I built my business on cold calling. Then I scaled it on inbound marketing. The #1 mistake I see Executives making is worrying about ideology -- rather than focusing on getting in front of as many prospects as possible. In this session, we'll explore effectively combining the best of inbound marketing with the best of outbound prospecting (and yes, there are good parts!). Come to this session and you'll learn to stop worrying and love picking up the phone.

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4
OUTBOUND CALLING FOR
THE INBOUND OBSESSED
Trish Bertuzzi
President & Chief Strategist

2. Inside sales builder,
writer, and thinker.
@bridgegroupinc
TRISH
BERTUZZI

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Outbound = better deals
+ASP -win rate -sales cycle

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How do you define
Inbound?

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MORE
LESS

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OLD SCHOOL

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NEW, OLD SCHOOL

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OLD, NEW SCHOOL

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NEW SCHOOL IPOS:
2007-14

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I
M
P
A
C
T

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Sound familiar?

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4 Problems and Solutions

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Qualify contact
not the company
1 2 3 4

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Others: CRO & CFO

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Processing or
prospecting?

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Qualify company,
not the contact
1 2 3 4

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Treating
chicken sh*t
like chicken salad
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What does the
inbound rep do?

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Those who
focus, win
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No firmo, nurture
Give reps leeway

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Telling the
same story…
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Be interesting,
be relevant
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ontact
ompany
onversation
starter

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Saying the exact
same thing
to different people
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CTO CFO CRO

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CTO CFO CRO

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Processing or
prospecting?

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Story, media,
and cadence
1 2 3 4

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CTO CFO CRO

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Phone
Email
Ghosting

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4 PILLARS
Qualify company, not the contact
Those who focus, win
Be interesting, be relevant
Story, media, and cadence

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Questions?