In the last few months, a lot has changed. Yeah, you don't need reminding. With face-to-face meetings and events a no-go, we've all moved online. The question is, how do you keep your connect rates high, when prospects are getting more emails and LinkedIn messages than ever? In this masterclass, we're going to discuss the fundamentals of prospecting, what you can do to stand out in a sea of outreach messages, and how you can use video to make things personal.

1. Prospecting Masterclass:
How to skyrocket your connect rates

2. The Speakers
Andy Culligan
Morgan J Ingram

3. Outbound is WORKING!
7.12% to 14%
2x
0.09% to 1.68%
18x
0.09% to 0.17%
2x

4. Social Selling
Our Sales Masterclasses so far…...
Email + Phone Increasing
Connects

5. Social Selling with Dan
1. Update Your LinkedIn Profile & Make it
CUSTOMER Focused
2. Grow Your Network EVERY SINGLE Day
3. Create & Share Content Regularly &
Consistently
4. Engage in Industry Relevant Content
Every Day

6. Outbound from KD
1. Your message: Problem > Product
2. Tonality. Understand how you sound.
3. Mind the gap. What’s something your
product does that your prospect isn’t
doing?
4. Stop sounding like a sales person, start
having fun.

7. Increasing Connects

10. Increasing Connects with Video
Impacting sales reps to
prospect through the noise

11. Morgan… Why do you keep yelling about video?
● Viewers retain 95% of the message when they watch it in a video compared to 10
percent when they read it in text.
● Tactical empathy
● Email response rates are down
● Call connect rates are down
● 82% of internet traffic will come from video content in 2020 - Vidyard
○ This number could be even higher due to the pandemic: video is now expected
● 1/3 of people are watching more video right now

12. The Stats Behind Video Selling

13. The #1 Reason People Don’t Do Video

14. ● 10 seconds to focus on the trigger or problems
● 30 seconds for your value proposition
● 10 seconds for your call-to-action
Video Formula

15. LinkedIn Video Messages
5 weeks:
• 100 video
messages
• 40 responses
• 27 meetings

16. Q&A

18. Prospecting Masterclass:
How to skyrocket your connect rates
Morgan J Ingram
Director
JBSales
Andy Culligan
CMO
Leadfeeder