Four Things to Do Today to Increase B2B Sales

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Alex Barthollmaus of People Stretch Solutions and I gave this presentation this morning at the Greater Reston Chamber of Commerce. Great response from the audience.

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Four Things to Do Today to Increase B2B Sales

  1. 1. 4 Things To Increase Sales Today 1 Fred Diamond DIAMOND Strategic Marketing fdiamond@diamondstrategicmarketing.com Alex Bartholomaus People Stretch Solutions alex@peoplestretch.com Presented to Greater Reston Chamber of Commerce, April 8, 2014
  2. 2. The 4 Things We’ll Address • Ideal Account Profile • Better Research • Scripting • Covenants 2
  3. 3. • Two kinds of criteria – Demographics: characteristics that can be uncovered easily (often without a conversation) – Cultural: characteristics that require interaction in order to determine • What criteria best describes your ideal account? Targeting
  4. 4. Criteria Sweet Spot Sales team size 20-1,000 (salespeople we train) Vertical software, B2B services, IT services, manufacturing, life sciences, telecom Sales roles hunters, lead gen, broader/deeper Open sales jobs hiring/growing Lack resources gaps in sales skills training content Invest in training history of hiring 3rd parties Ideal Account Profile for PSS
  5. 5. 5
  6. 6. Advanced Search 6
  7. 7. Linked In Search Filters 7
  8. 8. Scripting “Hi Mr. Decision Maker, it’s Fred Diamond.” ---Stop. Don’t say a word until they respond. Respond appropriately (and have fun). “Is it ok if I take 10 seconds and tell you why I called?” ---Pause. “We help ___________ who are frustrated with ________________. May I ask you a question?”
  9. 9. The Covenant • What is it? • When and with whom?
  10. 10. Summary • Ideal Account Profile • Better Research • Scripting • Covenants 10

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