Create a powerful B2B sales machine by reviewing and practicing these 8 keys for success 1. Make sure there is complete alignment between the marketing and sales departments. 2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer. 3. Never lose a deal alone. 4. Keep things simple and focused on as few priorities as possible. Let’s now cover the final four keys, beginning with treating B2B sales leads with care and respect. It really offends me when sales departments mishandle the leads/inquiries given to them by the marketing department. I have seen sales reps ignore leads, denigrate leads, and follow them up in a half-hearted manner. Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to work the leads they are given.

1. B2B Sales Machine
Create a Powerful B2B Sales
Machine – Part 2
Christopher Ryan
info@fusionmarketingpartners.com

2. Sales Machine
Our main purpose as a
marketing department is to
create the foundation to
enable our colleagues in sales
to make or exceed their target
numbers!

3. The Goal
Our last SlideShare discussed the first
four keys to creating a powerful B2B
Sales Machine.

4. The Goal
Our last SlideShare discussed the first
four keys to creating a powerful B2B
Sales Machine.
We will discuss the final four here.

5. Fifth Key
5. Treat sales leads with care and
respect –
Fusion has a great whitepaper on the topic Download Now

6. Fifth Key
5. Treat sales leads with care and
respect –
Often this occurs because the VP of Sales speaks poorly
about what marketing is doing, creating a culture where
reps feel it is okay not to mishandle leads:
Fusion has a great whitepaper on the topic Download Now

7. Fifth Key
5. Treat sales leads with care and
respect –
Often this occurs because the VP of Sales speaks poorly
about what marketing is doing, creating a culture where
reps feel it is okay not to mishandle leads:
• Ignore leads
• Denigrate leads
• Half-heartedly follow up with leads
Fusion has a great whitepaper on the topic Download Now

8. Fifth Key
5. Treat sales leads with care and
respect –
Often this occurs because the VP of Sales speaks poorly
about what marketing is doing, creating a culture where
reps feel it is okay not to mishandle leads:
• Ignore leads
• Denigrate leads
• Half-heartedly follow up with leads
This is a terrible waste of resources.
Fusion has a great whitepaper on the topic Download Now

9. Fifth Key
5. Treat sales leads with care and
respect –
Leads cost money – and few of us have extra money to
flush away.
Fusion has a great whitepaper on the topic Download Now

10. Fifth Key
5. Treat sales leads with care and
respect –
Leads cost money – and few of us have extra money to
flush away.
If lead quality is not where it needs to be, review
Creating a Service Level Agreement Between Marketing
and Sales, to adjust expectations.
Fusion has a great whitepaper on the topic Download Now

11. Sixth Key
6. Be different, be unique, be
provocative –

12. Sixth Key
6. Be different, be unique, be
provocative –
Have you ever seen this bumper sticker?
WHY BE
NORMAL?

13. Sixth Key
6. Be different, be unique, be
provocative –
Have you ever seen this bumper sticker?
WHY BE
NORMAL?
If you have the same pitch as the rest of the
industry, delivered in the same way, you will get the
same result – mediocrity.

14. Sixth Key
6. Be different, be unique, be
provocative –
Have you ever seen this bumper sticker?
WHY BE
NORMAL?
If you have the same pitch as the rest of the
industry, delivered in the same way, you will get the
same result – mediocrity.
You should poke where it hurts, challenge the prevailing
view, and address the critical issues.

15. Seventh Key
7. Have a highly flexible sales
process –

16. Seventh Key
7. Have a highly flexible sales
process –
While ‘flexible process’ may sound like an oxymoron –
Sales is both an Art and a Science.

17. Seventh Key
7. Have a highly flexible sales
process –
While ‘flexible process’ may sound like an oxymoron –
Sales is both an Art and a Science.
Over-engineer and you end up with a sales team that
will do whatever you tell them, except the most
important thing, close business.

18. Seventh Key
7. Have a highly flexible sales
process –
While ‘flexible process’ may sound like an oxymoron –
Sales is both an Art and a Science.
Over-engineer and you end up with a sales team that
will do whatever you tell them, except the most
important thing, close business.
Thinking outside the box is okay, as long
as it is within reason.

19. Eighth Key
8. Create a culture of accountability
and support –

20. Eighth Key
8. Create a culture of accountability
and support –
The more you direct a sales rep’s actions, the more
ownership is retained by you, not the rep.

21. Eighth Key
8. Create a culture of accountability
and support –
The more you direct a sales rep’s actions, the more
ownership is retained by you, not the rep.
The sales rep’s job is to produce their target revenue.

22. Eighth Key
8. Create a culture of accountability
and support –
The more you direct a sales rep’s actions, the more
ownership is retained by you, not the rep.
The sales rep’s job is to produce their target revenue.
Your job is to NOT tell your staff how to
make their numbers – it IS to support
them in doing so.

23. Sales Machine
We hope you find these
keys useful in creating
your own powerful B2B
Sales Machine.

24. Check Back!
Check back in the coming weeks to
learn more about B2B marketing and
lead generation!
Download our Lead Generation eBook:
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25. About Fusion Marketing Partners
We Do This:
Brand building/messaging
Website optimization
Content creation
Lead generation
You Get This:
Much greater levels of awareness
Higher quantities of qualified leads
Ability to generate faster revenue
Christopher Ryan, CEO
info@fusionmarketingpartners.com
719-357-6280
Lots more information at:
http://FusionMarketingPartners.com/
http://Greatb2BMarketing.com (blog)