ABM Crash Course: 5 Steps to Generating Better Leads and Closing More Deals

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  • Were the end of

    Just checking in

  • Make your sales team more productive.

  • 80%Hubspot Sales Stats 2016

    Require 5+ follow-ups

    of sales

  • 60%Hubspot Sales Perception Survey, Q1 2016

    Spent just following up

    of day

  • Chasing the wrong leads.

  • Hello?! Are you on vacay?

  • Prospects feel like theyare buying a car

  • Even your team hates it.

  • AutomationKilled

    The Cold Call

  • Automate& personalize

    the sales funnel.

  • Define Funnel Align Content Personalize Pitch ID Hot Leads Close more deals

  • Dont wear clown shoes.

  • Leads dont close.

  • Your Sales Funnel

    Awareness

    Consideration

    Decision

    Lead

    Sales Demo

    Proposal

    Follow Up Email

    Close or Lost

    Uncover Real PainPresent decision points to allow leads to define their interests and real needs.

    X

    Demonstrate Success Share customer case studies and examples of how your company improved lives and created real value.

    X

    Competitive ComparisonsSold your product against your competitors weaknesses and common complaints.

    X

  • Your leadsare

    window shoppers.

  • Selling to thewrong leads.

  • Let leads qualify themselves.

  • DecisionShow customer success & product value.

    Align ContentLe

    ad

    Clo

    se o

    r Lo

    st

    NurtureStay front of mind with relevant personal updates and announcements.

    Sale

    s D

    emo

    Pre-Sales PitchPrep leads & your team for the demo.

    Pro

    po

    sal

    Post-Demo Assign sales track & educate.

    Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 12F

    ollo

    w U

    p E

    mai

    l

    Value TrackHighlight company differentiation.

  • Sell to Needs

    Focus personalized selling based on the

    data you have.

    Score Leads

    Score leads by their activity in your

    funnel to focus sales on the best leads.

    Track Interest

    Post-Demo

    Assign sales track & segment by

    product/service interest.

    Track Engagement

    Monitor lead clicks, web visits and

    content downloads.

  • Hot Lead Score: 25Background Job Title: VP

    Function: Sales Industry: Healthcare Location: NYC

    Sample Sally

    Visited+3

    Product Features Page Blog Posts Pricing Page

    Downloaded+15

    Customer Case Study Archive Webinar Product Materials

    Product Offer+2

    Demo Segment Sales Track Segment

    Lifecycle+5

    7 days since last contact Visited 2 times per week

  • You can almost read minds.

  • Automate& personalize

    the sales funnel.

  • Requirements

    Data

    Create account target list of prospects

    Mine email, phone and social contact info

    Technology

    CRM Email Drip Click to Call Landing Pages Analytics

    Content

    Pre-Sales Track Post-Demo Track Value Track Nurture Track

  • Customers weve won

  • Get Case Study: Sales Development

    Annual enterprise contracts closedfrom initial campaign.

    3Enterprise DemosGenerated

    23Return on

    Investment

    200%

    Days toLaunch

    14

    http://optunl.com/sales-strategy/8x7-strategy-for-startupshttp://optunl.com/sales-strategy/8x7-strategy-for-startups

  • Get Case Study: Content Marketing

    Annual enterprise contracts closedfrom initial campaign.

    8Enterprise DemosGenerated

    58Return on

    Investment

    128%

    Feature Articles

    4

    http://optunl.com/marketing-strategies/inbound-lead-generationhttp://optunl.com/marketing-strategies/inbound-lead-generation

  • Get Case Study: Original Conference

    Annual enterprise contracts closedfrom conference campaign.

    41 Day Live - Conference Attendees

    212Return on

    Investment

    200%

    Web Visitors

    8K

    http://optunl.com/marketing-strategies/conference-marketinghttp://optunl.com/marketing-strategies/conference-marketing

  • Get 50 Leads Free

    What are the search queries

    that generate new leads for

    your company?

    Get our free SEO audit and

    custom search strategy.

    FREE SEO AUDITOPTUNL.COM

    http://optunl.com/marketing-strategies/seo-audithttp://optunl.com/marketing-strategies/seo-audit

  • Stay Classy.