stop being a creep! why email tracking is useless without a sales strategy
DESCRIPTION
Stop creeping out prospects with your sales emails, and start engaging instead. Here's a SlideShare that will show you how.TRANSCRIPT
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STOP BEING A CREEP! WHY EMAIL OPEN & CLICK TRACKING IS USELESS WITHOUT A SALES STRATEGY.
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Here’s how sales outreach once felt.
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Here’s how sales outreach once felt.
You send an email.
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Here’s how sales outreach once felt.
You send an email. And that’s it.
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You have no idea what
happens after that email is
sent.
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Now Sales Reps Can use Technology To know when SOMEONE ...
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Now Sales Reps Can use Technology To know when SOMEONE ...
Opens your email.
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Now Sales Reps Can use Technology To know when SOMEONE ...
Opens your email. Clicks links in your email.
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& SO REPS CELEBRATE HOW
MANY PEOPLE INTERACT WITH THEIR EMAILS!
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& SO REPS CELEBRATE HOW
MANY PEOPLE INTERACT WITH THEIR EMAILS!
But this is
the wrong way
to measure
sales success.
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You need an effective strategy
for what to do next.
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What do you first say to someone who opens your email?
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What do you first say to someone who opens your email? What do you say second?
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What do you first say to someone who opens your email? What do you say second? How do you build rapport and trust to help increase velocity?
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How do you use all of these signals to take an action that
empowe" your prospect and allows you to get what you want?
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1 2 3
Measure Engagement.
Call fast.
OPEN WITH CONTEXT.
Here’s the 3-step sales strategy we’ve found works:
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1MEASURE ENGAGEMENT.
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Think of it this way.
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Every tracked email is a seed waiting to grow.
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This engagement is a measure of velocity. “Tim suggested we connect.”
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This engagement is a measure of velocity. “Tim suggested we connect.”
“Tim suggested we connect.”
“Tim suggested we connect.”
“Tim suggested we connect.”
The more times a prospect opens and clicks my content, the better the chance for further engagement.
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This engagement is a measure of velocity. “Tim suggested we connect.”
“Tim suggested we connect.”
“Tim suggested we connect.”
“Tim suggested we connect.”
The more times a prospect opens and clicks my content, the better the chance for further engagement.
If there’s no engagement, then why should sales bother him? “Tim suggested we connect.”
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C ontact again
in 6 months.
Yet, many salespeople
sti% set arbitrary followup
dates.
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C ontact again
in 6 months.
Many salespeople set arbitrary “engagement
dates.”
But why force a date when you can engage natura%y?
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Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actua%y interested.
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GET SIGNALS FOR FREE NOW
Don’t have email tracking technology?
Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actua%y interested.
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Now use that series of engagement
in your outreach!
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2CALL FAST.
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The odds of calling to contact a lead decrease by over 10 times in the first hour.
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The same is true when prospects interact with your emails
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Just be sure your emails
aren’t product pitches – provide
links to helpful content instead.
Hi Sam, Pleasure chatting today. I thought I’d quickly followup with some additional resources for you: - LINK TO HELPFUL RESOURCE - LINK TO HELPFUL RESOURCE Best regards, Mike
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3OPEN with context.
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Here’s an example
roleplay of how this sounds in
action.
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[Sales] "Hey John, this is Mike over at Culture Company ... am I catching you at an alright time?" [Prospect] "Wow, Mike, I was actually just reviewing the email you sent over earlier. Great timing." [Sales] Excellent, I will be brief. I noticed you were checking out some of the information around the link I sent on improving company culture. Wanted to circle back and see if there was anything you had questions on, or if there was further information I could point you towards that would be helpful ...
PART 1
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[Prospect] "Well, we started by eliminating time tracking, and we’re also putting plans in motion to do team lunches on a weekly basis. Its a journey we are taking day-by-day." [Sales] "Interesting ... Many people I’ve spoken with recently are implementing a similar team lunch idea. What they’ve found is by supplementing that with other voluntary benefits, they’ve been able to achieve their goals in much less time. Is there a good time for us to connect this week and I can show you a little more about how we help companies achieve better work/life balance for employees?” [Prospect] "Sure, how about 10 AM tomorrow?"
PART 2
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1 2 3
Measure Engagement.
Call fast.
OPEN WITH CONTEXT.
And there you have it.
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Now you can celebrate.
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... but wait a second.
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Isn’t this super cr(py & intrusive?
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Well, marketers have been tracking
emails since the early 1990s.
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Isn’t it time we gave sales that same technology?
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We think so.
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Give sales the technology they deserve – download Signals today.
GET IT FOR FREE GETSIGNALS.COM
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“Signals lets me see when leads are interested in me in real-time. This is a game changer.”
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Michael Pici PRODUCT MANAGER,
INBOUND SALES @MichaelPici
Anum Hussain MARKETING MANAGER,
INBOUND SALES @anum
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Thank You.
CLICK TO SHARE THIS PRESENTATION!