by Mark Elliott
The Innovation Factory holds and helps with great events in Hamilton. As a regular attendee, I was honoured to lead a session as part of the Café If program on Sales Strategy. Earlier this year I also participated in the Café If session on Lead Generation for B2B Sales. Our attendance was not quite as large as my earlier session, but we had lots of great questions and an engaged crowd.
Below are some of the highlights from this session:
Value Proposition should focus on benefits: The benefits for B2B sales should focus on increasing revenue, expense reduction, productivity improvement, or avoiding something bad like bad PR or breaking a law. Quantifying the benefits makes the value proposition even stronger.
There could be multiple targets at an account: There could be multiple contacts that could help with a decision on your solution. Change the value proposition to suit each role.
Path to Sales Success: Understand the steps in your sales cycle from lead/prospect through to implementation. This will help with the team roles to support the sale and is very useful when new employees start.
Sales CRM: Every organization should be using a Sales CRM to support their sales efforts. A CRM can help with account information, archive activities, schedule future activities, keep track of opportunities, and keep notes.
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