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Implementing Successful B2B Sales Strategies

May 9 @ 8:00 am - 10:00 am

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Leveraging the right approach to business sales is like having a customized blueprint for success. In this session we will discuss the three key areas of sales productivity: 1) creating repeatable and measurable processes; 2) required selling skills and 3) best practice use of CRM and related technologies. This non-technical program is designed for start-ups and early stage companies. It will be delivered by Rick McCutcheon Dynamics CRM MVP and Certified Sales Professional who is one of North America’s Leading authorities on Selling.


Module One – The Business Buying Process

  • The Five Stages of a typical B2B buying process
    – Discovery & the internal planning process
    – Researching solutions
    – Planning & budgeting
    – Engaging with vendors & resellers
    – Making the buying decision

Module Two – The Corporate B2B Sales Process

  • The 3 pillars of Sales Success – People, Process and Technology
  • Building a repeatable business processes for
    – Social selling
    – Managing leads & opportunities
    – Key account management
  • CRM Best Practices
    – New Business Development
    – Account Management
    – Competitive Analysis


Module Three – The Full Contact Selling System

  • Leveraging Social Selling Platforms
    – LinkedIn
    – Twitter
    – YouTube
    – Google for Business
    – Bing Places for Business
  • Pre-Call Planning and Research
    – What you need to know about the company, the people and the technology they use
  • Defining Opportunity Touch-points
  • The Sales Pursuit
    – Making Contact
    – Positioning your expertise
    – Asking the right Questions
    – Uncovering technology needs
  • Qualifying the opportunities
    – Which prospects are right for you
    – Building effective keep warm strategies
  • Pipelines and forecasts management
  • The Effective Presentation
    – PowerPoint best practices
    – Positioning your company & expertise
    – Telling your story
  • Selling the needs analysis
    – Building a winning solution
    – Presenting your solution
    – Negotiation best practices
    – Uncovering and beating the competition
    – Overcoming objections
  • Gaining Commitment
  • Account Management
  • Building High Value Long Term Relationships
  • The 90 Day Full Contact Selling Implementation Success Plan


Rick McCutcheon – Certified Sales Professional and CRM MVP

Rick is the creator of the Full Contact Selling methodology. He leads a Digital Sales Transformation and Design Practice specializing in B2B and Channel Sales organizations. Rick holds the prestigious designations of CSP (Certified Sales Professional) with Distinction. He has also been awarded the Microsoft Dynamics CRM MVP Designation. He is a much sought-after keynote speaker and workshop leader drawing on his personal experience of working directly on hundreds of CRM and Sales Force Automation initiatives. As a professional speaker, he has delivered practical yet innovative messages on the digital transformation of sales to thousands of business professionals ranging from the SMB Marketplace to Major International Corporations.


May 9
8:00 am - 10:00 am
Event Category:


Innovation Factory


Innovation Factory
175 Longwood Rd S
Hamilton, ON L8P 0A1 Canada
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