[webinar] how to keep sales cranking in the second half of the year
TRANSCRIPT
[LIVE WEBINAR]
How to Keep Sales Cranking in the Second Half of the Year
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
Part 1: Find the Next Batch of Prospects
Set Sales People Up to be Thought Leaders
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
Couple Context with Social Tools
Part 1: Find Prospects
75%of B2B Buyers use social media to make purchasing decisions
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
Identify people at the right time who can influence the buying decision
Part 1: Find Prospects
Use social triggers to engage with prospects at the right time
Part 1: Find Prospects
Act on Social TriggersPart 1: Find Prospects
5XMore likely to engage with sales
professionals via warm introduction than cold outreach.
Find common connections for a
warm introduction
Part 1: Find Prospects
Part 2: Re-engage with Your Database
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 with a Subject or No Subject?
Part 2: Engage Database
Part 2: Engage Database
Which emails had a higher Open Rate?
Emails sent on Monday, Friday, or Sunday?
Part 2: Engage Database
Try scheduling prospecting emails on the weekend
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
Reinvigorate a Cold Account
Part 2: Engage Database
First, Don’t Underestimate Closed Lost Account
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
Part 3: Create Multiple Paths into an Account
Part 3: Multiple Paths
Find other relevant contacts within an account
Part 3: Multiple Paths
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
Q&A#SalesSuccess
@AlexWolin
@MarkRoberge
25% DISCOUNT CODE FOR WEBINAR ATTENDEES, EXPIRES JULY 31:
LINKEDIN15
Thank you!