B2B Sales Strategy for Startups

@markeelliott [email protected] www.vapartners.ca

Presentation for

B2B Sales Strategy


Agenda• Introduction• Value Proposition• Targets• Sales and Marketing• Tactics• Process Tools• CRM• Forecast• Managing the Team• Compensation• Great Resources


Introduction

• Mark Elliott co-founder • VA Partners provides Part-time Sales and Marketing• Almost 20 Years of Sales and Marketing• Created a $600,000 annual annuity stream for a finance

company• Grow Financial client from 1 to 44 customers and double

revenue• Close over $100,000 in sales directly from Social Media

Leads• Booked over 70 meetings using Social Media• New clients for web based company increased revenue

by 50%• Worked with 60 clients over 7 years


Sales gets a bad reputation


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


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


Sales and Marketing• Inbound leads• Work in Alignment• Segment target

markets• Marketing to support

sales• Web

• Brochures

• Presentations

• Social Media

• Content Marketing

• PR

• Traditional Media

• What is a good lead• Measure your activities


Sales Tactics• Inside - Outside• Research

• Social Media

• Web

• Jigsaw

• Linkedin• Leverage 2nd

• Status Updates

• Twitter• Regular Updates

• Reach out through Twitter

• Targeted Email• Warm/Cold Calling


Sales Process Tools• Path to Sales Success• Meeting plans

• Who are you meeting

• Why do they want to meet?

• Goals

• Next Steps

• Activity targets• Handling objections• Sales templates

• Proposals

• Emails

• Call scripts

Prospecting

Qualifying

Proposing

Closing

Roll-out


Sales CRM• Accounts• Contacts• Activities• Opportunities• Notes• Leads• Share information


Sales Forecast• Bottom up is best • Consistent • Specific opportunities• Next steps defined• Hold reps and

managers accountable• Follow-up


Sales Team• Roles are defined• Expectations• Support is in place• Communications plans

• Formal one-on-one

• Team meetings

• Sales meetings

• Management by walking around

• Sales Plan


Sales Compensation• Simple• Measureable• Salary• Commission• Activities

• Meetings

• Proposals

• Demos

• Calls


Great Sales Resources

Entrepreneurs Tool Kit

Sales 2.0 BookLinkedin Group

http://yoursalesplaybook.com

B2B Sales Strategy for Startups

Business

sales tactics

sales forecast

years of sales

sales plan

sales team roles

b2b sales strategy

sales success meeting

sales process tools