Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sales (B2B) - Entrepreneurship 101

1,413 views

Published on

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 startups. 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.

Published in: Education
  • Be the first to comment

Sales (B2B) - Entrepreneurship 101

  1. 1. @markeelliott #Ent101 @MaRSDD Entrepreneurship 101: B2B Sales January 28, 2015
  2. 2. @markeelliott #Ent101 @MaRSDD • Buyer Behaviour • Value Proposition • Targets • Types of Sales • Inbound Leads • Process Tools • CRM • Cold Call vs. Warm Call • Social Selling • Other Sales Tactics • Meeting Plans • International Sales • Great Resources • Questions Agenda
  3. 3. @markeelliott #Ent101 @MaRSDD • Mark Elliott, Co-Founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Helped to drive millions of page views, hundreds of meetings, and millions of dollars in revenue Bio
  4. 4. @markeelliott #Ent101 @MaRSDD • Sales is hard • Sales more of a science than an art • Present • The right benefits • At the right time • To the right targets • With the right frequency • You should be successful It’s Fishing not Catching
  5. 5. @markeelliott #Ent101 @MaRSDD • Understand how your target makes decisions • Select sales and marketing tactics that get them the information that is needed at the right time Buyer Behaviour
  6. 6. @markeelliott #Ent101 @MaRSDD • 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 Value Proposition
  7. 7. @markeelliott #Ent101 @MaRSDD • 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 • Engage high within the organization Targets
  8. 8. @markeelliott #Ent101 @MaRSDD • Types • Direct • Channel • Outbound • Inside • Marketing • Decision • Cost of Sale • How do target customers buy? • May do unnatural things at the start What Type of Sales is Best?
  9. 9. @markeelliott #Ent101 @MaRSDD • Components • Blogs • Whitepapers • Email marketing • Social Media • SEO • Website • Easy to update • Capabilities to add the components needed • Customer testimonials Inbound Lead Generation
  10. 10. @markeelliott #Ent101 @MaRSDD • Path to Sales Success • Activity targets • Handling objections • Email templates • Telephone scripts Sales Process Tools
  11. 11. @markeelliott #Ent101 @MaRSDD • Must Have • Tracking • Accounts • Contacts • Past Activities • Future Activities • Opportunities • Notes • Leads • Share information • Funnel and Forecasting Sales CRMs
  12. 12. @markeelliott #Ent101 @MaRSDD • What is your goal? • Research • Company • Person you are contacting • Call the right person • Have the right message • Prepare for objections you may face • Find the right time to call • Block time in your schedule Cold Calls vs. Warm Calls
  13. 13. @markeelliott #Ent101 @MaRSDD • LinkedIn • Get connected • Explore 2nd connections • Send InMail • Research • Post updates • Twitter • Use tools, like Hootsuite • Schedule Tweets • Create lists • Engage • Look for Triggers • Use it everyday Social Selling
  14. 14. @markeelliott #Ent101 @MaRSDD • Research • Social Media • Web • Data.com • Targeted Email • Networking Other Sales Tactics
  15. 15. @markeelliott #Ent101 @MaRSDD • 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? Meeting Plans
  16. 16. @markeelliott #Ent101 @MaRSDD • Research • Resources available • MaRS • DFAIT • Export Ontario • Expat communities • Start remotely • Be selective • Find partners International Sales
  17. 17. @markeelliott #Ent101 @MaRSDD Sales Peer2Peer Sales Peer to Peer Great Sales Resources

×