Effective Sales & Business Development

Agenda

•  Sales Skills •  Sales Spectrum •  Take home tools

Need a Balance of Skills

Closing Deal Structure Pitch Leads Plan &

Process Value

Prop Brand Clarity

The Sales Spectrum

Clarity

Brand

Value Proposition

Plan and Process

Lead Generation

The Pitch

•  Be clear on value proposition

•  Be clear on time •  Your deck is not your

script •  Memorable

Deal Structure

•  Partners •  Licensors •  Simplicity •  Pilot

Closing the Deal

•  Lifetime customers •  Integrity •  No surprises

Top 7 Sales Books •  Dale Carnegie – How to Win Friends &

Influence People •  Keith Ferrazzi – Never Eat Alone •  Jill Konrath – Selling to Big Companies •  Steve Marx – Close Like The Pros •  Jeffrey Gitomer – The Little Red Book of

Selling •  Sam Richter – Take the Cold Out of Cold

Calling •  Ken Blanchard – Raving Fans

Great Blog

•  http://riccentre.wordpress.com/2010/01/27/frigid-cold-calling/

•  Google Pasieka and Cold Call

Articles on Marsdd.com Sales Links

Buyer response modes http://www.marsdd.com/entrepreneurs-toolkit/articles/Buyer-response-modes

Booking a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Booking-a-sales-call

The characteristics of a B2B technology sale

http://www.marsdd.com/entrepreneurs-toolkit/articles/Characteristics-of-a-B2B-technology-sale

Conducting a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Conducting-a-sales-call

Identifying sales risks and problems http://www.marsdd.com/entrepreneurs-toolkit/articles/Identifying-sales-risks-and-

problems

Mapping buyer response modes http://www.marsdd.com/entrepreneurs-toolkit/articles/Mapping-buyer-response-

modes

Preparing for a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Preparing-for-a-sales-call

Stakeholder management in technology sales

http://www.marsdd.com/entrepreneurs-toolkit/articles/Stakeholder-management-in-technology-sales

Sales 101: The role of selling in a start-up

http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-101-The-role-of-selling-in-a-start-up

Sales tactics for dealing with sales risks and problems

http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-tactics-for-dealing-with-sales-risks-and-problems.html

Stakeholder management chart http://www.marsdd.com/entrepreneurs-toolkit/articles/Stakeholder-management-

chart.html

Sales call talk track http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-call-talk-track

Closing a sale http://www.marsdd.com/entrepreneurs-toolkit/articles/Closing-a-sale

Communicating technology innovations http://www.marsdd.com/entrepreneurs-toolkit/articles/Communicating-technology-

innovations

Following up a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Following-up-a-sales-call

Managing and analyzing sales metrics http://www.marsdd.com/entrepreneurs-toolkit/articles/Managing-and-analyzing-sales-

metrics

Sales metrics http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-metrics

Stages of the sales funnel http://www.marsdd.com/entrepreneurs-toolkit/articles/Stages-of-the-sales-funnel

Thought leadership http://www.marsdd.com/entrepreneurs-toolkit/articles/Thought-leadership

Questions?