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Entrepreneurship 101: B2B Sales
February 5, 2014

@markeelliott

#Ent101

@MaRSDD
@markeelliott

#Ent101

@MaRSDD
Agenda
1) 
2) 
3) 
4) 
5) 
6) 
7) 

Introductions
Value Proposition
Targets
Types of Sales
Inbound Leads
Process Tools
CRM...
Agenda
•  Mark Elliott, Co-Founder
•  VA Partners provides Part-time Sales and
Marketing
•  Almost 20 Years of Sales and M...
Value Proposition
•  What benefits are you
selling?
• 
• 
• 
• 

Revenue increase
Cost reduction
Productivity improvement
...
Targets
•  Where do your benefits best
match-up?
•  Vertical focus
•  Horizontal focus
•  Leverage knowledge and
success t...
What Type of Sales is Best?
•  Types
• 
• 
• 
• 
• 

Direct
Channel
Outbound
Inside
Marketing

•  Decision
•  Cost of Sale...
Inbound Lead Generation
•  Bring in qualified leads
•  Components
• 
• 
• 
• 
• 

Blogs
Whitepapers
Email marketing
Social...
Sales Process Tools

Prospecting
Qualifying
Proposing
Closing

• 
• 
• 
• 
• 

Path to Sales Success
Activity targets
Hand...
Sales CRMs

• 
• 
• 
• 
• 
• 
• 

@markeelliott

Accounts
Contacts
Activities
Opportunities
Notes
Leads
Share information
...
Cold Calls vs. Warm Calls
•  Book time in your schedule
•  What is your goal?
•  Research
•  Company
•  Person you are con...
Leveraging Social Media
•  LinkedIn –
• 
• 
• 
• 
• 
• 

Complete Profile
Make it easy to connect
Connect after….
Ask for ...
Other Sales Tactics

•  Research
•  Social Media
•  Web
•  Data.com

•  Targeted Email
•  Networking

@markeelliott

#Ent1...
Meeting Plans
•  Ask questions
•  Sample Agenda
•  Introduction
•  Overview prospect
•  Overview your
organization
•  Next...
Great Sales Resources

Sales Peer2Peer

Sales Peer to Peer

Linkedin Group

http://yoursalesplaybook.com

@markeelliott

#...
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B2B Sales - Entrepreneurship 101 (2013/2014)

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How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology start-ups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems.

Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.

This lecture will cover:

- Choosing the right sales tactics
- CRM
- Networking best practices
- Cold calling strategy
- Social media for sales
- Sending emails that get responses
- Planning for great meetings

Published in: Business, Technology
  • Great post. Thanks for sharing. We're using a lead gen tool right now called www.found.ly - basically, we do our prospecting through LinkedIn, and the tool then finds the professional email address in real time. We can also do email automation through it as well which is great. It's such a powerful tool for us but would love to hear if anyone else has experience of this tool so I can compare your experience?
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B2B Sales - Entrepreneurship 101 (2013/2014)

  1. 1. Entrepreneurship 101: B2B Sales February 5, 2014 @markeelliott #Ent101 @MaRSDD
  2. 2. @markeelliott #Ent101 @MaRSDD
  3. 3. Agenda 1)  2)  3)  4)  5)  6)  7)  Introductions Value Proposition Targets Types of Sales Inbound Leads Process Tools CRM @markeelliott 8)  Cold Call vs. Warm Call 9)  Leveraging Social Media 10)  Other Sales Tactics 11)  Meeting Plans 12)  Great Resources 13)  Questions #Ent101 @MaRSDD
  4. 4. Agenda •  Mark Elliott, Co-Founder •  VA Partners provides Part-time Sales and Marketing •  Almost 20 Years of Sales and Marketing •  Created $2M annual annuity for a finance company •  Booked 100 meetings using Social Media •  New clients for web based company increased revenue by 50% •  Worked with 70+ clients over 7 years @markeelliott #Ent101 @MaRSDD
  5. 5. Value Proposition •  What benefits are you selling? •  •  •  •  Revenue increase Cost reduction Productivity improvement Avoid something bad •  Quantify the benefit •  Multiple value propositions •  How are you different vs. your competitors @markeelliott #Ent101 @MaRSDD
  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 #Ent101 @MaRSDD
  7. 7. What Type of Sales is Best? •  Types •  •  •  •  •  Direct Channel Outbound Inside Marketing •  Decision •  Cost of Sale •  How do target customers buy? •  May do unnatural things at the start @markeelliott #Ent101 @MaRSDD
  8. 8. Inbound Lead Generation •  Bring in qualified leads •  Components •  •  •  •  •  Blogs Whitepapers Email marketing Social Media SEO •  Website •  Easy to update •  Capabilities to add the components needed •  Customer testimonials @markeelliott #Ent101 @MaRSDD
  9. 9. Sales Process Tools Prospecting Qualifying Proposing Closing •  •  •  •  •  Path to Sales Success Activity targets Handling objections Email templates Telephone scripts Roll-out @markeelliott #Ent101 @MaRSDD
  10. 10. Sales CRMs •  •  •  •  •  •  •  @markeelliott Accounts Contacts Activities Opportunities Notes Leads Share information #Ent101 @MaRSDD
  11. 11. Cold Calls vs. Warm Calls •  Book time in your 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 #Ent101 @MaRSDD
  12. 12. Leveraging Social Media •  LinkedIn – •  •  •  •  •  •  Complete Profile Make it easy to connect Connect after…. Ask for introductions Send InMail Research •  Twitter – •  •  •  •  @markeelliott #Ent101 Use tools, like Hootsuite Schedule Tweets Create lists Engage @MaRSDD
  13. 13. Other Sales Tactics •  Research •  Social Media •  Web •  Data.com •  Targeted Email •  Networking @markeelliott #Ent101 @MaRSDD
  14. 14. 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 #Ent101 @MaRSDD
  15. 15. Great Sales Resources Sales Peer2Peer Sales Peer to Peer Linkedin Group http://yoursalesplaybook.com @markeelliott #Ent101 @MaRSDD

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