How are you going to sell your product? Learn the principles of “selling value” to your customers, with special emphasis on the challenges of sales for technology start-ups.
Get tips on:
dealing with stakeholders & distributors
how to manage risks and problems
making sales calls
successfully closing a sale
following up with potential customers
3. Agenda
• Introduction
• Value Proposition
• Targets
• Process Tools
• CRM
• Cold Call vs. Warm Call
• Leveraging Social Media
• Other Sales Tactics
• Meeting Plans
• Great Resources
• Questions
@markeelliott melliott@vapartners.ca www.vapartners.ca
4. 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 50z+ customers
and double revenue
• Booked over 70 meetings using Social Media
• New clients for web based company increased
revenue by 50%
• Worked with 60+ clients over 6 years
@markeelliott melliott@vapartners.ca www.vapartners.ca
5. 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 melliott@vapartners.ca www.vapartners.ca
6. 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 melliott@vapartners.ca www.vapartners.ca
7. Sales Process Tools
• Path to Sales Success
• Activity targets
Prospecting
• Handling objections
• Sales deliverables
Qualifying
• PDF Brochure
• Presentations
Proposing
• Proposals
Closing • Web update
Roll-out
@markeelliott melliott@vapartners.ca www.vapartners.ca
9. Cold Calls vs. Warm Calls
• 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
@markeelliott melliott@vapartners.ca www.vapartners.ca
10. Leverage Social Media
• LinkedIn
• Complete Profile
• Make it easy to find and
connect
• Connect after….
• Ask for introductions
• Send InMail
• Twitter
• Use tools, like Hootsuite
• Schedule Tweets
• Create lists
• Engage
@markeelliott melliott@vapartners.ca www.vapartners.ca
11. Other Sales Tactics
• Research
• Social Media
• Web
• Jigsaw
• Targeted Email
• Networking
• Inbound leads
• Website
• Social Media
• Inbound Marketing
@markeelliott melliott@vapartners.ca www.vapartners.ca
12. Meeting Plans
• 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?
@markeelliott melliott@vapartners.ca www.vapartners.ca
13. Great Sales Resources
Peer2Peer Senior Sales
Sales Peer to Peer
Linkedin
Group
http://yoursalesplaybook.com http://thesalesblog.com/
@markeelliott melliott@vapartners.ca www.vapartners.ca