Startup Sales for Silicon Halton

Startup Sales for Silicon Halton
@markeelliott #shlearn @siliconhalton Startup Sales Tactics March 26, 2014
@markeelliott #shlearn @siliconhalton Agenda
@markeelliott #shlearn @siliconhalton • 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 Introduction
@markeelliott #shlearn @siliconhalton • 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 #shlearn @siliconhalton • 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
@markeelliott #shlearn @siliconhalton • 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 #shlearn @siliconhalton • 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 #shlearn @siliconhalton • Path to Sales Success • Activity targets • Handling objections • Email templates • Telephone scripts Prospecting Qualifying Proposing Closing Roll-out Sales Process Tools
@markeelliott #shlearn @siliconhalton • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information Sales CRMs
@markeelliott #shlearn @siliconhalton • 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 #shlearn @siliconhalton • 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 #shlearn @siliconhalton • Research • Social Media • Web • Data.com • Targeted Email • Networking Other Sales Tactics
@markeelliott #shlearn @siliconhalton • 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 #shlearn @siliconhalton Linkedin Group Sales Peer2Peer http://yoursalesplaybook.com Sales Peer to Peer Great Sales Resources

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