1. Mike Carden
CEO & Co-founder
Sonar6

5. Aware of
Sonar6
Sales Cycle
Buying
Sonar6
9 months

6. Aware of
Sonar6
Sales Cycle
Buying
Sonar6
Faster. Way faster!

7. Rule #1
People will do pretty much
what they were going to do,
pretty much when they were
going to do it.

8. Suspects Prospects Leads Customers

9. Opt- In
Suspects Prospects Leads Customers
Outreach email
Social media
SEO
SEM
Trade Shows

10. Rule #2
Be Likable.

11. Be friendly. Be interesting. Be funny.
Be amazing. Be yourself.
Don’t try and sell me sht.

13. Lead Identification
Suspects Prospects Leads Customers
Nurturing email
Encourage trial
Webinars

14. Rule #3
Be the newspaper.
Not the ads.

16. Sales
Suspects Prospects Leads Customers
Automate everything
Compelling events

17. Rule #4
Salespeople close deals.

18. • People will do what they were
going to do.
• Be likable.
• Be the newspaper. Not the
ads.
• Salespeople close deals.