B2B Sales - Highlighting the obvious

We shall cover- 

• Making a GTM for Divya’s Pinky Promise

• Basics of B2B Sales

• What will be your X factor ?

• Key to Success

• References 

Basics of B2B Sales

• Hunting and Farming

• Clarity on what your goal is (revenue, number of clients, revenue size)

• What is needed to achieve your goal

• Key Learning - Every output is dependent on input variables 

• Leverages right tools - Data (information), Account Plan, contact details, CRM

What will be your X factor ?

• Focus on learning (very very very important in Tech Sales)

  • Customer is smart, well read, and speaks with multiple vendors 

• Value your time

  • It is very easy to stay busy and not create value

  • don’t hide behind grunt work / comfort zone

  • Templatize everything - introduction email, battlecards (you vs competition), answers for obvious objections and questions

• Information gathering

  • More you know about the account, higher the chances to win

  • Account plan should cover -

    • Stakeholders - 

      • Decision Makers

      • Influencers

      • Champions

      • Who is anti- you ?

    • Who is pro- competition

    • Budget with the client - Can they afford what you are selling them

    • Strategic initiatives

• Prioritize

  • Understand difference between important and urgent

  • Understand what is important in long term, and in short term (learn to do both. Its not either or)

    • Unleash the multiple versions of you

  • Spend your time and energy wisely

  • Some clients just want to learn what is new in market, try to identify and spend less time on it

• Its art of boxing

  • More power in every punch (planned approach), and

  • More number of punches (more deals)

• What did I learn this week ? (optimize for long term growth)

  • Technical

  • About the client/s

  • About the sector

    This improves employability

Key to Success

• Build a strong plan

• Monitor closely (not because bosses are asking, but because you want to plan better)

• improvise (keep what works, drop what doesn’t)

• iterate / repeat

Planning covers

1. Define your Ideal Customer Profile

2. Conduct thorough research

3. Develop a compelling value proposition (Why us?)

4. Personalize outreach (how do you reach out to the client)

5. Leverage multi-channel approach

6. Follow up strategically

7. Build relationships

8. Leverage sales tools and technology - CRM, Note taking, writing minutes of the meeting etc

9. Measure and optimize (what to focus on?)

References -

Book - Qualified Sales Leader by John McMohan