Stepupwards

Course Contents

This training is to teach the best practices of doing inside (B2B) sales.

Know the Company -
- What products do they sell?
- What sort of customers buy their products?
- What need/problem do their products solve?
- How long are they in this business?
- Where are they based out of?
- Read/Follow their brand pages on LinkedIn, Twitter & Facebook (Optional)
- What PR activity have they done in the last 3 months?
Know the customer (client) –
- Who are the CXO level people in the company – CEO, CMO, Business Heads, Product & Channel managers?
- Go through their LinkedIn profiles and check their career background. See if there are common connects with your company’s leadership teams.
- Check on their social footprints on LinkedIn and Twitter
- Search for the events/online interviews/lectures they attended and shared their views in the last 3 months.
Know the Industry –
- Who are the competitors of the company?
- Who is the market leader in their space?
- What is their product differentiator?
Find out the pain point –
- Search for all the company products listed on Amazon.
- How many SKUs are listed there?
- Search for non-availability of products on Amazon.
- Search the internet to see if customers have ranted about anything online – Bad customer service, delay in product delivery, damaged products, wrong products, unavailability of the right size and feature about the product.
- Are the products listed properly and easily discovered on Amazon?
- Are the descriptions about the products listed good enough to describe the product?
- Has the client listed all the SKUs on Amazon?
- Are they advertising well about the products?
Build your story –
- After doing all the above build an attractive story to approach.
- Make sure it is compelling enough to grab the attention of the person you are reaching out to. 1st via text on – LinkedIn, email, etc. It should be compelling, precise and short enough to make you earn a slot to talk to them via a call or get a meeting. \
- During the call/meeting the pitch should be how can you address the pain points with your company.