Lee Hacohen - 5 Steps in The Buying Cycle to Accelerate Leads to Revenue

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

Session Overview
For years, those responsible for Sales, Marketing and Demand Generation have looked for the magic wand allowing them to shorten the lead to revenue cycle. In today’s session, Hacohen will present 5 steps to accomplish this utilizing the proven combination of engaging and interactive webinars, effective lead nurturing and transferring the right data points into your CRM.

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Lee Hacohen - 5 Steps in The Buying Cycle to Accelerate Leads to Revenue

  1. 1. #SalesSummit | @lhacohen
  2. 2. #SalesSummit | @lhacohen 5 Steps to Accelerate Leads to Revenue
  3. 3. #SalesSummit | @lhacohen Speaker for this Session Lee Hacohen VP Sales, Marketing Solutions ON24 @lhacohen Fun Facts: 1) Lived/Worked in some Amazing Places (NY/CT, Honolulu, Amsterdam, San Francisco) 2) I can shuck a coconut in less than 40 seconds 3) Experienced Traveler – Visited 54 countries 4) Passionate about Sales/Marketing
  4. 4. #SalesSummit | @lhacohen 5 Steps to Accelerate Leads to Revenue
  5. 5. #SalesSummit | @lhacohen5 | ©2013 ON24, Inc. All Rights Reserved. I ON24, Inc. Confidential. The Role of Webinars in the Sales Process Source: 2012 Tech Marketing Planning Guidance (Forrester)
  6. 6. #SalesSummit | @lhacohen Webinars are Key Tools for Driving Buying Cycle Buying Cycle Awareness Preference Purchase 65% buyers are self-educating before engaging with sales 5 Years Ago Sales Engagement Role of Webinars Thought Leadership Solution Focused Webinars Customer Validation Webinars / Case Studies Product Focused / Demo Webinars Today Source: Sirius Decisions 2013
  7. 7. #SalesSummit | @lhacohen R E D S I 5 Steps to Accelerate Leads to Revenue
  8. 8. #SalesSummit | @lhacohen Review your available and planned sales/marketing collateral 5 Steps to Accelerate Leads to Revenue
  9. 9. #SalesSummit | @lhacohen Ensure you have webinars & online presentations for clients to engage with at each stage of the buying cycle 5 Steps to Accelerate Leads to Revenue
  10. 10. #SalesSummit | @lhacohen Deliver engaging & interactive webinars/online presentations 5 Steps to Accelerate Leads to Revenue
  11. 11. #SalesSummit | @lhacohen Branding Multi-media Interactivity Social Media User Controlled
  12. 12. #SalesSummit | @lhacohen Seamlessly Pass Engagement Index to your Marketing Automation and/or CRM Platform 5 Steps to Accelerate Leads to Revenue
  13. 13. #SalesSummit | @lhacohen Integrate Engagement Index into Nurture & Follow-Up Strategy 5 Steps to Accelerate Leads to Revenue
  14. 14. #SalesSummit | @lhacohen R E D S I 5 Steps to Accelerate Leads to Revenue
  15. 15. #SalesSummit | @lhacohen Thank You! Lee Hacohen VP Sales, Marketing Solutions ON24 @lhacohen

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