Venture accelerator partners presentation for innovation factory 120511

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Fundamentals for Start-up B2B Sales Strategy delivered at the Innovation Factory.

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Venture accelerator partners presentation for innovation factory 120511

  1. 1. Presentation forB2B Sales Strategy: Insider Tips May 11, 2012 @markeelliott melliott@vapartners.ca www.vapartners.ca
  2. 2. Agenda• Introduction• Value Proposition• Targets• Sales and Marketing• Tactics• Process Tools• CRM• Forecast• Managing the Team• Compensation• Great Resources• Follow-up items @markeelliott melliott@vapartners.ca www.vapartners.ca
  3. 3. 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 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 50 clients over 5 years @markeelliott melliott@vapartners.ca www.vapartners.ca
  4. 4. Sales gets a bad reputation@markeelliott melliott@vapartners.ca www.vapartners.ca
  5. 5. 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
  6. 6. 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
  7. 7. Sales and Marketing • Work in Alignment • Segment target markets • Marketing to support sales • Web • Brochures • Presentations • Social Media • New Content: Blog • PR • Traditional Media • What is a good lead • Measure your activities@markeelliott melliott@vapartners.ca www.vapartners.ca
  8. 8. Sales Tactics • 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
  9. 9. Sales Process Tools • Path to Sales Success • Meeting plans • Who are you meeting Prospecting • Why do they want to meet? Qualifying • Goals • Next Steps Proposing • Activity targets Closing • Handling objections • Sales deliverables Roll-out • Brochures • Presentations • Proposals • Web update@markeelliott melliott@vapartners.ca www.vapartners.ca
  10. 10. Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information@markeelliott melliott@vapartners.ca www.vapartners.ca
  11. 11. 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
  12. 12. 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
  13. 13. Sales Compensation • Simple • Measureable • Salary • Commission • Activities • Meetings • Proposals • Demos • Calls@markeelliott melliott@vapartners.ca www.vapartners.ca
  14. 14. Great Sales Resources Peer2Peer Senior SalesEntrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca

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