Entrepreneurship 101: B2B Sales
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Entrepreneurship 101: B2B Sales

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Presentation for MaRS Entrepreneurship 101 session on B2B Sales. The presentation highlights Value Proposition, Targets, Process tools, CRM, Sales tactics, Cold Calls, and Meeting plans.

Presentation for MaRS Entrepreneurship 101 session on B2B Sales. The presentation highlights Value Proposition, Targets, Process tools, CRM, Sales tactics, Cold Calls, and Meeting plans.

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Entrepreneurship 101: B2B Sales Entrepreneurship 101: B2B Sales Presentation Transcript

  • Presentation forEntrepreneurship 101: B2B Sales February 6, 2013 @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 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
  • 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
  • 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
  • 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
  • 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
  • Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information@markeelliott melliott@vapartners.ca www.vapartners.ca
  • 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
  • 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
  • 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
  • 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
  • Great Sales Resources Peer2Peer Senior Sales Sales Peer to Peer Linkedin Grouphttp://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca