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Break Through the Sales Noise and Grow Your Prospect and Client Relationships with Gratitude

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What You'll Learn:

- How personalized outreach will increase response rates
- Tips for avoiding pre-close ghosting through leveraging emotional intelligence
- How to unstick pipeline stalls through demonstrating recognition
- Ways to expand current accounts through appreciation

Published in: Sales
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Break Through the Sales Noise and Grow Your Prospect and Client Relationships with Gratitude

  1. 1. Break Through the Sales Noise: Grow Your Prospect and Client Relationships with Gratitude @alwayssaythnks Thnks + Sales Hacker Webinar @saleshacker
  2. 2. Hosted by: 2 Scott Barker Head of Partnerships Sales Hacker Need Morgan’s headshot! Mike DeCorso Director of Sales Thnks Morgan Ingram Dir. of Sales Execution and Evolution JB Sales Training
  3. 3. 1. Increase revenue by implementing gratitude 2. Personalize outreach to boost response rates 3. Avoid pre-close ghosting by leveraging emotional intelligence 4. Unstick pipeline stalls through demonstrating recognition 5. Expand current accounts through appreciation 6. Live Q&A! 3 We’ll cover how to...
  4. 4. Source: Salesforce Blog 4 Poll Do you practice gratitude with your prospects and clients? 🤔
  5. 5. 5 The biggest problem that all sales and customer success reps struggle with?
  6. 6. 6 The biggest problem that all sales and customer success reps struggle with? Ensuring that your ideal contacts convert.
  7. 7. Source: Salesforce Blog 7 58% of the deals in your pipeline will stall.
  8. 8. 8 Why don’t deals close more quickly?
  9. 9. 9 Blame today’s digital noise.
  10. 10. Source: ZoomInfo Blog 10 Today customers average 6 touchpoints before purchase.
  11. 11. 11 It takes an average of 8 cold calls to reach a lead. Source: ZoomInfo Blog
  12. 12. The solution? 12
  13. 13. The solution? 13 Practicing gratitude.
  14. 14. 4/18/19 14 When gratitude is communicated, people begin to: Source: Harvard Health Publishing
  15. 15. 15 Reciprocity: “If I provide something of value to you, you’ll want to provide something of value to me.” Source: Indeed Blog
  16. 16. 16 1.) How to increase response rates with personalized outreach ● Put your prospects’ names in your subject lines ● Customize your email snippets ● Share an expression of gratitude
  17. 17. 17 2.) How to avoiding pre-close ghosting through leveraging emotional intelligence Thank your prospects for their time after: ● A phone call ● A formal meeting ● Or a lengthy email exchange In order to... ● Catch their attention ● Shift their impressions of you in a positive direction ● Add another entry point for conversation
  18. 18. 18 3.) How to unstick pipeline stalls through demonstrating recognition In your reply: ● Recognize their pain points ● Identify a way that you can express gratitude Then, share a grateful gesture to: ● Differentiate from the competition ● Showcase how you prioritize the potential partnership
  19. 19. 19 4.) Ways to expand current accounts through appreciation To ensure your prospects-turned-clients: ● Make intros on your behalf ● Act as your internal champions ● Continue conducting business with you Try: ● Enacting a client appreciation program ● Giving to your clients before asking for any intros
  20. 20. Try saying Thnks! 20 ● Users can send gestures of appreciation instantly via email or text to: ○ Cut through the digital clutter ○ Expedite your sales cycle ○ Grow your prospect and client relationships ● Thnks messages have a 90% open rate ● Build Thnks into your workflow to: ○ Add multiple touchpoints ○ Increase your meetings ○ Move deals through your pipeline ○ Put a smile on someone’s face 😊
  21. 21. Q&A 21 Scott Barker linkedin.com/in/ssbarker/ Need Morgan’s headshot! Mike DeCorso mdecorso@thnks.com linkedin.com/in/mikedecorso/ Morgan Ingram linkedin.com/in/morganjin gram/

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