How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology startups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems. Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.

1. @markeelliott #Ent101 @MaRSDD
Entrepreneurship 101: B2B Sales
January 28, 2015

2. @markeelliott #Ent101 @MaRSDD
• Buyer Behaviour
• Value Proposition
• Targets
• Types of Sales
• Inbound Leads
• Process Tools
• CRM
• Cold Call vs. Warm Call
• Social Selling
• Other Sales Tactics
• Meeting Plans
• International Sales
• Great Resources
• Questions
Agenda

3. @markeelliott #Ent101 @MaRSDD
• Mark Elliott, Co-Founder
• VA Partners provides Part-time
Sales and
Marketing
• Almost 20 Years of Sales and
Marketing
• Helped to drive millions of page
views, hundreds of meetings,
and millions of dollars in revenue
Bio

4. @markeelliott #Ent101 @MaRSDD
• Sales is hard
• Sales more of a science
than an art
• Present
• The right benefits
• At the right time
• To the right targets
• With the right frequency
• You should be successful
It’s Fishing not Catching

5. @markeelliott #Ent101 @MaRSDD
• Understand how your
target makes decisions
• Select sales and marketing
tactics that get them the
information that is needed
at the right time
Buyer Behaviour

6. @markeelliott #Ent101 @MaRSDD
• What benefits are you
selling?
• Revenue increase
• Cost reduction
• Productivity improvement
• Avoid something bad
• Quantify the benefit
• Multiple value propositions
• How are you different vs.
your competitors
Value Proposition

7. @markeelliott #Ent101 @MaRSDD
• 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
• Engage high within the
organization
Targets

8. @markeelliott #Ent101 @MaRSDD
• Types
• Direct
• Channel
• Outbound
• Inside
• Marketing
• Decision
• Cost of Sale
• How do target customers
buy?
• May do unnatural things
at the start
What Type of Sales is Best?

9. @markeelliott #Ent101 @MaRSDD
• Components
• Blogs
• Whitepapers
• Email marketing
• Social Media
• SEO
• Website
• Easy to update
• Capabilities to add the
components needed
• Customer testimonials
Inbound Lead Generation

10. @markeelliott #Ent101 @MaRSDD
• Path to Sales Success
• Activity targets
• Handling objections
• Email templates
• Telephone scripts
Sales Process Tools

11. @markeelliott #Ent101 @MaRSDD
• Must Have
• Tracking
• Accounts
• Contacts
• Past Activities
• Future Activities
• Opportunities
• Notes
• Leads
• Share information
• Funnel and Forecasting
Sales CRMs

12. @markeelliott #Ent101 @MaRSDD
• What is your goal?
• Research
• Company
• Person you are contacting
• Call the right person
• Have the right message
• Prepare for objections you
may face
• Find the right time to call
• Block time in your
schedule
Cold Calls vs. Warm Calls

13. @markeelliott #Ent101 @MaRSDD
• LinkedIn
• Get connected
• Explore 2nd connections
• Send InMail
• Research
• Post updates
• Twitter
• Use tools, like Hootsuite
• Schedule Tweets
• Create lists
• Engage
• Look for Triggers
• Use it everyday
Social Selling

14. @markeelliott #Ent101 @MaRSDD
• Research
• Social Media
• Web
• Data.com
• Targeted Email
• Networking
Other Sales Tactics

15. @markeelliott #Ent101 @MaRSDD
• Ask questions
• Sample Agenda
• Introduction
• Overview prospect
• Overview your
organization
• Next steps
• Who are you meeting?
• What are they hoping to
get out of the meeting?
• What are your goals?
• What are your next
steps?
Meeting Plans

16. @markeelliott #Ent101 @MaRSDD
• Research
• Resources available
• MaRS
• DFAIT
• Export Ontario
• Expat communities
• Start remotely
• Be selective
• Find partners
International Sales

17. @markeelliott #Ent101 @MaRSDD
Sales Peer2Peer
Sales Peer to Peer
Great Sales Resources