Email marketing Social Media SEO •  Website •  Easy to update •  Capabilities to add the components needed •  Customer testimonials @markeelliott #Ent101 @MaRSDD
  9. 9. Sales Process Tools Prospecting Qualifying Proposing Closing •  •  •  •  •  Path to Sales Success Activity targets Handling objections Email templates Telephone scripts Roll-out @markeelliott #Ent101 @MaRSDD
  10. 10. Sales CRMs •  •  •  •  •  •  •  @markeelliott Accounts Contacts Activities Opportunities Notes Leads Share information #Ent101 @MaRSDD
  11. 11. Cold Calls vs. Warm Calls •  Book time in your 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 #Ent101 @MaRSDD
  12. 12. Leveraging Social Media •  LinkedIn – •  •  •  •  •  •  Complete Profile Make it easy to connect Connect after…. Ask for introductions Send InMail Research •  Twitter – •  •  •  •  @markeelliott #Ent101 Use tools, like Hootsuite Schedule Tweets Create lists Engage @MaRSDD
  13. 13. Other Sales Tactics •  Research •  Social Media •  Web •  Data.com •  Targeted Email •  Networking @markeelliott #Ent101 @MaRSDD
  14. 14. 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 #Ent101 @MaRSDD
  15. 15. Great Sales Resources Sales Peer2Peer Sales Peer to Peer Linkedin Group http://yoursalesplaybook.com @markeelliott #Ent101 @MaRSDD

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