How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!

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.




Hosted by Brian Hasenbauer, LeadG2 Inbound Marke>ng & Sales

Consultant

[email protected] @BHASENBAUER




Featuring: Dani Buckley Inbound Marke>ng & Sales

Consultant

[email protected] @DANIOBUCKLEY

1 Challenges Facing Media Sellers Today

Today’s Webinar Will Cover

2 How the Modern Media Buying Cycle Has Changed


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


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


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?


Needs Find

Solutions Sell


They’re spending

very little time

finding needs and

selling solutions



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



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.


Having a B2B Website That’s Focused on Content and Educa5ng Prospects


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.


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).


U5lizes Technology to Know Why, What and When


For example

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

Marketing

How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!