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How  Your  Media  
Sales  Team  Can  
Get  More  
Appointments,  
Waste  Less  
Time,  and  Sell  
More!  
By  LeadG2  
  ...
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 rea...
How  Your  Media  
Sales  Team  Can  
Get  More  
Appointments,  
Waste  Less  
Time,  and  Sell  
More!  
Hosted  by  Bri...
How  Your  Media  
Sales  Team  Can  
Get  More  
Appointments,  
Waste  Less  
Time,  and  Sell  
More!  
Featuring:  Dan...
1  
Challenges  
Facing  Media  
Sellers  Today  
Today’s  Webinar  Will  Cover  
2  
How  the  
Modern  Media  
Buying  Cycle  
Has  Changed  
Today’s  Webinar  Will  Cover  
3  
What  The  Future  
of  Sales  and  
Marke5ng  Holds  
for  Sales  Teams  
Today’s  Webinar  Will  Cover  
4  
How  New  
Technology  and  
Processes  Solve  
Today’s  Sales  
Challenges  
Today’s  Webinar  Will  Cover  
5  
How  to  U5lize  Sales  
and  Marke5ng  
Strategies  of  the  
Future  and  Leave  
the  Past  Behind  
  
Today’s  We...
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?
Challenge:  GeIng  More  Quality  Appointments  
Needs
Find
Solutions
Sell
Challenge:  GeIng  More  Quality  Appointments  
They’re spending
very little time
finding needs and
selling solutions
Challenge:  GeIng  More  Quality  Appointments  
Challenge:  GeIng  More  Quality  Appointments  
Prospects everywhere
•  Know what’s available
•  Have less need for
salespeople
•  Have more salespeople calling
Sellers e...
Challenge:  GeIng  More  Quality  Appointments  
Delete
1)  What  if  you  hired  one  less  
-­‐  $50,000  or  $75,000  or  more  
-­‐  sales  person  and  invested  in  
a  lon...
2)  What  would  a  lead  
genera5on  strategy  be  worth  to  
you  if  you  could  send  your  
salespeople  on  more  q...
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  t...
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  
Marke5n...
How  New  
Technology  and  
Processes  Solve  
Today’s  Sales  
Challenges  
Have  an  Online  
Presence  for  your  
B2B...
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  ...
The  Future  of  Sales  &  
Marke>ng    
  
  
Having  a  B2B  Website  That’s  Focused  
on  Content  and  Educa5ng  Pros...
The  Future  of  Sales  &  
Marke>ng    
  
  
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  compa...
The  Future  of  Sales  &  
Marke>ng    
  
  
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  
co...
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  
premi...
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  tec...
The  Future  of  Sales  &  
Marke>ng    
  
  
U5lizes  Technology  to  Know  Why,  What  and  When  
The  Future  of  Sales  &  
Marke>ng    
  
  
For  example  
Lead  Intelligence  
in  3  Easy  Steps  
Lead  Intelligence  
in  3  Easy  Steps  
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.”  
  
-­‐  Set...
Q&A  Want  to  Learn  More?    
Download  our  e-­‐book  
  
bit.ly/futureofsales  
  
The  Future  of  Sales  and  
Marke...
Ques>ons?  
www.leadg2.com  
  
@danibuckley  
@bhasenbauer  
@leadg2  
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!
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!
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How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!

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Learn how your media sales team can get more appointments, waste less time, and sell more.

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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (Unlimited) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download Full EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ACCESS WEBSITE for All Ebooks ......................................................................................................................... Download Full PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
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How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!

  1. 1. 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…    
  2. 2. And  are  a   HubSpot   Pla>num  Agency   partner  
  3. 3. 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.  
  4. 4. How  Your  Media   Sales  Team  Can   Get  More   Appointments,   Waste  Less   Time,  and  Sell   More!   Hosted  by  Brian   Hasenbauer,  LeadG2   Inbound  Marke>ng  &  Sales   Consultant   BRIANHASENBAUER@LEADG2.COM   @BHASENBAUER  
  5. 5. How  Your  Media   Sales  Team  Can   Get  More   Appointments,   Waste  Less   Time,  and  Sell   More!   Featuring:  Dani  Buckley   Inbound  Marke>ng  &  Sales   Consultant   DANIBUCKLEY@LEADG2.COM   @DANIOBUCKLEY  
  6. 6. 1   Challenges   Facing  Media   Sellers  Today   Today’s  Webinar  Will  Cover  
  7. 7. 2   How  the   Modern  Media   Buying  Cycle   Has  Changed   Today’s  Webinar  Will  Cover  
  8. 8. 3   What  The  Future   of  Sales  and   Marke5ng  Holds   for  Sales  Teams   Today’s  Webinar  Will  Cover  
  9. 9. 4   How  New   Technology  and   Processes  Solve   Today’s  Sales   Challenges   Today’s  Webinar  Will  Cover  
  10. 10. 5   How  to  U5lize  Sales   and  Marke5ng   Strategies  of  the   Future  and  Leave   the  Past  Behind     Today’s  Webinar  Will  Cover  
  11. 11. 1   Challenges   Facing  Media   Sellers  Today  
  12. 12. 3  Major   Challenges   Facing   Media   Sellers   Today   GeIng  More   Appointments     Was5ng  Time     Selling  More      
  13. 13. Challenge:    GeIng  More  Quality  Appointments       1
  14. 14. $50,000 $100,000 $150,000 What do you pay them to do? Challenge:  GeIng  More  Quality  Appointments  
  15. 15. Needs Find Solutions Sell Challenge:  GeIng  More  Quality  Appointments  
  16. 16. They’re spending very little time finding needs and selling solutions Challenge:  GeIng  More  Quality  Appointments  
  17. 17. Challenge:  GeIng  More  Quality  Appointments  
  18. 18. 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 Challenge:  GeIng  More  Quality  Appointments  
  19. 19. Challenge:  GeIng  More  Quality  Appointments   Delete
  20. 20. 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    
  21. 21. 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    
  22. 22. 2 Challenge:  Was5ng  Less  Time  
  23. 23. Challenge:  Sell  More   3
  24. 24. 2   How  the   Modern  Media   Buying  Cycle   Has  Changed  
  25. 25. The  Modern  Media  Buying  Cycle  
  26. 26. Zero  Moment  of  Truth  
  27. 27. “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  
  28. 28. 3   What  The  Future   of  Sales  and   Marke5ng  Holds   for  Sales  Teams  
  29. 29. Can  you  Imagine?   Knowing  what  a  prospect  is   interested  in,  and  when?  
  30. 30. Can  you  Imagine?       Having  automated  tools  in  place   so  salespeople  can  focus  on   sales-­‐ready  leads?  
  31. 31. Building  your  brand  so  prospects  welcome  appointments?  
  32. 32. THI  IS  THE  FUTURE       The  Future  of  Sales  &  Marke>ng    
  33. 33. 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    
  34. 34. 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  
  35. 35. Have  an  Online  Presence  for  your  B2B  Brand   1
  36. 36. 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.  
  37. 37. The  Future  of  Sales  &   Marke>ng         Having  a  B2B  Website  That’s  Focused   on  Content  and  Educa5ng  Prospects  
  38. 38. The  Future  of  Sales  &   Marke>ng         For  Example…      
  39. 39. Incorporate  Social  Media  &  Content  into   the  Sales  Process   2
  40. 40. 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.  
  41. 41. The  Future  of  Sales  &   Marke>ng         Content  is  Used  to  Nurture  and  Educate  Visitors  
  42. 42. 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.  
  43. 43. Lead  Genera5on   in  3  Easy  Steps:     Create  a  B2B   website  with   valuable  content.   1
  44. 44. Lead  Genera5on   in  3  Easy  Steps:     Create  lead   conversion   opportuni5es  via   calls-­‐to  ac5on.   2
  45. 45. Lead  Genera5on   in  3  Easy  Steps     Drive  people  to   landing  pages   that  include  a   form  to  access   premium   content.   3
  46. 46. U>lize  Lead  Intelligence  to  Get  More   Appointments,  Waste  Less  Time  and  Sell   More!     3
  47. 47. 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).  
  48. 48. The  Future  of  Sales  &   Marke>ng         U5lizes  Technology  to  Know  Why,  What  and  When  
  49. 49. The  Future  of  Sales  &   Marke>ng         For  example  
  50. 50. Lead  Intelligence   in  3  Easy  Steps  
  51. 51. Lead  Intelligence   in  3  Easy  Steps  
  52. 52. Lead  Intelligence   in  3  Easy  Steps  
  53. 53. The  Future   is  HERE  
  54. 54. “You  have  everything   you  need  to  move   forward  right  now.  You   don’t  need  more   reassurance.”     -­‐  Seth  Godin  Keynote     Inbound  2015  
  55. 55. Q&A  Want  to  Learn  More?     Download  our  e-­‐book     bit.ly/futureofsales     The  Future  of  Sales  and   Marke>ng    
  56. 56. Ques>ons?   www.leadg2.com     @danibuckley   @bhasenbauer   @leadg2  

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