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Stop Being A Creep! Why Email Tracking Is Useless Without A Sales Strategy
 

Stop Being A Creep! Why Email Tracking Is Useless Without A Sales Strategy

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Stop creeping out prospects with your sales emails, and start engaging instead. Here's a SlideShare that will show you how.

Stop creeping out prospects with your sales emails, and start engaging instead. Here's a SlideShare that will show you how.

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    Stop Being A Creep! Why Email Tracking Is Useless Without A Sales Strategy Stop Being A Creep! Why Email Tracking Is Useless Without A Sales Strategy Presentation Transcript

    • STOP BEING A CREEP! WHY EMAIL OPEN & CLICK TRACKING IS USELESS WITHOUT A SALES STRATEGY.
    • Here’s how sales outreach once felt.
    • Here’s how sales outreach once felt. You send an email.
    • Here’s how sales outreach once felt. You send an email. And that’s it.
    • You have no idea what happens after that email is sent.
    • Now Sales Reps Can use Technology To know when SOMEONE ...
    • Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email.
    • Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email. Clicks links in your email.
    • & SO REPS CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS!
    • & SO REPS CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS! But this is the wrong way to measure sales success.
    • You need an effective strategy for what to do next.
    • What do you first say to someone who opens your email?
    • What do you first say to someone who opens your email? What do you say second?
    • What do you first say to someone who opens your email? What do you say second? How do you build rapport and trust to help increase velocity?
    • How do you use all of these signals to take an action that empowers your prospect and allows you to get what you want?
    • 1 2 3 Measure Engagement. Call fast. OPEN WITH CONTEXT. Here’s the 3-step sales strategy we’ve found works:
    • 1MEASURE ENGAGEMENT.
    • Think of it this way.
    • Every tracked email is a seed waiting to grow.
    • This engagement is a measure of velocity. “Tim suggested we connect.”
    • This engagement is a measure of velocity. “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” The more times a prospect opens and clicks my content, the better the chance for further engagement.
    • This engagement is a measure of velocity. “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” The more times a prospect opens and clicks my content, the better the chance for further engagement. If there’s no engagement, then why should sales bother him? “Tim suggested we connect.”
    • Contact again in 6 months. Yet, many salespeople still set arbitrary followup dates.
    • Contact again in 6 months. Many salespeople set arbitrary “engagement dates.” But why forcea date when you can engage naturally?
    • Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
    • GET SIGNALS FOR FREE NOW Don’t have email tracking technology? Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
    • Now use that series of engagement in your outreach!
    • 2CALL FAST.
    • The odds of calling to contact a lead decrease by over 10 times in the first hour.
    • The same is true when prospects interact with your emails
    • Just be sure your emails aren’t product pitches – provide links to helpful content instead. Hi Sam, Pleasure chatting today. I thought I’d quickly followup with some additional resources for you: - LINK TO HELPFUL RESOURCE - LINK TO HELPFUL RESOURCE Best regards, Mike
    • Now it’s time to use this context in a sales call.
    • 3OPEN with context.
    • Here’s an example roleplay of how this sounds in action.
    • [Sales] "Hey John, this is Mike over at Culture Company ... am I catching you at an alright time?" [Prospect] "Wow, Mike, I was actually just reviewing the email you sent over earlier. Great timing." [Sales] Excellent, I will be brief. I noticed you were checking out some of the information around the link I sent on improving company culture. Wanted to circle back and see if there was anything you had questions on, or if there was further information I could point you towards that would be helpful ... PART 1
    • [Prospect] "Well, we started by eliminating time tracking, and we’re also putting plans in motion to do team lunches on a weekly basis. Its a journey we are taking day-by-day." [Sales] "Interesting ... Many people I’ve spoken with recently are implementing a similar team lunch idea. What they’ve found is by supplementing that with other voluntary benefits, they’ve been able to achieve their goals in much less time. Is there a good time for us to connect this week and I can show you a little more about how we help companies achieve better work/life balance for employees?” [Prospect] "Sure, how about 10 AM tomorrow?" PART 2
    • 1 2 3 Measure Engagement. Call fast. OPEN WITH CONTEXT. And there you have it.
    • Now you can celebrate.
    • ... but wait a second.
    • Isn’t this super creepy & intrusive?
    • Well, marketers have been tracking emails since the early 1990s.
    • Isn’t it timewe gave salesthat sametechnology?
    • We think so.
    • Give sales the technology they deserve – download Signals today. GET IT FOR FREE GETSIGNALS.COM
    • “Signals lets me see when leads are interested in me in real-time. This is a game changer.”
    • Michael Pici PRODUCT MANAGER, INBOUND SALES @MichaelPici Anum Hussain MARKETING MANAGER, INBOUND SALES @anum
    • Thank You. CLICK TO SHARE THIS PRESENTATION!