How to Keep Sales Cranking in the Second Half of the Year

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[LIVE WEBINAR] How to Keep Sales Cranking in the Second Half of the Year

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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

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Meet your Experts @MarkRoberge @AlexWolin CRO Sales Division, HubSpot Head of Enterprise East, LinkedIn Sales Solutions

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Agenda 1. How to find new prospects
 2. Reengaging your database and reinvigorating cold accounts
 3. Creating multiple paths into an account

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Part 1: Find the Next Batch of Prospects

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Set Sales People Up to be 
 Thought Leaders

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Part 1: Find Prospects Today’s sales world is transforming. It’s not about the sales rep, it’s about the customer. Target prospects that are good for YOU Listen for prospects starting THEIR buy cycle Cold call prospects with YOUR elevator pitch Engage prospects with THEIR interests Push prospects through YOUR sales process Help prospects through THEIR buying process

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Part 1: Find Prospects Couple Context with Social Tools

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% 75 of B2B Buyers use social media to make purchasing decisions

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Part 1: Find Prospects 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

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Part 1: Find Prospects Identify people at the right time who can influence the buying decision

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Part 1: Find Prospects Use social triggers to engage with prospects at the right time

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Part 1: Find Prospects Act on Social Triggers

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5X More likely to engage with sales professionals via warm introduction than cold outreach.

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Part 1: Find Prospects Find common connections for a warm introduction

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Part 2: Re-engage with Your Database

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Part 2: Engage Database Full Report Availab le at http://www.getside kick.com/ email-open-rates-re port (6.4 Million Sales Emails Analyzed)

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Part 2: Engage Database Which emails had a higher Open Rate? Emails with a Subject or No Subject?

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Part 2: Engage Database

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Part 2: Engage Database Which emails had a higher Open Rate? Emails sent on Monday, Friday, or Sunday?

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Part 2: Engage Database Try scheduling prospecting emails on the weekend

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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 prospect, not yourself • Email on the weekends • “No subject” has higher open rates than a subject line

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Part 2: Engage Database Reinvigorate a Cold Account

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Part 2: Engage Database First, Don’t Underestimate Closed Lost Account

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Part 2: Engage Database 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.

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Part 3: Create Multiple Paths into an Account

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Part 3: Multiple Paths

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Part 3: Multiple Paths Find other relevant contacts within an account

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Part 3: Multiple Paths The Old School Sales Process: Call High “Let’s talk profit margins and growth!” “Yes! Let’s.”

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Part 3: Multiple Paths When Old School Tries to Go New School “Let’s talk profit margins and growth!” “Huh?”

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Part 3: Multiple Paths 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

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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

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Stay in the New School with Sidekick & HubSpot CRM http://www.hubspot.com/crm http://www.getsidekick.com

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Q&A #SalesSuccess @MarkRoberge @AlexWolin

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Thank you!

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