Create a Powerful B2B Sales Machine - Part 2
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Create a Powerful B2B Sales Machine - Part 2

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Create a powerful B2B sales machine by reviewing and practicing these 8 keys for success ...

Create a powerful B2B sales machine by reviewing and practicing these 8 keys for success
1. Make sure there is complete alignment between the marketing and sales departments.
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
3. Never lose a deal alone.
4. Keep things simple and focused on as few priorities as possible.
Let’s now cover the final four keys, beginning with treating B2B sales leads with care and respect. It really offends me when sales departments mishandle the leads/inquiries given to them by the marketing department. I have seen sales reps ignore leads, denigrate leads, and follow them up in a half-hearted manner. Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to work the leads they are given.

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Create a Powerful B2B Sales Machine - Part 2 Presentation Transcript

  • 1. B2B Sales Machine Create a Powerful B2B Sales Machine – Part 2 Christopher Ryan info@fusionmarketingpartners.com
  • 2. Sales Machine Our main purpose as a marketing department is to create the foundation to enable our colleagues in sales to make or exceed their target numbers!
  • 3. The Goal Our last SlideShare discussed the first four keys to creating a powerful B2B Sales Machine.
  • 4. The Goal Our last SlideShare discussed the first four keys to creating a powerful B2B Sales Machine. We will discuss the final four here.
  • 5. Fifth Key 5. Treat sales leads with care and respect – Fusion has a great whitepaper on the topic Download Now
  • 6. Fifth Key 5. Treat sales leads with care and respect – Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to mishandle leads: Fusion has a great whitepaper on the topic Download Now
  • 7. Fifth Key 5. Treat sales leads with care and respect – Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to mishandle leads: • Ignore leads • Denigrate leads • Half-heartedly follow up with leads Fusion has a great whitepaper on the topic Download Now
  • 8. Fifth Key 5. Treat sales leads with care and respect – Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to mishandle leads: • Ignore leads • Denigrate leads • Half-heartedly follow up with leads This is a terrible waste of resources. Fusion has a great whitepaper on the topic Download Now
  • 9. Fifth Key 5. Treat sales leads with care and respect – Leads cost money – and few of us have extra money to flush away. Fusion has a great whitepaper on the topic Download Now
  • 10. Fifth Key 5. Treat sales leads with care and respect – Leads cost money – and few of us have extra money to flush away. If lead quality is not where it needs to be, review Creating a Service Level Agreement Between Marketing and Sales, to adjust expectations. Fusion has a great whitepaper on the topic Download Now
  • 11. Sixth Key 6. Be different, be unique, be provocative –
  • 12. Sixth Key 6. Be different, be unique, be provocative – Have you ever seen this bumper sticker? WHY BE NORMAL?
  • 13. Sixth Key 6. Be different, be unique, be provocative – Have you ever seen this bumper sticker? WHY BE NORMAL? If you have the same pitch as the rest of the industry, delivered in the same way, you will get the same result – mediocrity.
  • 14. Sixth Key 6. Be different, be unique, be provocative – Have you ever seen this bumper sticker? WHY BE NORMAL? If you have the same pitch as the rest of the industry, delivered in the same way, you will get the same result – mediocrity. You should poke where it hurts, challenge the prevailing view, and address the critical issues.
  • 15. Seventh Key 7. Have a highly flexible sales process –
  • 16. Seventh Key 7. Have a highly flexible sales process – While ‘flexible process’ may sound like an oxymoron – Sales is both an Art and a Science.
  • 17. Seventh Key 7. Have a highly flexible sales process – While ‘flexible process’ may sound like an oxymoron – Sales is both an Art and a Science. Over-engineer and you end up with a sales team that will do whatever you tell them, except the most important thing, close business.
  • 18. Seventh Key 7. Have a highly flexible sales process – While ‘flexible process’ may sound like an oxymoron – Sales is both an Art and a Science. Over-engineer and you end up with a sales team that will do whatever you tell them, except the most important thing, close business. Thinking outside the box is okay, as long as it is within reason.
  • 19. Eighth Key 8. Create a culture of accountability and support –
  • 20. Eighth Key 8. Create a culture of accountability and support – The more you direct a sales rep’s actions, the more ownership is retained by you, not the rep.
  • 21. Eighth Key 8. Create a culture of accountability and support – The more you direct a sales rep’s actions, the more ownership is retained by you, not the rep. The sales rep’s job is to produce their target revenue.
  • 22. Eighth Key 8. Create a culture of accountability and support – The more you direct a sales rep’s actions, the more ownership is retained by you, not the rep. The sales rep’s job is to produce their target revenue. Your job is to NOT tell your staff how to make their numbers – it IS to support them in doing so.
  • 23. Sales Machine We hope you find these keys useful in creating your own powerful B2B Sales Machine.
  • 24. Check Back! Check back in the coming weeks to learn more about B2B marketing and lead generation! Download our Lead Generation eBook: Connect with us socially: Facebook Twitter LinkedIn Google+
  • 25. About Fusion Marketing Partners We Do This: Brand building/messaging Website optimization Content creation Lead generation You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue Christopher Ryan, CEO info@fusionmarketingpartners.com 719-357-6280 Lots more information at: http://FusionMarketingPartners.com/ http://Greatb2BMarketing.com (blog)