B2B Sales Fundamentals for Startups

B2B Sales Fundamentals for Startups
@markeelliott #Ent101 @MaRSDD Entrepreneurship 101: B2B Sales January 28, 2015
@markeelliott #Ent101 @MaRSDD • Buyer Behaviour • Value Proposition • Targets • Types of Sales • Inbound Leads • Process Tools • CRM • Cold Call vs. Warm Call • Social Selling • Other Sales Tactics • Meeting Plans • International Sales • Great Resources • Questions Agenda
@markeelliott #Ent101 @MaRSDD • Mark Elliott, Co-Founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Helped to drive millions of page views, hundreds of meetings, and millions of dollars in revenue Bio
@markeelliott #Ent101 @MaRSDD • Sales is hard • Sales more of a science than an art • Present • The right benefits • At the right time • To the right targets • With the right frequency • You should be successful It’s Fishing not Catching
@markeelliott #Ent101 @MaRSDD • Understand how your target makes decisions • Select sales and marketing tactics that get them the information that is needed at the right time Buyer Behaviour
@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
@markeelliott #Ent101 @MaRSDD • 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 • Engage high within the organization Targets
@markeelliott #Ent101 @MaRSDD • 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 • 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 Sales Process Tools
@markeelliott #Ent101 @MaRSDD • Must Have • Tracking • Accounts • Contacts • Past Activities • Future Activities • Opportunities • Notes • Leads • Share information • Funnel and Forecasting Sales CRMs
@markeelliott #Ent101 @MaRSDD • What is your goal? • Research • Company • Person you are contacting • Call the right person • Have the right message • Prepare for objections you may face • Find the right time to call • Block time in your schedule Cold Calls vs. Warm Calls
@markeelliott #Ent101 @MaRSDD • LinkedIn • Get connected • Explore 2nd connections • Send InMail • Research • Post updates • Twitter • Use tools, like Hootsuite • Schedule Tweets • Create lists • Engage • Look for Triggers • Use it everyday Social Selling
@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
@markeelliott #Ent101 @MaRSDD • Research • Resources available • MaRS • DFAIT • Export Ontario • Expat communities • Start remotely • Be selective • Find partners International Sales
@markeelliott #Ent101 @MaRSDD Sales Peer2Peer Sales Peer to Peer Great Sales Resources

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