[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!