#SalesSummit | @lhacohen

#SalesSummit | @lhacohen

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Speaker for this Session

Lee HacohenVP Sales, Marketing Solutions

ON24

@lhacohen

Fun Facts:

1) Lived/Worked in some Amazing Places (NY/CT, Honolulu, Amsterdam, San Francisco)

2) I can shuck a coconut in less than 40 seconds

3) Experienced Traveler – Visited 54 countries

4) Passionate about Sales/Marketing

#SalesSummit | @lhacohen

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen5 | ©2013 ON24, Inc. All Rights Reserved. I ON24, Inc. Confidential.

The Role of Webinars in the Sales Process

Source: 2012 Tech Marketing Planning Guidance (Forrester)

#SalesSummit | @lhacohen

Webinars are Key Tools for Driving Buying Cycle

Buying Cycle

Awareness

Preference

Purchase

65% buyers are self-educating before engaging with sales

5 Years Ago

Sales Engagement

Role of Webinars

Thought Leadership

Solution Focused Webinars

Customer Validation Webinars / Case Studies

Product Focused / Demo Webinars

Today

Source: Sirius Decisions 2013

#SalesSummit | @lhacohen

REDSI

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Review your available and planned sales/marketing collateral

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Ensure you have webinars & online presentations for clients to engage with at

each stage of the buying cycle

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Deliver engaging & interactive webinars/online presentations

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Branding

Multi-media

InteractivitySocial Media

User Controlled

#SalesSummit | @lhacohen

Seamlessly Pass Engagement Index to your Marketing Automation and/or CRM Platform

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Integrate Engagement Index into Nurture & Follow-Up Strategy

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

REDSI

5 Steps to Accelerate Leads to Revenue

#SalesSummit | @lhacohen

Thank You!

Lee HacohenVP Sales, Marketing Solutions

ON24

@lhacohen