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Fundamentals for Start-up B2B Sales Strategy delivered at the Innovation Factory.
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@markeelliott [email protected] www.vapartners.ca
Presentation for
B2B Sales Strategy: Insider Tips
May 11, 2012
@markeelliott [email protected] www.vapartners.ca
Agenda• Introduction• Value Proposition• Targets• Sales and Marketing• Tactics• Process Tools• CRM• Forecast• Managing the Team• Compensation• Great Resources• Follow-up items
@markeelliott [email protected] www.vapartners.ca
Introduction
• Mark Elliott co-founder • VA Partners provides Part-time Sales and Marketing• 15+ 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 50 clients over 5 years
@markeelliott [email protected] 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
@markeelliott [email protected] 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
@markeelliott [email protected] www.vapartners.ca
Sales and Marketing• Work in Alignment• Segment target
markets• Marketing to support
sales• Web
• Brochures
• Presentations
• Social Media
• New Content: Blog
• PR
• Traditional Media
• What is a good lead• Measure your activities
@markeelliott [email protected] www.vapartners.ca
Sales Tactics• Research
• Social Media
• Web
• Jigsaw
• Linkedin• Leverage 2nd
• Status Updates
• Twitter• Regular Updates
• Reach out through Twitter
• Targeted Email• Warm/Cold Calling
@markeelliott [email protected] 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 deliverables
• Brochures
• Presentations
• Proposals
• Web update
Prospecting
Qualifying
Proposing
Closing
Roll-out
@markeelliott [email protected] www.vapartners.ca
Sales CRM• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information
@markeelliott [email protected] www.vapartners.ca
Sales Forecast• Bottom up is best • Consistent • Specific opportunities• Next steps defined• Hold reps and
managers accountable• Follow-up
@markeelliott [email protected] 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
@markeelliott [email protected] www.vapartners.ca
Sales Compensation• Simple• Measureable• Salary• Commission• Activities
• Meetings
• Proposals
• Demos
• Calls
@markeelliott [email protected] www.vapartners.ca
Great Sales Resources
Entrepreneurs Tool Kit
Peer2Peer Senior Sales
Sales 2.0 Book
http://thesalesblog.com/
Linkedin Group
http://yoursalesplaybook.com
