B2B Sales Strategy: Insider tips - MaRS Best Practices
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Have you mastered the fundamentals of sales strategy for a growing B2B organization? Want to refresh your skills? This presentation covers the ins and outs of these best practices: * Creating the right value proposition * Choosing the best target * Understanding how to reach your partners and customers * Navigating the steps of the sales process * Using tools to help with the close * Leading the sales team
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B2B Sales Strategy: Insider tips - MaRS Best Practices
- 2. Presentation for B2B Sales Strategy: Insider Tips March 22, 2012 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 3. Agenda • Introduction • Value Proposition • Targets • Sales and Marketing • Tactics • Process Tools • CRM • Forecast • Managing the Team • Compensation • Great Resources • Follow-up items @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 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 50 clients over 5 years @markeelliott melliott@vapartners.ca www.vapartners.ca
- 5. Sales gets a bad reputation @markeelliott melliott@vapartners.ca www.vapartners.ca
- 6. 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
- 7. 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
- 8. Sales and Marketing • Work in Alignment • Segment target markets • Marketing to support sales • Web • Brochures • Presentations • Social Media • New Content: Blog • PR • Traditional Media • What is a good lead • Measure your activities @markeelliott melliott@vapartners.ca www.vapartners.ca
- 9. Sales Tactics • Research • Social Media • Web • Jigsaw • Linkedin • Leverage 2nd • Status Updates • Twitter • Regular Updates • Reach out through Twitter • Targeted Email • Warm/Cold Calling @markeelliott melliott@vapartners.ca www.vapartners.ca
- 10. Sales Process Tools • Path to Sales Success • Meeting plans • Who are you meeting Prospecting • Why do they want to meet? Qualifying • Goals • Next Steps Proposing • Activity targets Closing • Handling objections • Sales deliverables Roll-out • Brochures • Presentations • Proposals • Web update @markeelliott melliott@vapartners.ca www.vapartners.ca
- 11. Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information @markeelliott melliott@vapartners.ca www.vapartners.ca
- 12. Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up @markeelliott melliott@vapartners.ca www.vapartners.ca
- 13. 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 @markeelliott melliott@vapartners.ca www.vapartners.ca
- 14. Sales Compensation • Simple • Measureable • Salary • Commission • Activities • Meetings • Proposals • Demos • Calls @markeelliott melliott@vapartners.ca www.vapartners.ca
- 15. Great Sales Resources Peer2Peer Senior Sales Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca
- 16. Follow-up items • Presentation will be posted • Hot Tips • VA Partners Blog Summary • Follow-up questions, please contact me @markeelliott melliott@vapartners.ca www.vapartners.ca