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Derek Sather - Drive 2-5x More Leads With Mobile Optimization
 

Derek Sather - Drive 2-5x More Leads With Mobile Optimization

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/derek-sather ...

Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/derek-sather

Session Overview
In this session, you will learn:

- How you can influence your lead quality and quantity without setting a fire under marketing
- The first conversation you need to have after this conference- and with who
- The 3 reasons buyers are more hidden than ever before
- What sales calls have to do with the washroom
- Where all the leads went (hint: not into your database)
- Why five minute call backs are only Step-1 in optimizing contact rates
- The primary lever that adjusts inbound lead volume (it's not what you think)
- How your team can flood the pipeline and win more deals, without spending an extra minute on the phone, or in training.

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  • Its a battlefield for leads, and opportunities and won deals. The world of lead gen, cleaning lead databases, and making contact with prospects is not getting any easier. <br /> Typically now, you may need to do 6-12 outbound attempts before you actually connect. Inbound leads are tough to qualify and move slowly. <br /> And your team is lucky to even get into a conversation with a prospect. <br /> Buyers are harder to reach than ever before but we all have goals to hit. <br />
  • The real problem isn&apos;t dirty lead lists, buyers that are hiding from you, or even increased competition <br /> The key challenge is reaching buyers on their mobile devices. <br /> If you fail to make this convenient for them, you will not capture them as a lead, and your team will never talk to them. They will be in a competitor&apos;s database, not yours, one who is optimized for mobile engagement. <br />
  • The reality sales teams face today is that the buyers will only be in their database if the content, supporting material and lead gen form is mobile and conversion optimized <br />
  • Buyers are on different devices, have fragmented buying experiences with your company, in micro sessions throughout their day –even in the washroom! <br /> Convenience is king, so if you&apos;re not convenient, you don&apos;t even make it to their short list. <br />
  • The biggest lever that adjusts lead volume is buyer experience - and without mobile optimized content and lead gen forms, your lead volume will suffer dramatically <br />
  • Many buyers today would prefer to never speak with you - doing their research and only getting in contact to finalize specifics and negotiate their price. <br /> A typical buyer has completed 70% of his buying journey when he reaches out to a salesperson. <br /> And every month, more buyers are favoring mobile devices for research and action. The more buyers that use mobile, the more that leave your inconvenient forms and content behind. <br />
  • Ultimately, your lead funnel is losing more and more prospects every day, as buyers abandon content and lead gen forms because they aren&apos;t mobile friendly. <br />
  • What does that mean for you? <br /> Sales people will leave when they recognize they are missing out on opportunities because the support is not in place to make them successful. <br /> Inside sales teams not reaching targets kills motivation and performance numbers. <br />
  • The critical challenge for a sales or marketing executive is curbing the loss of leads and loss of opportunities. <br /> Increasing buyer engagement is absolutely vital, so the team continues to yield improving results every quarter <br />
  • Optimizing lead flow processes with 5 minute calls backs, improving sales coaching and improving against KPIs only goes so far when your lead funnel is losing critical numbers of buyers every day. <br />
  • Whats needed is amajor Course correction - not hassling marketing to run more programs, or different campaigns – but fundamentally optimizing your buyer’s experience for their convenience on smartphones and tablets <br /> Without this course correction, the future is one with even less leads, frustrated buyers and decreasing booked revenue. <br />
  • The new paradigm states that a dramatic improvement to the buyer experience will yield dramatic results. <br /> Make every touch point mobile-friendly. That means website content, lead gen forms, landing pages, emails and attachments. <br />
  • So how exactly do we fix this? <br />
  • The starting point - and the first conversation you need to have - is with the owner of your content pages, and landing pages. <br /> This conversation is important to guarantee the future success of your sales organization - every day that passes, more buyers abandon your lead funnel on their smartphones and tablets. <br />
  • Ensure your team writes mobile-friendly emails - aim for one single screen of text. <br /> Make sure they preview their email on their own phone. <br /> Ensure they are using a template that reformats to a mobile screen. <br />
  • Make sure any link your team shares in an email lands on a page that adapts to a mobile and tablet screen <br />
  • Make sure any content your team shares is mobile-friendly <br /> Have you ever tried reading a pdf on a smartphone or tablet? Make sure you deliver a version that favors a larger font size, and a landscape tablet view <br />
  • Influence your marketing team to produce more condensed, &apos;bite size&apos; assets - like eBriefs, 90 second videos, short articles and snapshot case-studies. <br />
  • Bring that all together, and you will have your mobile-optimized, buyer-friendly lead generation funnel. <br />
  • Your team will have more leads to qualify, more qualified opportunities, and engage with opportunities to close them as won deals, by using mobile-optimized content, landing pages and emails <br />
  • Thanks <br />

Derek Sather - Drive 2-5x More Leads With Mobile Optimization Derek Sather - Drive 2-5x More Leads With Mobile Optimization Presentation Transcript

  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather Drive 2-5x more leads with no new campaigns Derek Sather Chief Revenue Officer, Mobify
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
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  • #SalesSummit | @derek_sather
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  • #SalesSummit | @derek_sather Monthly Revenues
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather • Mobile optimized content pages and landing pages • Mobile-friendly emails (1 single screen) • Preview emails on a phone • Email template that reformats to a mobile screen • Share links to mobile-friendly content • Reformat content to be mobile-optimized • Marketing team needs to product bite sized assets
  • #SalesSummit | @derek_sather
  • #SalesSummit | @derek_sather Drive 2-5x more leads with no new campaigns Derek Sather Chief Revenue Officer, Mobify www.linkedin.com/in/dereksather @derek_sather dsather@mobify.com