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B2B Sales Strategy for Startups

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Venture Accelerator Partners
Venture Accelerator Partners

Fundamentals in B2B sales strategy for startups and other fast growing firns.

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@markeelliott melliott@vapartners.ca www.vapartners.ca Presentation for B2B Sales Strategy
@markeelliott melliott@vapartners.ca www.vapartners.ca Agenda • Introduction • Value Proposition • Targets • Sales and Marketing • Tactics • Process Tools • CRM • Forecast • Managing the Team • Compensation • Great Resources
@markeelliott melliott@vapartners.ca www.vapartners.ca Introduction • Mark Elliott co-founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Created a $600,000 annual annuity stream for a finance company • Grow Financial client from 1 to 44 customers and double revenue • Close over $100,000 in sales directly from Social Media Leads • Booked over 70 meetings using Social Media • New clients for web based company increased revenue by 50% • Worked with 60 clients over 7 years
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales gets a bad reputation
@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 and Marketing • Inbound leads • Work in Alignment • Segment target markets • Marketing to support sales • Web • Brochures • Presentations • Social Media • Content Marketing • PR • Traditional Media • What is a good lead • Measure your activities
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales Tactics • Inside - Outside • Research • Social Media • Web • Jigsaw • Linkedin • Leverage 2nd • Status Updates • Twitter • Regular Updates • Reach out through Twitter • Targeted Email • Warm/Cold Calling
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales Process Tools • Path to Sales Success • Meeting plans • Who are you meeting • Why do they want to meet? • Goals • Next Steps • Activity targets • Handling objections • Sales templates • Proposals • Emails • Call scripts Prospecting Qualifying Proposing Closing 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 Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around • Sales Plan
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales Compensation • Simple • Measureable • Salary • Commission • Activities • Meetings • Proposals • Demos • Calls
@markeelliott melliott@vapartners.ca www.vapartners.ca Great Sales Resources Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com

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