@markeelliott #Ent101 @MaRSDD

Entrepreneurship 101: B2B Sales

February 5, 2014

@markeelliott #Ent101 @MaRSDD

Agenda

@markeelliott #Ent101 @MaRSDD

• 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

Agenda

@markeelliott #Ent101 @MaRSDD

• What benefits are you selling?• Revenue increase

• Cost reduction

• Productivity improvement

• Avoid something bad

• Quantify the benefit• Multiple value

propositions• How are you different vs.

your competitors

Value Proposition

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• 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

Targets

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• Types• Direct

• Channel

• Outbound

• Inside

• Marketing

• Decision• Cost of Sale

• How do target customers buy?

• May do unnatural things at the start

What Type of Sales is Best?

@markeelliott #Ent101 @MaRSDD

• Bring in qualified leads• Components

• Blogs

• Whitepapers

• Email marketing

• Social Media

• SEO

• Website• Easy to update

• Capabilities to add the components needed

• Customer testimonials

Inbound Lead Generation

@markeelliott #Ent101 @MaRSDD

• Path to Sales Success• Activity targets• Handling objections• Email templates• Telephone scripts

Prospecting

Qualifying

Proposing

Closing

Roll-out

Sales Process Tools

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• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information

Sales CRMs

@markeelliott #Ent101 @MaRSDD

• Book time in you schedule• What is your goal?• Research

• Company

• Person you are contacting

• Call the right person• Have the right message• Prepare for objections you

may face• Call at start and at the end

of the day

Cold Calls vs. Warm Calls

@markeelliott #Ent101 @MaRSDD

• LinkedIn –• Complete Profile

• Make it easy to connect

• Connect after….

• Ask for introductions

• Send InMail

• Research

• Twitter –• Use tools, like Hootsuite

• Schedule Tweets

• Create lists

• Engage

Leveraging Social Media

@markeelliott #Ent101 @MaRSDD

• Research• Social Media

• Web

• Data.com

• Targeted Email• Networking

Other Sales Tactics

@markeelliott #Ent101 @MaRSDD

• Ask questions• Sample Agenda

• Introduction

• Overview prospect

• Overview your organization

• Next steps

• Who are you meeting?• What are they hoping to

get out of the meeting?• What are your goals?• What are your next

steps?

Meeting Plans

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Linkedin Group

Sales Peer2Peer

http://yoursalesplaybook.com

Sales Peer to Peer

Great Sales Resources