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Mike Carden
CEO & Co-founder Sonar6
Sales Cycle Aware of Sonar6
Buying Sonar6
9 months
Sales Cycle
Aware of Sonar6
Buying Sonar6
Faster. Way faster!
Rule #1
People will do pretty much what they were going to do, pretty much when they were
going to do it.
Suspects Prospects Leads Customers
Suspects Prospects Leads Customers
Opt- In
Outreach email Social media SEO SEM Trade Shows
Rule #2
Be Likable.
Be friendly. Be interesting. Be funny. Be amazing. Be yourself.
Don’t try and sell me sht.
Suspects Prospects Leads Customers
Lead Identification
Nurturing email Encourage trial Webinars
Rule #3
Be the newspaper.
Not the ads.
Suspects Prospects Leads Customers
Sales
Automate everything Compelling events
Rule #4
Salespeople close deals.
• People will do what they were going to do.
• Be likable. • Be the newspaper. Not the
ads. • Salespeople close deals.