four things to do today to increase b2b sales
TRANSCRIPT
4 Things To Increase Sales Today
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Fred Diamond DIAMOND Strategic Marketing
Alex Bartholomaus People Stretch Solutions
Presented to Greater Reston Chamber of
Commerce, April 8, 2014
The 4 Things We’ll Address
• Ideal Account Profile
• Better Research
• Scripting
• Covenants
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• Two kinds of criteria
– Demographics: characteristics that can be
uncovered easily (often without a conversation)
– Cultural: characteristics that require interaction
in order to determine
• What criteria best describes your ideal account?
Targeting
Criteria Sweet Spot
Sales team size 20-1,000 (salespeople we train)
Vertical software, B2B services, IT services,
manufacturing, life sciences, telecom
Sales roles hunters, lead gen, broader/deeper
Open sales jobs hiring/growing
Lack resources gaps in sales skills training content
Invest in training history of hiring 3rd parties
Ideal Account Profile for PSS
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Advanced Search
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Linked In Search Filters
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Scripting
“Hi Mr. Decision Maker, it’s Fred Diamond.”
---Stop. Don’t say a word until they respond. Respond
appropriately (and have fun).
“Is it ok if I take 10 seconds and tell you why I
called?”
---Pause.
“We help ___________ who are frustrated with
________________. May I ask you a question?”
The Covenant
• What is it?
• When and with whom?
Summary
• Ideal Account Profile
• Better Research
• Scripting
• Covenants
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