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[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
Twit...
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 pa...
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 ...
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...
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 Triggers
Part 1: Find Prospects
5X
More 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: En...
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...
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 yo...
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 y...
The social selling era starts now. You know the art of selling.
We can help with the science. 



Check out LinkedIn Sales...
Stay in the New School with
Sidekick & HubSpot CRM
http://www.hubspot.com/crm
http://www.getsidekick.com
Q&A
#SalesSuccess
@AlexWolin
@MarkRoberge
25% DISCOUNT CODE FOR WEBINAR ATTENDEES, EXPIRES
JULY 31:
LINKEDIN15
Thank you!
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[Webinar Slides] How to Keep Sales Cranking in the Second Half of the Year

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It's the middle of summer and you've called all the "good" prospects for the year. Worried about making quota next month? Think your pipeline isn't strong enough to meet your goals? Think again. LinkedIn Sales Solutions's Alex Wolin and HubSpot's Sales CRO Mark Roberge are combining forces, teaching you sales techniques to make your upcoming pipeline stronger than your first half of the year.

Access the on-demand webinar here: http://offers.hubspot.com/secrets-to-keep-sales-cranking

Veröffentlicht in: Vertrieb
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[Webinar Slides] How to Keep Sales Cranking in the Second Half of the Year

  1. [LIVE WEBINAR] How to Keep Sales Cranking in the Second Half of the Year
  2. 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
  3. Meet your Experts @AlexWolin@MarkRoberge CRO Sales Division, HubSpot Head of Enterprise East, LinkedIn Sales Solutions
  4. Agenda 1. How to find new prospects
 2. Reengaging your database and reinvigorating cold accounts
 3. Creating multiple paths into an account
  5. Part 1: Find the Next Batch of Prospects
  6. Set Sales People Up to be 
 Thought Leaders
  7. 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
  8. Couple Context with Social Tools Part 1: Find Prospects
  9. 75% of B2B Buyers use social media to make purchasing decisions
  10. 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
  11. Identify people at the right time who can influence the buying decision Part 1: Find Prospects
  12. Use social triggers to engage with prospects at the right time Part 1: Find Prospects
  13. Act on Social Triggers Part 1: Find Prospects
  14. 5X More likely to engage with sales professionals via warm introduction than cold outreach.
  15. Find common connections for a warm introduction Part 1: Find Prospects
  16. Part 2: Re-engage with Your Database
  17. Full Report Available at http://www.getsidekick.com/email-open-rates-report (6.4 Million Sales Emails Analyzed) Part 2: Engage Database
  18. Which emails had a higher Open Rate? Emails with a Subject or No Subject? Part 2: Engage Database
  19. Part 2: Engage Database
  20. Which emails had a higher Open Rate? Emails sent on Monday, Friday, or Sunday? Part 2: Engage Database
  21. Try scheduling prospecting emails on the weekend Part 2: Engage Database
  22. 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
  23. Reinvigorate a Cold Account Part 2: Engage Database
  24. First, Don’t Underestimate Closed Lost Account Part 2: Engage Database
  25. 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
  26. Part 3: Create Multiple Paths into an Account
  27. Part 3: Multiple Paths
  28. Find other relevant contacts within an account Part 3: Multiple Paths
  29. The Old School Sales Process: Call High “Let’s talk profit margins and growth!” “Yes! Let’s.” Part 3: Multiple Paths
  30. When Old School Tries to Go New School “Let’s talk profit margins and growth!” “Huh?” Part 3: Multiple Paths
  31. 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
  32. 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
 
 

  33. Stay in the New School with Sidekick & HubSpot CRM http://www.hubspot.com/crm http://www.getsidekick.com
  34. Q&A #SalesSuccess @AlexWolin @MarkRoberge
  35. 25% DISCOUNT CODE FOR WEBINAR ATTENDEES, EXPIRES JULY 31: LINKEDIN15
  36. Thank you!

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