This document provides an overview of key concepts for B2B sales including how customers buy, market segmentation, the sales funnel, qualification, objections, forecasting, differentiators, sales tools, planned sales calls, secrets to winning, sample questions, common language, and next steps. The document outlines strategies and best practices for defining the ideal customer profile, filling the sales funnel, building an objection library, articulating differentiators, using sales tools, qualifying leads, handling objections, and closing more deals.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
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What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
Best pitching practices - MassChallenge Switzerland - TiKi4Benoit Schumacher
A presentation given on Saturday, May 7, to semifinalist startups of the MassChallenge 2016 Switzerland Program in Geneva, to help them prep for Round 2 Judging.
Here's a short list of what sellers should NOT say, especially with executive buyers. If these dangerous words/phrases are used, they could risk insulting the buyer.
Be Awesome at Startup Marketing and SalesApril Dunford
The business part of running a startup isn't easy. Many founders struggle with startup marketing and startup sales in an environment where budgets are tight, and there are too many potential tactics to choose from. In my experience there are 2 things that startups need to understand to build a foundation for great sales and marketing.
Here at Ebsta we are fanatical about productivity, CRM and sales. So we have put together a short presentation with the top 10 questions you should ask your prospects in order to diagnose their problems and increase your sales.
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Sales is often classified as an art. But it is one of the most process driven activities in an organization. Understand, learn and master the process from leaders in the field and let your sales career soar.
In today's tough world 90% of salespeople are not meeting their Sales Targets.
Some challenges they face are:
a. Chasing prospects who don’t return calls
b. Inability to communicate VALUE to Buyers who, in today’s world are a lot more sophisticated, knowledgeable and cost conscious
c. Hearing TIO - ‘think it over’ - all too often, when they ask for the business
d. Discounting to obtain or keep business and
e. Dealing with a Heavy Prospecting Pipe – Line full of ‘fence-sitters’.
How to deal with these challenges, that directly affect the profitability of your company, is the aim of this presentation.
Marketing is Dead (long live product marketing)April Dunford
My keynote presentation from ProductCamp Amsterdam. This deck talks about how traditional push marketing tactics have become increasingly ineffective as power has shifted from sellers to buyers. Product Marketing on the other hand is becoming increasingly important.
Best pitching practices - MassChallenge Switzerland - TiKi4Benoit Schumacher
A presentation given on Saturday, May 7, to semifinalist startups of the MassChallenge 2016 Switzerland Program in Geneva, to help them prep for Round 2 Judging.
Here's a short list of what sellers should NOT say, especially with executive buyers. If these dangerous words/phrases are used, they could risk insulting the buyer.
Be Awesome at Startup Marketing and SalesApril Dunford
The business part of running a startup isn't easy. Many founders struggle with startup marketing and startup sales in an environment where budgets are tight, and there are too many potential tactics to choose from. In my experience there are 2 things that startups need to understand to build a foundation for great sales and marketing.
Here at Ebsta we are fanatical about productivity, CRM and sales. So we have put together a short presentation with the top 10 questions you should ask your prospects in order to diagnose their problems and increase your sales.
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Sales is often classified as an art. But it is one of the most process driven activities in an organization. Understand, learn and master the process from leaders in the field and let your sales career soar.
In today's tough world 90% of salespeople are not meeting their Sales Targets.
Some challenges they face are:
a. Chasing prospects who don’t return calls
b. Inability to communicate VALUE to Buyers who, in today’s world are a lot more sophisticated, knowledgeable and cost conscious
c. Hearing TIO - ‘think it over’ - all too often, when they ask for the business
d. Discounting to obtain or keep business and
e. Dealing with a Heavy Prospecting Pipe – Line full of ‘fence-sitters’.
How to deal with these challenges, that directly affect the profitability of your company, is the aim of this presentation.
Marketing is Dead (long live product marketing)April Dunford
My keynote presentation from ProductCamp Amsterdam. This deck talks about how traditional push marketing tactics have become increasingly ineffective as power has shifted from sellers to buyers. Product Marketing on the other hand is becoming increasingly important.
Need greater visibility into your sales funnel? See what reports top sales leaders use to manage and grow their pipeline and how you can make these insights your own.
Watch the session video: http://bit.ly/1MnIif1
Presented at 2016 TOCICO International Conference, Leesburg, VA, USA. Suggested practical approaches to improve sales performances: A design of Visual Board for managing Sales Pipeline, reinforcing Closing Initiatives, Development of Good Offer.
Authored by John Hamilton, this presentation focuses on how to move through the sales pipeline. Issues covered include where to source sales lead, how to engage your audience, and how to manage your pipeline.
John Hamilton is an accomplished executive with over 25+ years experience managing early stage startups to acquisitions and IPOs. John has vast sales and marketing expertise that has spanned several well known Boston based companies from Stratus Computer, EMC, FTP Software, Concord Communications, Phase Forward, Softricity (sold to Microsoft for $265M), XKoto and Viewfinity. His ability to scale companies has yielded significant returns for shareholders across the board.
Whether we have a 3 day sales process or a 3 month sales process, we all need to manage our pipeline of sales. Here is a quick and easy way to understand what it is, how it can help and how you can manage your revenue using it.
A look at the sales funnel and what marketing channels are appropriate at what stage.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
If you sell to the corporate marketing, having a strong value proposition is critical.
It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In this presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
How to Create a Strong Value Proposition Design for B2B - It's all about the ...Daniel Nilsson
You need to stand out in 3 seconds - The competition is fierce and you need to be able to catch interest in less than 3 seconds and then keep it. This is true no matter if you are creating a message for a presentation, the web, a speech or a video.
Most likely you do the following misstakes today
- You start a presentation with a company overview
- You start a presentation about your product
- Your webpage is all about your product
ä You have more then 10 words on your power point slide
Tools the super professionals use will be yours
In this presentation you will learn how to create amazing B2B Value Propositions Designs that will not only say what you need to say but will catch the interest of the person you are trying to reach in a totally new way. I will show you 4 tools that the super professionals use and how to use them.
I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions.
The purpose of the presentation is to share my conclusions on how to build a strong value proposition.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To view a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
How to Start a Day in a Good and Happy Way
Waking up to see another day is a blessing. Don't take it for granted. Make it count and be happy that you're alive.
Every day is a new day and even if something was wrong yesterday, we can get it right today
Yesterday is gone. Tomorrow has not yet come. We have only today. Let us begin.” ― Mother Teresa
When you open your eyes take a half-smile and then give yourself a good morning wish to fully wake up.
http://howtobehappy.guru/how-to-start-a-day-in-a-good-and-happy-way/
Spend a few minutes concentrating on your breathing and relaxing your body.
Do not jump out of bed and start the day as if you were living in autopilot mode.
Be aware of what you are doing, start to live the present, remember Happiness is in the present moment
Decide your first thought. Do not let the first thought decide the course of your day
Remember that thoughts create our emotions and moods.
Drink a glass of water on an empty stomach, warm water or at room temperature. Why?
Because our body after all the hours of sleep can be easily dehydrated
Have breakfast. Breakfast is really the most important meal of the day.
Decide to have a Happy and Good day and
Don't Let Anything or Anyone Ruin Your Happiness!
Click here if you would like to know more
http://howtobehappy.guru/how-to-start-a-day-in-a-good-and-happy-way/
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
Optimizing Your Sales Tech Stack for High PerformanceVeelo
Technology is changing the way B2B organizations sell, and those that embrace it are more likely to pull ahead. However, with the explosion of technology in recent years, it can be confusing and difficult to know where to start. In this webinar, we'll help form a basic architecture for your sales tech stack and talk about the various tools and which business problems they call solve. You’ll walk away with a basic blueprint that you can use to start architecting your own sales technology stack.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
In this presentation by Generations FCU with Robert Upton of Red Door Solutions small businesses can gain insight into what holds them back when it comes time to "make the sale" and learn how to overcome obstacles.
You should consider 4 steps when producing a website:
(i) The content & navigation (ii) The build technology/tool (iii) The promotion (iv) The maintenance.
Most businesses spend too little time on step one which only ends up in a site with low conversion rates. This guide will help you with the content of your site increasing conversion rates.
Should you prioritise leads (the short of it) or brand strategy (the long of it) in marketing.
For more advice on B2B lead generation, download our Strategic Customer Acquisition guide: http://www.weareoctopusgroup.net/the-long-short-of-it-should-marketers-prioritise-leads-or-brand-strategy/#sthash.jY2x0u9e.dpuf
9. how customers buy identify need plan projects research solutions plan implementation build business case decide short list select approve align with prospect needs ● accelerate buying process
10. market segmentation define yourICP identify low hanging fruit focus efforts ● maximize revenues ● speed time to $
13. qualification why buy? why buy now? why buy now from me? build business case watch for buying signals acquire information to win ● determine who is serious
18. map portfolio to sales stagesgive prospects what they need to select you
19. the planned sales call lead with impact / benefits / value present credibility statement draw out needs understand relative impact of needs present solution / differentiators based on needs check for understanding handle objections close agree on next steps set reasonable objectives ● ABC
20. secrets to winning be human align with prospect’s needs seek quid pro quo be honest earn the right listen & ask ask the smart / tough questions exceed expectations help thembuild their business case there are no tricks ● be brutal with your time
21. sample questions why buy? why buy now? why buy now from me? why does that help you? why is that important? what is the business impact of doing this? what is the business impact of not doing this? what other solutions are you considering? how is the decision made? who makes it? if I do this for you, will you do that for me? how will this help? is that really important compared to this? what’s in it for you? what do you like about the other solution? what do you need in order to choose us? that seems contradictory, can you explain? what are the top three qualities you are looking for? if I understand you correctly....?
30. next steps segment your market define yourICP define your sales stages fill your funnel build your objection library build your forecast articulate your differentiators plan & build your sales tools act sell smart ● think before acting ● don`t waste this