Presentation for MaRS Entrepreneurship 101 session on B2B Sales. The presentation highlights Value Proposition, Targets, Process tools, CRM, Sales tactics, Cold Calls, and Meeting plans.

1. Presentation for
Entrepreneurship 101: B2B Sales
February 6, 2013
@markeelliott melliott@vapartners.ca www.vapartners.ca

2. Agenda
• Introduction
• Value Proposition
• Targets
• Process Tools
• CRM
• Cold Call vs. Warm Call
• Leveraging Social Media
• Other Sales Tactics
• Meeting Plans
• Great Resources
• Questions
@markeelliott melliott@vapartners.ca www.vapartners.ca

3. 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 50z+ customers
and double revenue
• Booked over 70 meetings using Social Media
• New clients for web based company increased
revenue by 50%
• Worked with 60+ clients over 6 years
@markeelliott melliott@vapartners.ca www.vapartners.ca

4. 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 melliott@vapartners.ca www.vapartners.ca

5. 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 melliott@vapartners.ca www.vapartners.ca

6. Sales Process Tools
• Path to Sales Success
• Activity targets
Prospecting
• Handling objections
• Sales deliverables
Qualifying
• PDF Brochure
• Presentations
Proposing
• Proposals
Closing • Web update
Roll-out
@markeelliott melliott@vapartners.ca www.vapartners.ca

7. Sales CRM
• Accounts
• Contacts
• Activities
• Opportunities
• Notes
• Leads
• Share information
@markeelliott melliott@vapartners.ca www.vapartners.ca

8. Cold Calls vs. Warm Calls
• Book time in you schedule
• What is your goal?
• Research
• Company
• Person you are contacting
• Call the right person
• Have the right message
• Prepare for objections you
may face
• Call at start and at the end of
the day
@markeelliott melliott@vapartners.ca www.vapartners.ca

9. Leverage Social Media
• LinkedIn
• Complete Profile
• Make it easy to find and
connect
• Connect after….
• Ask for introductions
• Send InMail
• Twitter
• Use tools, like Hootsuite
• Schedule Tweets
• Create lists
• Engage
@markeelliott melliott@vapartners.ca www.vapartners.ca

10. Other Sales Tactics
• Research
• Social Media
• Web
• Jigsaw
• Targeted Email
• Networking
• Inbound leads
• Website
• Social Media
• Inbound Marketing
@markeelliott melliott@vapartners.ca www.vapartners.ca

11. Meeting Plans
• 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?
@markeelliott melliott@vapartners.ca www.vapartners.ca

12. Great Sales Resources
Peer2Peer Senior Sales
Sales Peer to Peer
Linkedin
Group
http://yoursalesplaybook.com http://thesalesblog.com/
@markeelliott melliott@vapartners.ca www.vapartners.ca