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The USA B2B Sales for International Companies

Practical Guide, v0.5

Dan Lesovodski and Val Jerdes

The USA B2B sales for International companies. Tools, processes, scripts, ideas, and links. Just real working stuff.

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About

About

About the Book

The USA B2B sales for International companies. Tools, processes, scripts, ideas, and links.

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Categories

Sales

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Author

About the Authors

Dan Lesovodski

Val Jerdes

Contents

Table of Contents

Introduction

How to organize a Sales Process?

  1. Process is a Key to Success
  2. Important Notice
  3. The Sales Proccess
  4. Nurturing
  5. Lead generation
  6. Lead Qualification
  7. Challenge Exploration and Estimation
  8. Proposal Pitch

How to Measure the Sales Process Performance?

  1. Funnel Size
  2. Communications
  3. Close Ratio
  4. Other

How to get B2B Contacts?

How to Find an Email

Should I make video calls or meetings in person?

  1. Close clients
  2. Distant clients

ABM Solutions

How to Sell Through LinkedIn?

  1. Why LinkedIn is Good
  2. Process
  3. Tips and Tricks
  4. Tools
  5. Typical Performance
  6. How to Find Your Target Market
  7. Scripts
  8. How to Prepare Your LinkedIn Account
  9. LinkedIn Profile Samples

How to Sell at Conferences and Expos

  1. Step 1. Choosing Conferences
  2. Step 2. Negotiations
  3. Step 3. Preparation
  4. Step 4. Execution
  5. Step 5. Lead Processing
  6. Tips and Tricks

How to Do Cold Calling?

  1. To Call or Not to Call?
  2. What is the Typical Performance
  3. How to Set Up Cold Calling
  4. What is the best time for calls?
  5. Should I leave a voice mail?
  6. Comments
  7. How to write a good script?
  8. Objections
  9. How to Pass Gatekeepers?
  10. Any Samples?
  11. How to Choose a Headsets for Calls?
  12. Headset Makes and Models

How to Sell Through Outbound Email Campaigns?

  1. Outbound Email Template 1
  2. Outbound Email Template 2
  3. Outbound Email Template 3

How to Generate Inbound Leads?

  1. Paid Channels
  2. Inbound Process set up
  3. Keyword Planners
  4. Communities

Outbound Call when we Get Telephone Number in the Request

What Questions to Ask to Qualify a Lead?

  1. Why do you need qualification
  2. Goals
  3. What Questions you Need in The Script Below?
  4. Zoom Call Script
  5. Some More Questions
  6. Follow Up Email Template
  7. How to find right allies?

How to Make a Zoom Call to Reaserch Client Problems

  1. Goal of the call
  2. Process overview
  3. Important!
  4. Script

What is Important to B2B Buyers?

  1. Adopter Categories

How to Prepare a Logical Case?

  1. What is a Logical Case?
  2. Logical Case Sample
  3. How to Prepare a Logical Case
  4. Logical Case Sample

How to Identify a Decision Maker?

How to Close a Deal in a 60 Min Meeting?

  1. Important!
  2. Process overview
  3. Script
  4. Tips and Tricks
  5. Close Deal Formula
  6. First 4 seconds
  7. First 15 seconds

How to Follow up a Client After the Proposal Pitch

  1. Within 24 hours
  2. The second follow-up
  3. The third follow-up

How to Sell More to Existing Customers?

  1. To inform customers about other products you have
  2. Ask clients what else they buy
  3. To ask some more business that your comptetitors get now

How to Collect Testimonials?

  1. Email to Appoint a Call to Collect Testimonials
  2. Ask a Testimonial at the End of Another Conversation
  3. The Call Itself

Questions to Your Clients and Yourself

  1. Questions to Yourself
  2. To increase sales per customer
  3. To get Testimonials
  4. To use testimonials
  5. To Ask for Referrals
  6. Ask for a Business
  7. To check in Proactively on Phone
  8. Follow Up after the Delivery or Conclusion of Work

How to do Teleconferencing?

How to Make a Customer Discovery

What CRM System to Use?

Where to Read More?

What I am Going to Add Here

  1. Ideas how to improve the book
  2. Sales Process Readiness Checklist

What is the best structure for the proposal slide deck?

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