This document provides 8 methods for B2B prospecting: 1) referrals, 2) networking, 3) seminars, 4) trade shows, 5) content marketing, 6) social media, 7) cold calling, and 8) advertising. Each method is accompanied by a brief description and recommendation for using that method to find more prospects. Overall, the document offers various strategies for business-to-business sales and marketing professionals to discover new leads and grow their sales pipelines.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
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.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
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.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
Salesperson Types: Order Takers and Order CreatorsAndriy Popov
Find out how you can distinguish different sales personas and understand their roles in sales
Read full text article: http://www.logision.com/knowledge/sales-rep-order-takers-vs-order-creators
More business related articles: http://www.logision.com/knowledge
Free software for your business: http://www.logision.com/
21 Sales Tips for Prospecting & Cold Calling - #21SalesTipsInsideView
You attend social selling webinars and cold calling webinars, many of which argue that THEY have the magic bullet formula. As a modern sales professional, take the best from both worlds.
All that matters in sales is closing more business more efficiently! To save you time, we’ve developed a fat-free, rapid-fire webinar to ensure that you are better equipped to:
-Use LinkedIn, HootSuite, JobChangeAlerts, Google, and InsideView to sell
-Organize your time around the science of prospecting
-Crush your connection rates via the phone
-Engage buyers faster; book meetings faster
You may know a few types, but we GUARANTEE you will not know all 21.
How to Do Cross-Selling: Top Tips and TricksAndriy Popov
Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
How to Pitch B2B? Do you have an awesome product? Doing the same old sales presentation? Improve your pitch by following these 9 steps and win more business.
B2B Marketing: Part 6: Cold Calling Series: Getting Execs to Talk to You by J...Julie Bevacqua
Why solution selling can work to your advantage in a competitive sales environment, and 5 easy ways to gain relevant information on your prospects and their pain.
20 Лучших Приемов и Правил Работы с Возражениями ПокупателейAndriy Popov
Узнайте как увеличить продажи с помощью правильной работы с возражениями покупателей. Оставьте Лайки и Поделитесь с коллегами!
Полная версия статьи: http://www.logision.com/ru/knowledge/sales-objection-handling
Больше бизнес статей: http://www.logision.com/ru/knowledge
Прогрммное обеспечение для бизнеса: http://www.logision.com/ru/
Top 50 Sales Prospecting Stats that will Make You a Sales RockstarTeamWave
This is a compilation of 50 sales statistics related to prospecting. Prospecting is primarily the first stage of the sales process which is used for lead qualification and sales activity.
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
Top-Ten Skills of The Super Salespeople -
Numerous correlation studies show that 50% of the results for outside salespeople are due to their natural talent (aptitude).
How Asher Strategies Sales Consulting Services Transform Your Top Line! http://www.asherstrategies.com/sales-consulting-services/
Funnel Dynamics - Towards the $1 Cost of AcquisitionRobert Pease
A look at the programs, tactics, and performance of various programs used to build the funnel of users/customers including actual costs of acquisition per program.
Effective marketing in today’s world almost by definition requires digital marketing and specific social media strategies. There are a dizzying array of social networks and digital vehicles for companies to leverage in trying to engage existing and potential customers . Many companies do not even know where to get started in the realm of digital marketing. This course will teach you to speak the language of digital marketing from A/B testing to SEO, help you define the value proposition for digital marketing channels including LinkedIn Facebook, and direct e-mail for your company, and will explore best practices in designing, executing and managing marketing programs that deliver measurable ROI for your company’s valuable marketing dollars.
Learn how to leverage LinkedIn features, functionality and networking capabilities. Be sure to dress for success in this session, as you will be treated to a personal business profile image by a professional photographer.
Social media is smart place to findout potential buyer. Your activities will encourage other's user to buy product from you. so, be professional at social media platform.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
SNSW Team - Light Green
Lead Generation
In today's competitive world, businesses are constantly seeking effective strategies to identify, engage, and convert potential customers into loyal advocates. The success of any organization heavily relies on its ability to generate a consistent stream of qualified leads through lead generation.
This ppt will provide you a basic knowledge about the lead generation - meaning, need and importance, process, strategies, tools used and lead generation companies.
Prospecting - The Lifeblood of Selling
Pertemuan 5,6
Materi 1. The Tree of Business Life: Prospecting
2. The Sales Process Has 10 Steps
3. Steps Before the Sales Presentation
4. Prospecting-The Lifeblood of Selling
5. Where to Find Prospects
6. Planning a Prospecting Strategy
7. Prospecting Methods
8. Prospecting Guidelines
9. The Referral Cycle
10. Call Reluctance Costs You Money!
11. Obtaining the Sales Interview
12. Wireless E-mail Helps You Keep in Contact and Prospect
Sub CPMK Mahasiswa mampu mendemonstrasikan persiapan melakukan prospeksi (C3, A3)
Bentuk dan Metode Pembelajaran Bentuk:
Kuliah
Metode:
Simulasi
Pengalaman Belajar Mahasiswa Mahasiswa ditugaskan mempraktekkan metode prospeksi yang ideal [Tugas-1]
Kriteria dan Bentuk Kriteria:
Kesesuaian hasil
Bentuk non test:
Hasil praktek tentang metode prospeksi yang ideal
Indikator Kesesuaian hasil praktek tentang metode prospeksi yang ideal
Estimasi Waktu TM: 2x(2x50') BT: 2x(2x60') BM: 2x(2x60')
Bobot 2%
Referensi
Charles M. Futrell
BAB : 7
Hal : 226-253
Manning, G.L. Ahearne, M. Reece, B.L.
BAB : 9
Hal : 174-199
The golden rules of content marketing for pharmaCOUCH Health
The pharma industry is traditional, conservative and riddled with legalities and protocols. That makes practitioners leery of so-called “new-fangled” approaches to anything, and the current trend towards pull marketing is no exception. In spite of content marketing at the apex of the pull revolution, it’s being sidelined by many pharma companies simply because they don’t know how to implement it or are using regulations as an excuse. This slideshare covers the rules of content marketing for pharma
LinkedIn is one of the most frequently used tools in every sales team’s playbook. But are sales professionals utilizing the platform most effectively to keep up with buyers? Get the fundamental right with the four behaviors of social selling.
How to get clients for web development in India?SahilMishra37
Learning the skill of creating a responsive and effective website is not enough for you to earn a good amount of money if you want to monetize that skill.
You have to learn the skill of How to get clients for web development in India.
So in this blog, I am sharing some amazing techniques and methods by which you can get clients for web development.
https://alokbadatia.com/how-to-get-high-paying-web-design-clients/
Bradford l. huebner lead generation success is within your graspBradfordhuebner
Bradford L. Huebner Skilled tips provider. Are you a business owner? If you are, then you're aware of how important lead generation is to your business. If you don't get new leads, then your business starts to get flat and stagnant, when instead you need it growing. What follows are some great techniques to help you create new leads.
Главные функции, или как выбрать онлайн магазин электронной коммерцииAndriy Popov
Узнайте, как выбрать правильную B2B платформу электронной коммерции, которая принесет успех вашей компании
Полный текст статьи: http://www.logision.com/ru/knowledge/features-of-b2b-ecommerce-platform
Больше бизнес чтатей: http://www.logision.com/ru/
Бесплатное программное обеспечение для вашего бизнеса: http://www.logision.com/ru/
Как выбрать и купить программное обеспечение для бизнеса - презентацияAndriy Popov
Узнайте о том, как правильно выбрать ПО для вашего бизнеса
Если вы начинаете новый бизнес или ваша компания растет, то вы неизменно столкнетесь с необходимостью покупки нового программного обеспечения (ПО) для бизнеса. Хотя это может звучать просто, даже небольшие ошибки в выборе ПО для бизнеса могут сильно навредить вашей компании.
Прочитать полный текст статьи: http://www.logision.com/ru/knowledge/how-to-choose-and-buy-business-software
Больше бизнес статей: http://www.logision.com/ru/knowledge
Бесплатное обеспечение для бизнеса: http://www.logision.com/ru/
10 способов контроля складских расходов с помощью CMMSAndriy Popov
Узнайте простые способы уменьшения затрат на склад и запасы
Складские расходы могут составлять значительную часть общих расходов компании. В то же самое время иметь достаточные запасы запасных частей и материалов для обслуживания оборудования является необходимым для работы всей компании.
Полный текст статьи: http://www.logision.com/ru/knowledge/control-inventory-costs-with-cmms
Больше бизнес статей: http://www.logision.com/ru/knowledge
Бесплатное ПО для бизнеса: http://www.logision.com/ru/
Профилактическое обслуживание оборудования с системой CMMSAndriy Popov
Узнайте, как вы можете применить стратегию профилактического обслуживания с помощью CMMS
Полная версия статьи: http://www.logision.com/ru/knowledge/preventative-maintenance-strategy-with-cmms
Больше статей о бизнесе: http://www.logision.com/ru/knowledge
Программное обеспечение для вашего бизнеса: http://www.logision.com/ru/
Preventative maintenance strategy with CMMSAndriy Popov
Here is how you can implement preventative maintenance strategy using CMMS
If you like the presentation, you can download, share or like it!
Read full text article about preventive maintenance with CMMS: http://www.logision.com/knowledge/preventative-maintenance-strategy-with-cmms
Read more business articles: http://www.logision.com/knowledge
Get free CMMS and other software for your business: http://www.logision.com/
12 Benefits of using CMMS - computerized maintenance management systemAndriy Popov
See how computerized maintenance management system can benefit your company. If you like the presentation please LIKE and SHARE!
Read article about CMMS: http://www.logision.com/knowledge/benefits-of-cmms-computerized-maintenance-management-system
More business realted articles: http://www.logision.com/knowledge
Free software for your business: http://www.logision.com/
See how computerized maintenance management system can benefit your company. If you like the presentation please LIKE and SHARE!
Read article about CMMS: http://www.logision.com/knowledge/benefits-of-cmms-computerized-maintenance-management-system
More business realted articles: http://www.logision.com/knowledge
Free software for your business: http://www.logision.com/
Активные и Пассивные Продавцы и ПродажиAndriy Popov
Узнайте, как различать различные типы продавцов и какую роль они играют в продажах
Оставляйте лайки и делитесь этой презентацией!
Текст статьи: http://www.logision.com/ru/knowledge/sales-rep-order-takers-vs-order-creators
Больше бизнес статей: http://www.logision.com/ru/knowledge
Бесплатное ПО для вашей компании: http://www.logision.com/ru/
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!
Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling
Video: https://www.youtube.com/watch?v=fa_n6UHt_CI
More business articles: http://www.logision.com/knowledge
Optimize your business with Logision: http://www.logision.com/
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
Как Увеличить Продажи с Помощью АПСЕЛЛИНГАAndriy Popov
Узнайте что такое апселлинг и как с помощью главных методов и приемов апселлинга (включая даунселлинг) можно значительно увеличить продажи вашей компании.
Узнайте с помощью инфографики, как увеличить продажи своих товаров и услуг с помощью кросс-продаж. Инфографика содержит 15 ключевых советов проведения кросс-продаж.
3. B2B prospects are
almost 50% more
likely to accept
your
communications if
someone referred
them to you or
your company.01
Ask your clients
for a referral
after a sell has
occurred
5. Networking can
take a lot of your
time because you
need to find where
your prospects
meet and
communicate and
to show up to the
meetings.
02
Recommend
your products
when
networking
7. To organize a
seminar you need
to choose a venue,
get some
facilitators for help,
organize food and
logistics.
03
Find prospects
by showing the
benefits of
your products
9. Get contact details
of all people who
showed interest to
your company and
follow up after the
show.
04
Meet your
target audience
and present
products
11. If your content is
not engaging
enough all your
efforts will be
wasted and you will
not get more
prospects.
05
Find more
prospects by
creating
a blog
Hello!
13. You should try to
answer questions
and help your
prospects to find
information they
are looking for.
06
This is the best
way to
get closer to
your prospects
17. The trick is that
once you roll up
your advertising
activities all your
efforts and
investments
will stop working.
08
It is powerful.
Use it if you are
not budget
conscious
18. Curious about the first step to take to be a better leader?
Logision now and start inspiring your employees!
Visitlogision.com
