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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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  • 1. STOP BEING A CREEP! WHY EMAIL OPEN & CLICK TRACKING IS USELESS WITHOUT A SALES STRATEGY.
  • 2. Here’s how sales outreach once felt.
  • 3. Here’s how sales outreach once felt. You send an email.
  • 4. Here’s how sales outreach once felt. You send an email. And that’s it.
  • 5. You have no idea what happens after that email is sent.
  • 6. Now Sales Reps Can use Technology To know when SOMEONE ...
  • 7. Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email.
  • 8. Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email. Clicks links in your email.
  • 9. & SO REPS CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS!
  • 10. & SO REPS But this is the wrong way to measure sales success. CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS!
  • 11. You need an effective strategy for what to do next.
  • 12. What do you first say to someone who opens your email?
  • 13. What do you first say to someone who opens your email? What do you say second?
  • 14. 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?
  • 15. How do you use all of these signals to take an action that empowers your prospect and allows you to get what you want?
  • 16. Here’s the 3-step sales strategy 1 2 3 we’ve found works: Measure Engagement. Call fast. OPEN WITH CONTEXT.
  • 17. 1MEASURE ENGAGEMENT.
  • 18. Think of it this way.
  • 19. Every tracked email is a seed waiting to grow.
  • 20. This engagement is a measure of velocity. “Tim suggested we connect.”
  • 21. 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.
  • 22. 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.”
  • 23. C ontact agai n i n 6 mont hs. Yet, many salespeople still set arbitrary followup dates.
  • 24. C ontact agai n i n 6 mont hs. Many salespeople set arbitrary “engagement dates.” But why force a date when you can engage naturally?
  • 25. Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
  • 26. GET SIDEKICK FOR FREE NOW Don’t have emai l tracki ng techn o l ogy? Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
  • 27. Now use that series of engagements in your outreach!
  • 28. 2CALL FAST.
  • 29. The odds of calling to contact a lead decrease by over 10 times in the first hour.
  • 30. The same is true when prospects interact with your emails
  • 31. 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
  • 32. Now it’s time to use this context in a sales call.
  • 33. 3OPEN with context.
  • 34. Here’s an example roleplay of how this sounds in action.
  • 35. PART 1 [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 ...
  • 36. PART 2 [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?"
  • 37. And there you have it. 1 2 3 Measure Engagement. Call fast. OPEN WITH CONTEXT.
  • 38. Now you can celebrate.
  • 39. ... but wait a second.
  • 40. Isn’t this super creepy & intrusive?
  • 41. Well, marketers have been tracking emails since the early 1990s.
  • 42. Isn’t it time we gave sales that same technology?
  • 43. We think so.
  • 44. Give sales the technology they deserve – download SIDEKICK NOW. GET IT FOR FREE GETSIDEKICK.COM
  • 45. “Sidekick lets me see when leads are interested in me in real-time. This is a game changer.”
  • 46. Michael Pici SALES MANAGER, HUBSPOT SALES PRODUCT DIVISION @MichaelPici