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Sales Engagement Optimization

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SalesNexus.com CEO Craig Klein presents "Sales Engagement Optimization" to the Boston meeting of the AA-ISP.

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Sales Engagement Optimization

  1. 1. Learn Share Network#IS2015 Sales Engagement Optimization
  2. 2. #IS2015 SalesNexus.com Marketing & Sales Automation 1 solution Zero IT hassles Craig Klein CEO
  3. 3. #IS2015
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  7. 7. #IS2015 Redstone Payment Solutions 50 Sales Reps 2000 Existing Customers 1 Email 40 Leads/Responses 4 Sales
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  9. 9. #IS2015 Understand Best Practices of Lead Nurturing Tracking Where Customers Are in the Process Creating Content – What to Say, What to Send
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  20. 20. #IS2015 Current Situation Salespeople 10 Calls per Lead 3 Calls per Day 50 Close Rate 20% 667 monthly closes Lost Leads 133 per day 2667 per month 32000 per year With Lead Nurturing Nurture Responses 320 per email Emails per month 3 960 per month Closes 192 29% more closes per month Assumptions 1% of emails will get "clicked" Sales team can respond to "clickers" within 24 to 48 hours
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  27. 27. #IS2015 Awareness Ask - Is PAIN a problem for you? Does Symptom ever happen to you? Have you considered making a change? Offer - Download “How to Know if Pain/Symptom is a Problem for You” Download “3 Tips on Curing the Pain/Symptom”
  28. 28. #IS2015 Education Ask - Have you thought about fixing PAIN? Would you be interested in how companies like yours have benefited from improving PAIN? Offer - Case Studies 5 Ways to Reduce Costs/Increase Profits by Fixing Pain.
  29. 29. #IS2015 Engagement Ask - Are you considering any other solutions? Have you made a list of requirements? What have you tried so far? Offer - Vendor/Feature Comparison Cost/ROI Analysis
  30. 30. #IS2015 Decision Ask - Who will be responsible for implementation? Have you thought about a training plan? Does UNIQUE USE OF YOUR DIFFERENTIATOR ever happen to you? Offer – 5 Surprises to Avoid When Buying Product/Service 3 Keys to Success Implementing/Installing/Changing Product/Service
  31. 31. #IS2015
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  33. 33. #IS2015 www.salesnexus.com cklein@salesnexus.com @craigklein

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