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B2B Sales - Entrepreneurship 101 (2012/2013)

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How are you going to sell your product? Learn the principles of “selling value” to your customers, with special emphasis on the challenges of sales for technology start-ups.

Get tips on:
dealing with stakeholders & distributors
how to manage risks and problems
making sales calls
successfully closing a sale
following up with potential customers

Published in: Business
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B2B Sales - Entrepreneurship 101 (2012/2013)

  1. 1. Presentation forEntrepreneurship 101: B2B Sales February 6, 2013 @markeelliott melliott@vapartners.ca www.vapartners.ca
  2. 2. @markeelliott melliott@vapartners.ca www.vapartners.ca
  3. 3. 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
  4. 4. 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
  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 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
  8. 8. Sales CRM •  Accounts •  Contacts •  Activities •  Opportunities •  Notes •  Leads •  Share information@markeelliott melliott@vapartners.ca www.vapartners.ca
  9. 9. 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
  10. 10. 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
  11. 11. 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
  12. 12. 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
  13. 13. Great Sales Resources Peer2Peer Senior Sales Sales Peer to Peer Linkedin Grouphttp://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca

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