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B2B Sales Tactics and Tools

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Venture Accelerator Partners
Venture Accelerator Partners

Sales Tactics and tools presentation geared at growing businesses and startups.

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@markeelliott melliott@vapartners.ca www.vapartners.ca Presentation for Sales Tactics and Tools June 12, 2013
@markeelliott melliott@vapartners.ca www.vapartners.ca Agenda • Introduction • Networking for Sales • Cold Call • Email • Prospecting Research Tools • Linkedin • Twitter • Social Media Tools • Sales CRM • Skype • Web demos • Content Marketing • Meeting Plan • Resources • Sales Peer2Peer
@markeelliott melliott@vapartners.ca www.vapartners.ca Introduction • Mark Elliott co-founder • VA Partners provides Part-time Sales and Marketing • Almost 20 Years of Sales and Marketing • Worked with 60 clients over 6+ years • Created a $600,000 annual annuity stream for a finance company • Grew Financial client from 1 to 50 customers and double revenue • Closed over $100,000 in sales directly from Social Media Leads • Booked 100+ meetings using Social Media • Increased revenue for web based company by 50%
@markeelliott melliott@vapartners.ca www.vapartners.ca Networking for Sales • People are there to meet other people • Go to where your customers and partners are • Have a plan • Meet new people • Ask questions • Next steps • Connect on Linkedin • Follow-up
@markeelliott melliott@vapartners.ca www.vapartners.ca Cold Calling • Do your research • Have a plan • Understand your goal • Benefits • Right time to call • Practice handling objections
@markeelliott melliott@vapartners.ca www.vapartners.ca Email • Research • Subject line • Keep it short • Benefits • Next step • Tools available
@markeelliott melliott@vapartners.ca www.vapartners.ca Prospecting Research Tools
@markeelliott melliott@vapartners.ca www.vapartners.ca Linkedin • Have a plan • Connections • Status Updates • 2nd Connections • Groups • Trigger Events • Signal • inMail
@markeelliott melliott@vapartners.ca www.vapartners.ca Twitter • Have a plan • Reinforce message • Connect with customers, partners, prospects • Share information • Interact • Ask for an email or telephone number
@markeelliott melliott@vapartners.ca www.vapartners.ca Social Media Tools • Web based • Search • Multiple Views • Lists • Schedule Tweets • Mobile
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information
@markeelliott melliott@vapartners.ca www.vapartners.ca Skype • Free Calls between users • Inexpensive long distance • Connect to multiple people • See when people are available
@markeelliott melliott@vapartners.ca www.vapartners.ca Web Demo • Presentations • Demos • Sharing documents
@markeelliott melliott@vapartners.ca www.vapartners.ca Content Marketing • Blogs • Whitepapers • Subject matter expert • Content for other platforms • Linkedin • Twitter • Newsletter • Drive more hits to your site • Downloads can become leads
@markeelliott melliott@vapartners.ca www.vapartners.ca Meeting Plan • Keeps the meeting on track • Ensure you are moving to the right goals and next steps
@markeelliott melliott@vapartners.ca www.vapartners.ca Great Sales Resources Entrepreneurs Tool Kit Peer2Peer Sales 2.0 Book Linkedin Group
@markeelliott melliott@vapartners.ca www.vapartners.ca Sales Peer2Peer • Next event in the Fall • Frequency • Move to monthly • Sales Topics

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B2B Sales Tactics and Tools