3. @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
• 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 60 clients over 7 years
5. @markeelliott melliott@vapartners.ca 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
6. @markeelliott melliott@vapartners.ca 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
7. @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales and Marketing
• Inbound leads
• Work in Alignment
• Segment target
markets
• Marketing to support
sales
• Web
• Brochures
• Presentations
• Social Media
• Content Marketing
• PR
• Traditional Media
• What is a good lead
• Measure your activities
8. @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales Tactics
• Inside - Outside
• Research
• Social Media
• Web
• Jigsaw
• Linkedin
• Leverage 2nd
• Status Updates
• Twitter
• Regular Updates
• Reach out through
Twitter
• Targeted Email
• Warm/Cold Calling
9. @markeelliott melliott@vapartners.ca 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 templates
• Proposals
• Emails
• Call scripts
Prospecting
Qualifying
Proposing
Closing
Roll-out
12. @markeelliott melliott@vapartners.ca 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