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B2B Sales Is Not A Hookup

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How is B2B market different from B2C market?
What B2B marketers should not learn from B2C?
Why in the B2B arena, the entire sales process is often based on relationship building and trust?
How can you build world class business off of referrals?

Presentation "B2B Sales Is Not A Hookup" will not just help you answer these questions but will give you even more tips on how to master B2B lead generation process and dramatically increase sales.

Published in: Business
  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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B2B Sales Is Not A Hookup

  1. 1. B2B SALES IS NOT A HOOKUP! BY: @zturkal (ZLATKOTURKAL) ROCK PAPER STARTUPS, RIJEKA, CROATIA 11.14.2014
  2. 2. ZLATKO TURKAL 3 X ENTREPRENEUR CEO/FOUNDER AT @b_exchange 10+ YEARS IN THE B2B MARKET LOVES STARTING & RUNNING COMPANIES SHORT MACCHIATO WITH COLD MILK SUBARU CARS SAZERAC ROWING
  3. 3. B2B SALES VS. B2C SALES SHORT SALES CYCLE CHEAPER OFTEN EMOTIONAL HOOKUPS I DON’T KNOW YOU! - XYZ % LONG SALES CYCLE MORE EXPENSIVE RATIONAL RELATIONSHIPS TRUST IS CRUCIAL! NON DISCOUNT %
  4. 4. PAIN POINT/NEED RESEARCH NEGOTIATION PURCHASE B2B SALES CYCLE 9 OUT OF 10 BUSINESS BUYERS (BB) SAY WHENTHEY ARE READYTO BUY, THEYWILL FIND YOU 81% OF BB START THE PROCESSWITH A WEB SEARCH 84% SAIDWORD OF MOUTH RECOMMENDATIONS INFLUENCETHEIR PURCHASE 1. CAN I SEE YOUR WORK? 2. HOW MANY REFERENCES DO YOU HAVE? 3. ARE YOU TRUSTWORTHY? 4. WHAT IS YOUR PRICE? SOURCE: FORRESTER RESEARCH
  5. 5. BUYERS COULD BE UP TO 90% THROUGH THEIR BUYER’S JOURNEY BEFORE EVEN REACHING OUT TO A VENDOR IN 2012, FORRESTER INDICATED THAT B2B
  6. 6. AS THE B2B SELLER, YOUR JOB IS TO INFLUENCE BUYER’S DECISION EVEN BEFORE THE NEED ARISES.
  7. 7. S BUILDING TRUST IS NOT BUILDING ONLINE PRESENCE IS EASY
  8. 8. BUILDING INFLUENCE N THE B2B ARENA BUY ONLINE DISPLAY ADS HIRE PR PERSON/AGENCY PAY FOR PRINT ADVERTISING TV ADS Your expenses will be outrageous compared to your benefits in the short run and you don’t have enough cash to support these activities in the long run. IN HOUSE SALES TEAM GET REFERRAL PROCESS IN PLACE SURVEYS (require feedback) GROWTH HACKING BLOG EMAIL MARKETING SEO/SEM EXECUTIVE EVENTS TRADESHOWS/CONFERENCES
  9. 9. IF YOU DO WEBINARS DON’T CALL THEM WEBINARS DO VIDEO TUTORIALS INSTEAD or give people the power to decide when to watch.
  10. 10. FIRST THINGS FIRST
  11. 11. PICK UP THE PHONE AND START DIALLING !
  12. 12. WASTE OF YOUR TIME IDENTIFY WHO THE MARKET OF PROSPECTS IS THAT YOU WANT TO DIRECT YOUR EFFORTS TOWARD. THINK OF YOU PRODUCT/SERVICE AND WHO THE TARGET AUDIENCE IS. PROSPECTING, THE ACQUISITION OF VIABLE LEADS TO INTERACT WITH AND CREATE A SALE. GET IN FRONT OF THE RIGHT GUYS
  13. 13. ASK FOR INTRODUCTIONS CONFERENCES & SEMINARS EXECUTIVE EVENTS RESOURCES:
  14. 14. HAVE A PROCESS IN PLACE PREPARE LIST OF PROSPECTSe.g: “3h of preparation for 1h or course time. If you put on a series of 4 lectures = 12h of work in total. Say that you have 10 students. Next 12 months they will work 20,000 for your company. If training efforts result in a 1% improvement in your sales team performance, the company will gain the equivalent of 200h of work for 12h being invested in training” PREPARE SALES SCRIPT Andy Grove 1ST DESIGNYOUR OWN SALES PROCESS USING .XLS SPREADSHEET 2NDTEST &TWEAK 3RD MOVETO PROVEN/PAID SOLUTION Coffee is for closers :/ A lways B e C losing TRAIN YOUR PEOPLE:
  15. 15. A INCENTIVES MAKE THE WORLD GO ROUND
  16. 16. PUT THAT COFFEE DOWN, COFFEE IS FOR CLOSERS ONLY!
  17. 17. FIRST CALLS ARE IMPORTANT FOLLOW UPS ARE CRUCIAL STRATEGY AND DISCIPLINE
  18. 18. BEING PERSISTENT BEING PROFESSIONAL =
  19. 19. GET REFERRAL PROCESS IN PLACE Only two person are needed to start a business. One who has a great product or service and the other who will pay for it and tell everybody else.
  20. 20. HOW DO YOU SHARE POSITIVE EXPERIENCES THAT YOUR CUSTOMERS HAVE WITH YOUR COMPANY? HOW DO YOUR CUSTOMERS SHARE POSITIVE EXPERIENCES THEY THEY HAVE WITH YOUR COMPANY? HOW DO YOU CAPTURE POSITIVE STUFF THAT YOU ARE DOING WITH YOUR CUSTOMERS? REFERRAL ENGINE
  21. 21. COLLECTING FEEDBACK/TESTIMONIALS WILL: HELPYOUR RELATIONSHIP WITH EXISTING CUSTOMERS HELPYOU BUILDTRUSTTOWARD YOUR COMPANY BRINGYOU ADDITIONAL CUSTOMERS
  22. 22. ASK SPECIFIC QUESTIONSTHAT ARE IMPORTANT FORTHE RELATIONSHIP WITHYOUR CUSTOMER HOW TO COLLECT RESULTS? FEEDBACK/TESTIMONIALS AND YIELD THE BEST SEND SHORT QUESTIONNAIRE IN WRITTEN AND REQUIRETHE ANSWERS INWRITTEN ASWELL PUBLISH AND SHARE COLLECTED TESTIMONIALS ONTHE INTERNET USING SPECIALIZED B2BTOOLS. www.business-exchange.co
  23. 23. ONLINE TESTIMONIALS WILL SKYROCKET YOUR BUSINESS help you expand company’s current trading area to the whole world improve search engine credibility and will move company’s name up in terms of search results enhance company’s global presence and recognition
  24. 24. @zturkal

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