b2b sales tactics and tools
DESCRIPTION
Sales Tactics and tools presentation geared at growing businesses and startups.TRANSCRIPT
@markeelliott [email protected] www.vapartners.ca
Presentation for
Sales Tactics and Tools
June 12, 2013
@markeelliott [email protected] www.vapartners.ca
Agenda• Introduction• Networking for Sales• Cold Call• Email• Prospecting Research Tools• Linkedin• Twitter• Social Media Tools• Sales CRM• Skype• Web demos• Content Marketing• Meeting Plan• Resources• Sales Peer2Peer
@markeelliott [email protected] www.vapartners.ca
Introduction
• Mark Elliott co-founder • VA Partners provides Part-time Sales and
Marketing• Almost 20 Years of Sales and Marketing• Worked with 60 clients over 6+ years• Created a $600,000 annual annuity stream for a
finance company• Grew Financial client from 1 to 50 customers and
double revenue• Closed over $100,000 in sales directly from Social
Media Leads• Booked 100+ meetings using Social Media• Increased revenue for web based company by 50%
@markeelliott [email protected] www.vapartners.ca
Networking for Sales• People are there to
meet other people• Go to where your
customers and partners are
• Have a plan• Meet new people• Ask questions• Next steps• Connect on Linkedin• Follow-up
@markeelliott [email protected] www.vapartners.ca
Cold Calling
• Do your research• Have a plan• Understand your goal• Benefits• Right time to call• Practice handling
objections
@markeelliott [email protected] www.vapartners.ca
Email• Research• Subject line• Keep it short• Benefits• Next step• Tools available
@markeelliott [email protected] www.vapartners.ca
Prospecting Research Tools
@markeelliott [email protected] www.vapartners.ca
Linkedin• Have a plan• Connections• Status Updates• 2nd Connections• Groups• Trigger Events• Signal• inMail
@markeelliott [email protected] www.vapartners.ca
• Have a plan• Reinforce message• Connect with
customers, partners, prospects
• Share information• Interact• Ask for an email or
telephone number
@markeelliott [email protected] www.vapartners.ca
Social Media Tools
• Web based• Search• Multiple Views• Lists• Schedule Tweets• Mobile
@markeelliott [email protected] www.vapartners.ca
Sales CRM• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information
@markeelliott [email protected] www.vapartners.ca
Skype• Free Calls between
users• Inexpensive long
distance• Connect to multiple
people• See when people are
available
@markeelliott [email protected] www.vapartners.ca
Web Demo• Presentations• Demos• Sharing documents
@markeelliott [email protected] www.vapartners.ca
Content Marketing• Blogs• Whitepapers• Subject matter expert• Content for other
platforms• Linkedin
• Newsletter
• Drive more hits to your site
• Downloads can become leads
@markeelliott [email protected] www.vapartners.ca
Meeting Plan• Keeps the meeting on
track• Ensure you are moving
to the right goals and next steps
@markeelliott [email protected] www.vapartners.ca
Great Sales Resources
Entrepreneurs Tool KitPeer2Peer
Sales 2.0 Book
Linkedin Group
@markeelliott [email protected] www.vapartners.ca
Sales Peer2Peer• Next event in the Fall• Frequency
• Move to monthly
• Sales Topics