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.

B2B Sales Strategy for Startups

Fundamentals in B2B sales strategy for startups and other fast growing firns.

B2B Sales Strategy for Startups

  1. 1. @markeelliott melliott@vapartners.ca www.vapartners.ca Presentation for B2B Sales Strategy
  2. 2. @markeelliott melliott@vapartners.ca www.vapartners.ca Agenda • Introduction • Value Proposition • Targets • Sales and Marketing • Tactics • Process Tools • CRM • Forecast • Managing the Team • Compensation • Great Resources
  3. 3. @markeelliott melliott@vapartners.ca www.vapartners.ca Introduction • Mark Elliott co-founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Created a $600,000 annual annuity stream for a finance company • Grow Financial client from 1 to 44 customers and double revenue • Close over $100,000 in sales directly from Social Media Leads • Booked over 70 meetings using Social Media • New clients for web based company increased revenue by 50% • Worked with 60 clients over 7 years
  4. 4. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales gets a bad reputation
  5. 5. @markeelliott melliott@vapartners.ca www.vapartners.ca 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
  6. 6. @markeelliott melliott@vapartners.ca www.vapartners.ca 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
  7. 7. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales and Marketing • Inbound leads • Work in Alignment • Segment target markets • Marketing to support sales • Web • Brochures • Presentations • Social Media • Content Marketing • PR • Traditional Media • What is a good lead • Measure your activities
  8. 8. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales Tactics • Inside - Outside • Research • Social Media • Web • Jigsaw • Linkedin • Leverage 2nd • Status Updates • Twitter • Regular Updates • Reach out through Twitter • Targeted Email • Warm/Cold Calling
  9. 9. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales Process Tools • Path to Sales Success • Meeting plans • Who are you meeting • Why do they want to meet? • Goals • Next Steps • Activity targets • Handling objections • Sales templates • Proposals • Emails • Call scripts Prospecting Qualifying Proposing Closing Roll-out
  10. 10. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information
  11. 11. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up
  12. 12. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around • Sales Plan
  13. 13. @markeelliott melliott@vapartners.ca www.vapartners.ca Sales Compensation • Simple • Measureable • Salary • Commission • Activities • Meetings • Proposals • Demos • Calls
  14. 14. @markeelliott melliott@vapartners.ca www.vapartners.ca Great Sales Resources Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com

×