b2b sales strategy: insider tips - mars best practices
Post on 13-Sep-2014
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DESCRIPTION
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 teamTRANSCRIPT
@markeelliott [email protected] www.vapartners.ca
Presentation for
B2B Sales Strategy: Insider Tips
March 22, 2012
@markeelliott [email protected] 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 [email protected] 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 [email protected] 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 [email protected] 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
@markeelliott [email protected] 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 [email protected] 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 [email protected] 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 [email protected] www.vapartners.ca
Sales CRM • Accounts • Contacts • Activities • Opportunities • Notes • Leads • Share information
@markeelliott [email protected] www.vapartners.ca
Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and
managers accountable • Follow-up
@markeelliott [email protected] 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 [email protected] www.vapartners.ca
Sales Compensation • Simple • Measureable • Salary • Commission • Activities
• Meetings • Proposals • Demos • Calls
@markeelliott [email protected] 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 [email protected] www.vapartners.ca
Follow-up items • Presentation will be posted • Hot Tips • VA Partners Blog Summary • Follow-up questions, please contact me