How Your Media
Sales Team Can
Get More
Appointments,
Waste Less
Time, and Sell
More!
By LeadG2
We literally wrote the book on B2B Lead Genera5on…

And are a
HubSpot
Pla>num Agency
partner

and know a
thing or two
about sales!
Since 1983.
Turning Sales Talent into Sales
Performance is our reason for being. As a
sales performance consulting company
since 1983 we help B2B sales
organizations attract, retain, and develop
the highest performing sales people.

How Your Media
Sales Team Can
Get More
Appointments,
Waste Less
Time, and Sell
More!
Hosted by Brian
Hasenbauer, LeadG2
Inbound Marke>ng & Sales
Consultant
BRIANHASENBAUER@LEADG2.COM
@BHASENBAUER

How Your Media
Sales Team Can
Get More
Appointments,
Waste Less
Time, and Sell
More!
Featuring: Dani Buckley
Inbound Marke>ng & Sales
Consultant
DANIBUCKLEY@LEADG2.COM
@DANIOBUCKLEY

1
Challenges
Facing Media
Sellers Today
Today’s Webinar Will Cover

2
How the
Modern Media
Buying Cycle
Has Changed
Today’s Webinar Will Cover

3
What The Future
of Sales and
Marke5ng Holds
for Sales Teams
Today’s Webinar Will Cover

4
How New
Technology and
Processes Solve
Today’s Sales
Challenges
Today’s Webinar Will Cover

5
How to U5lize Sales
and Marke5ng
Strategies of the
Future and Leave
the Past Behind
Today’s Webinar Will Cover

1
Challenges
Facing Media
Sellers Today

3 Major
Challenges
Facing
Media
Sellers
Today
GeIng More
Appointments
Was5ng Time
Selling More

Challenge: GeIng More Quality Appointments
1

$50,000 $100,000 $150,000
What do you pay
them to do?
Challenge: GeIng More Quality Appointments

Needs
Find
Solutions
Sell
Challenge: GeIng More Quality Appointments

They’re spending
very little time
finding needs and
selling solutions
Challenge: GeIng More Quality Appointments

Challenge: GeIng More Quality Appointments

Prospects everywhere
• Know what’s available
• Have less need for
salespeople
• Have more salespeople calling
Sellers everywhere
• Know who the prospects are
• What they spend
• When and where they spend
Challenge: GeIng More Quality Appointments

Challenge: GeIng More Quality Appointments
Delete

1) What if you hired one less
-­‐ $50,000 or $75,000 or more
-­‐ sales person and invested in
a long term lead genera5on
and sales enablement
solu5on vs. a short term fix?
2 Ques5ons for
Every Sales
Manager on
this Webinar

2) What would a lead
genera5on strategy be worth to
you if you could send your
salespeople on more quality
appointments every single
week, and reach your revenue
goals?
2 Ques5ons
for Every
Sales
Manager on
this
Webinar

2
Challenge: Was5ng Less Time

Challenge: Sell More
3

2
How the
Modern Media
Buying Cycle
Has Changed

The Modern Media Buying Cycle

Zero Moment of Truth

“We are in a world of
‘informa>on asymmetry’
which has radically
changed the sales
process. This is true for
every single thing. Every
single market. You are
not exempt.”
– From Daniel Pink
Keynote

3
What The Future
of Sales and
Marke5ng Holds
for Sales Teams

Can you Imagine?
Knowing what a prospect is
interested in, and when?

Can you Imagine?
Having automated tools in place
so salespeople can focus on
sales-­‐ready leads?

Building your brand so prospects welcome appointments?

THI IS THE FUTURE
The Future of Sales & Marke>ng

4
How New Technology
and Processes Solve
Today’s Sales
Challenges
5
How to U5lize Sales and
Marke5ng Strategies of
the Future and Leave
the Past Behind

How New
Technology and
Processes Solve
Today’s Sales
Challenges
Have an Online
Presence for your
B2B Brand
Incorporate
Social Media and
Content into the
Sales Process
U5lize Lead
Intelligence to
Becer Understand
Your Prospects and
Customers

Have an Online Presence for your B2B Brand
1

The Past
Digital footprint is focused on your
listener or audience.
Any B2B site you have is filled with
specs and media guides.
PS.. we don’t call that content!
You probably have a “Contact Us” form.
That helps with only bocom
of the funnel leads – basically
call ins.
There is no reason to visit your site.

The Future of Sales &
Marke>ng
Having a B2B Website That’s Focused
on Content and Educa5ng Prospects

The Future of Sales &
Marke>ng
For Example…

Incorporate Social Media & Content into
the Sales Process
2

The Past
At LeadG2 we don’t call that
content marke5ng… We call
that bad marke>ng.
Some media companies think that sending
sales collateral and specs to prospects is
content marke5ng. Or that “just checking
in” is adequate.
Let’s cut to the chase.. Most sales people
that use social media are not doing it right
to start with.
Why? They lack training and a basic
knowledge of what they are doing.
They are not very successful and stop
aier a few weeks or months.

The Future of Sales &
Marke>ng
Content is Used to Nurture and Educate Visitors

1. Content drives traffic to your website, allowing you
to convert these people into leads. This traffic
comes from social media, Google search results,
email marke5ng campaigns, and a variety of other
places.
2. It gives your sellers something to share on Linkedin
with all of their connec5ons, including prospects
and customers, furthering their posi5on as a
thought leader and expert, and staying top of
mind.
3. It gives your sellers something to send prospects
during the sales cycle. They are then able to stop
just “checking in” and start having real
conversa5ons that macer.

Lead Genera5on
in 3 Easy Steps:
Create a B2B
website with
valuable content.
1

Lead Genera5on
in 3 Easy Steps:
Create lead
conversion
opportuni5es via
calls-­‐to ac5on.
2

Lead Genera5on
in 3 Easy Steps
Drive people to
landing pages
that include a
form to access
premium
content.
3

U>lize Lead Intelligence to Get More
Appointments, Waste Less Time and Sell
More!
3

The Past
Nothing???
We send email blasts to our purchased lists and
look at open rates.
The more technically savvy sales managers look
at visitors to your B2B website and determine
what pages they are looking at(if you have one).

The Future of Sales &
Marke>ng
U5lizes Technology to Know Why, What and When

The Future of Sales &
Marke>ng
For example

Lead Intelligence
in 3 Easy Steps

Lead Intelligence
in 3 Easy Steps

Lead Intelligence
in 3 Easy Steps

The Future
is HERE

“You have everything
you need to move
forward right now. You
don’t need more
reassurance.”
-­‐ Seth Godin Keynote
Inbound 2015

Q&A Want to Learn More?
Download our e-­‐book
bit.ly/futureofsales
The Future of Sales and
Marke>ng

Ques>ons?
www.leadg2.com
@danibuckley
@bhasenbauer
@leadg2