b2b sales strategy: insider tips - mars best practices

Download 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

TRANSCRIPT

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    Presentation for

    B2B Sales Strategy: Insider Tips

    March 22, 2012

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    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

    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

    Sales gets a bad reputation

  • @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

  • @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 dont

    work the same way Call high in the

    organization

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    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

    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

    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 deliverables

    Brochures Presentations Proposals Web update

    Prospecting

    Qualifying

    Proposing

    Closing

    Roll-out

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    Sales CRM Accounts Contacts Activities Opportunities Notes Leads Share information

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    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

    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

    Sales Compensation Simple Measureable Salary Commission Activities

    Meetings Proposals Demos Calls

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    Great Sales Resources

    Entrepreneurs Tool Kit

    Peer2Peer Senior Sales

    Sales 2.0 Book

    http://thesalesblog.com/

    Linkedin Group

    http://yoursalesplaybook.com

  • @markeelliott melliott@vapartners.ca www.vapartners.ca

    Follow-up items Presentation will be posted Hot Tips VA Partners Blog Summary Follow-up questions, please contact me