[webinar slides] how to keep sales cranking in the second half of the year
Post on 06-Aug-2015
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TRANSCRIPT
Housekeeping
Webinar is being recorded, and will be sent out tomorrow
Interact with us in the Q&A panel as well as on Twitter with the hashtag #SalesSuccess
Meet your Experts@AlexWolin@MarkRoberge
CRO Sales Division, HubSpot
Head of Enterprise East, LinkedIn Sales
Solutions
Agenda
1. How to find new prospects
2. Reengaging your database and reinvigorating cold accounts
3. Creating multiple paths into an account
Today’s sales world is transforming. It’s not about the sales rep, it’s about the customer.
Part 1: Find Prospects
Target prospects that are good for YOU
Cold call prospects with YOUR elevator pitch
Push prospects through YOUR sales process
Listen for prospects starting THEIR buy cycle
Engage prospects with THEIR interests
Help prospects through THEIR buying process
Use New Technology to…
Identify people at the right time who can influence the buying decision
Use social triggers to find prospects entering the buying cycle
Find common connections to facilitate a warm introduction
Part 1: Find Prospects
Full Report Available at http://www.getsidekick.com/email-open-rates-report
(6.4 Million Sales Emails Analyzed)
Part 2: Engage Database
Which emails had a higher Open Rate?
Emails sent on Monday, Friday, or Sunday?
Part 2: Engage Database
Rapid Fire Tips:• Don’t use “quick”
• “Tomorrow” has 10% higher open rate
• Start the email body with something about the prospect, not yourself
• Email on the weekends
• “No subject” has higher open rates than a subject line
Part 2: Engage Database
Second, Use New Content & Products from Marketing!
When new product features or helpful content comes out, reach out to your customers and offer it to them.
Part 2: Engage Database
The Old School Sales Process: Call High
“Let’s talk profit margins and growth!” “Yes! Let’s.”
Part 3: Multiple Paths
When Old School Tries to Go New School
“Let’s talk profit margins and growth!”
“Huh?”
Part 3: Multiple Paths
Transform Your Connect Strategy To Leverage Influencers
“I noticed you downloaded our ebook. What specific questions did you have?”
“Wow! This is really helpful. Can you keep helping me?”
o Build trust with the influencer by helping them with their problems.
o Ask for the influencers help to engage with the Decision Maker
Part 3: Multiple Paths
The social selling era starts now. You know the art of selling. We can help with the science.
Check out LinkedIn Sales Navigator for yourself!
Visit: www.sales.linkedin.com
Stay in the New School with Sidekick & HubSpot CRM
http://www.hubspot.com/crmhttp://www.getsidekick.com
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