Alex Barthollmaus of People Stretch Solutions and I gave this presentation this morning at the Greater Reston Chamber of Commerce. Great response from the audience.
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Four Things to Do Today to Increase B2B Sales
1. 4 Things To Increase Sales Today
1
Fred Diamond
DIAMOND Strategic Marketing
fdiamond@diamondstrategicmarketing.com
Alex Bartholomaus
People Stretch Solutions
alex@peoplestretch.com
Presented to Greater Reston Chamber of
Commerce, April 8, 2014
2. The 4 Things We’ll Address
• Ideal Account Profile
• Better Research
• Scripting
• Covenants
2
3. • Two kinds of criteria
– Demographics: characteristics that can be
uncovered easily (often without a conversation)
– Cultural: characteristics that require interaction
in order to determine
• What criteria best describes your ideal account?
Targeting
4. Criteria Sweet Spot
Sales team size 20-1,000 (salespeople we train)
Vertical
software, B2B services, IT services,
manufacturing, life sciences, telecom
Sales roles hunters, lead gen, broader/deeper
Open sales jobs hiring/growing
Lack resources gaps in sales skills training content
Invest in training history of hiring 3rd parties
Ideal Account Profile for PSS
8. Scripting
“Hi Mr. Decision Maker, it’s Fred Diamond.”
---Stop. Don’t say a word until they respond. Respond
appropriately (and have fun).
“Is it ok if I take 10 seconds and tell you why I
called?”
---Pause.
“We help ___________ who are frustrated with
________________. May I ask you a question?”