The USA B2B Sales for International Companies
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The USA B2B Sales for International Companies

Practical Guide, v0.5

About the Book

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

About the Authors

Table of Contents

  • Introduction
  • How to organize a Sales Process?
    • Process is a Key to Success
    • Important Notice
    • The Sales Proccess
    • Nurturing
    • Lead generation
    • Lead Qualification
    • Challenge Exploration and Estimation
    • Proposal Pitch
  • How to Measure the Sales Process Performance?
    • Funnel Size
    • Communications
    • Close Ratio
    • Other
  • How to get B2B Contacts?
  • How to Find an Email
  • Should I make video calls or meetings in person?
    • Close clients
    • Distant clients
  • ABM Solutions
  • How to Sell Through LinkedIn?
    • Why LinkedIn is Good
    • Process
    • Tips and Tricks
    • Tools
    • Typical Performance
    • How to Find Your Target Market
    • Scripts
    • How to Prepare Your LinkedIn Account
    • LinkedIn Profile Samples
  • How to Sell at Conferences and Expos
    • Step 1. Choosing Conferences
    • Step 2. Negotiations
    • Step 3. Preparation
    • Step 4. Execution
    • Step 5. Lead Processing
    • Tips and Tricks
  • How to Do Cold Calling?
    • To Call or Not to Call?
    • What is the Typical Performance
    • How to Set Up Cold Calling
    • What is the best time for calls?
    • Should I leave a voice mail?
    • Comments
    • How to write a good script?
    • Objections
    • How to Pass Gatekeepers?
    • Any Samples?
    • How to Choose a Headsets for Calls?
    • Headset Makes and Models
  • How to Sell Through Outbound Email Campaigns?
    • Outbound Email Template 1
    • Outbound Email Template 2
    • Outbound Email Template 3
  • How to Generate Inbound Leads?
    • Paid Channels
    • Inbound Process set up
    • Keyword Planners
    • Communities
  • Outbound Call when we Get Telephone Number in the Request
  • What Questions to Ask to Qualify a Lead?
    • Why do you need qualification
    • Goals
    • What Questions you Need in The Script Below?
    • Zoom Call Script
    • Some More Questions
    • Follow Up Email Template
    • How to find right allies?
  • How to Make a Zoom Call to Reaserch Client Problems
    • Goal of the call
    • Process overview
    • Important!
    • Script
  • What is Important to B2B Buyers?
    • Adopter Categories
  • How to Prepare a Logical Case?
    • What is a Logical Case?
    • Logical Case Sample
    • How to Prepare a Logical Case
    • Logical Case Sample
  • How to Identify a Decision Maker?
  • How to Close a Deal in a 60 Min Meeting?
    • Important!
    • Process overview
    • Script
    • Tips and Tricks
    • Close Deal Formula
    • First 4 seconds
    • First 15 seconds
  • How to Follow up a Client After the Proposal Pitch
    • Within 24 hours
    • The second follow-up
    • The third follow-up
  • How to Sell More to Existing Customers?
    • To inform customers about other products you have
    • Ask clients what else they buy
    • To ask some more business that your comptetitors get now
  • How to Collect Testimonials?
    • Email to Appoint a Call to Collect Testimonials
    • Ask a Testimonial at the End of Another Conversation
    • The Call Itself
  • Questions to Your Clients and Yourself
    • Questions to Yourself
    • To increase sales per customer
    • To get Testimonials
    • To use testimonials
    • To Ask for Referrals
    • Ask for a Business
    • To check in Proactively on Phone
    • 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
    • Ideas how to improve the book
    • Sales Process Readiness Checklist
  • What is the best structure for the proposal slide deck?

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