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- LaunchPointWebinarSeries 5WaysYourSalesTeamWillMaketheNextWebinarASuccess ReadyTalkandEgencia March23,2016
- •Thiswebinarisbeingrecorded!Slidesand recordingwillbesenttoyouafterthewebinar •Enteryourquestionsinthechat–wewillget tothemafterthewebinar •Postingtosocial?Makesuretouse #mktgnationortweet@marketoor @ReadyTalk Housekeeping
- MeetToday’sSpeakers BethToeniskoetter ProductStrategist, ReadyTalk CateVanasse Sr.Marketing Manager, Customer Success
- Agenda Webinartrendsyouneedtoknowabout WebinarBestpractices –what’sthelatest? 5wayssaleswillmakeyournextwebinarahit
- WebinartrendsYouShould KnowAbout
- • The“webinar”linesareblurring • The“recording” afterthought • LessformailityinB2bWebinars
- Afewbestpractices ● Don’tbeallthingstoallpeople ● Designwithreuseinmind ● Createpointsofconnection ● Usethedatainameaningfulway
- #1Howtocutdownon “NoShows”
- Howtoreduce“noshows” • Offertheoptiontoregisterfortherecap • Won’tskewyour‘registertoattend’conversion • Savestheclientfromgettingunwantedreminders • Setsthestagefortargetedfollow-upforsalesaftertheevent • Statusshowsas“waitlisted”
- Howtoreduce“noshows”–themechanics
- Howtoreduce“noshows”–themechanics Expandedour reachby25%
- #2Howtoenlistsalestodrive registrations
- Howtoenlistsalestoincrease webinarregistrations Appealtotheircompetitive sidewithacontestforthemostregistrants • CreateleaderboardwithSalesforcedashboard • Emailtheteamsregularly • UseSalesforcechatter • Providesaleswithtools: • talkingpointsaboutthewebinar • howtotrackregistrants • toutthisemailsignaturebanner • sendtheMarketoemailtemplate • workthesocialchannels
- Howtoenlistsalestoincreasewebinar registrations Winnerreceives: • Braggingrights • $75Giftcard • Shout-outinweeklycompanynewsletter • Plaqueinofficeon“webinarwalloffame”
- #3Howtoleveragesalesas technicalsupportforyour webinar
- salesastechnicalsupport • EmaildeliverywillalwaysplagueB2Bmarketersmakingthe delivery ofthewebinarconfirmationemailtricky • Wearmourteamswithstepstheycansharetohelpprospects joinawebinar,iftheydon’thavetheconfirmationemail • Makessaleslooklikeaheroandtakessupportpressureoffof you
- salesastechnicalsupport
- #4Howtogetmoremileage fromyourwebinarpost-event
- howtogetmoremileagefromyourwebinar • Createan“evergreen”URL • Offertheslides,playbackand keytakeawaysinaseamless experience • Readytalk+Marketo integration=moredata, immediately
- howtogetmoremileagefromyourwebinar • Considerembeddingthe recordingintoyour landingpage • webringourmp4into Wistiaandembeditonthe Marketolandingpage
- Alertsalesifaprospectwatchestheplayback
- #5Howtosetthestagefor successwithnewclients
- Howtohaveasmoothsalestoimplementationshandoff Rememberthataccidents happenatintersections
- Tailoryourpost-salesexperience Collectinformation from newclientstocreatea demo thatdelights
- Keepsalesinformedofprogress Send“noshow”alertsfor newcustomertraining so thatsalescanreachout andmakesurethingsare movingalongnicely
- Bonustip:ProgramTokensin Marketo
- Tokenshelpyoukeepyoursanity Updateyour informationinone placeandyourassets are“automagically” populated
- Recapofkeytakeaways
- Recapofkeytakeaways • Createpointsofconnection • Identifyregistrantsthatjustwanttherecap • Createaninternalcontesttodriveupregistrations • Equipsalestoplayliveeventsupport • Createarecapthatwillliveon • Tailornewcustomertraining • Leverage programtokensforfasterwebinarbuild-out andfewererrors
- Q&A
- Thankyou!
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