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Four Things to Do Today to Increase B2B Sales
 

Four Things to Do Today to Increase B2B Sales

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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.

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 Four Things to Do Today to Increase B2B Sales Presentation Transcript

    • 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
    • The 4 Things We’ll Address • Ideal Account Profile • Better Research • Scripting • Covenants 2
    • • 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
    • 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
    • 5
    • Advanced Search 6
    • Linked In Search Filters 7
    • 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?”
    • The Covenant • What is it? • When and with whom?
    • Summary • Ideal Account Profile • Better Research • Scripting • Covenants 10