1. Entrepreneurship 101: B2B Sales
February 5, 2014
@markeelliott
#Ent101
@MaRSDD

2. Agenda
@markeelliott
#Ent101
@MaRSDD

3. 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

4. Value Proposition
•
What benefits are you
selling?
•
•
•
•
•
•
•
@markeelliott
Revenue increase
Cost reduction
Productivity improvement
Avoid something bad
Quantify the benefit
Multiple value
propositions
How are you different vs.
your competitors
#Ent101
@MaRSDD

5. Targets
•
•
•
•
•
•
•
•
@markeelliott
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
#Ent101
@MaRSDD

6. What Type of Sales is Best?
•
Types
•
•
•
•
•
•
Direct
Channel
Outbound
Inside
Marketing
Decision
• Cost of Sale
• How do target customers buy?
•
@markeelliott
May do unnatural things at the
start
#Ent101
@MaRSDD

7. 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

8. Sales Process Tools
Prospecting
Qualifying
Proposing
Closing
•
•
•
•
•
Path to Sales Success
Activity targets
Handling objections
Email templates
Telephone scripts
Roll-out
@markeelliott
#Ent101
@MaRSDD

9. Sales CRMs
•
•
•
•
•
•
•
@markeelliott
Accounts
Contacts
Activities
Opportunities
Notes
Leads
Share information
#Ent101
@MaRSDD

10. Cold Calls vs. Warm Calls
•
•
•
Book time in you schedule
What is your goal?
Research
• Company
• Person you are contacting
•
•
•
•
@markeelliott
Call the right person
Have the right message
Prepare for objections you
may face
Call at start and at the end
of the day
#Ent101
@MaRSDD

11. Leveraging Social Media
•
LinkedIn –
•
•
•
•
•
•
•
Twitter –
•
•
•
•
@markeelliott
#Ent101
Complete Profile
Make it easy to connect
Connect after….
Ask for introductions
Send InMail
Research
Use tools, like Hootsuite
Schedule Tweets
Create lists
Engage
@MaRSDD

12. Other Sales Tactics
• Research
• Social Media
• Web
• Data.com
• Targeted Email
• Networking
@markeelliott
#Ent101
@MaRSDD

13. Meeting Plans
•
•
Ask questions
Sample Agenda
• Introduction
• Overview prospect
• Overview your
organization
• Next steps
•
•
•
•
@markeelliott
#Ent101
Who are you meeting?
What are they hoping to
get out of the meeting?
What are your goals?
What are your next
steps?
@MaRSDD

14. Great Sales Resources
Sales Peer2Peer
Sales Peer to Peer
Linkedin Group
http://yoursalesplaybook.com
@markeelliott
#Ent101
@MaRSDD