Trish Bertuzzi's presentation at Rainmaker 2015 on how to increase lead conversion.

1. 4 WAYS TO
DRAMATICALLY INCREASE
LEAD CONVERSION
Trish Bertuzzi
@bridgegroupinc
#Rainmaker2015

2. ==
Inside sales builder,
writer, and thinker.
The Bridge Group,
Inc.
TRISH
BERTUZZI

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Who is nailing
Inbound?

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6. OLD SCHOOL

7. NEW, OLD SCHOOL

8. OLD, NEW SCHOOL

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NEW SCHOOL IPOS:2007-14

11. I
M
P
A
C
T

12. 60%

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Prospecting
Processing

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Sound familiar?

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Prospecting
Processing
4 Problems and
Solutions

17. Qualify contact
not the company
1 2 3 4

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Others: CRO & CFO

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Processing or
prospecting?

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24. Qualify company,
not the contact
1 2 3 4

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30. Treating
chicken sh*t
like chicken salad
1 2 3 4

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What does the SDR
do?

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35. Those who
focus, win
1 2 3 4

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No ICP, nurture
Give reps leeway

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38. Telling the
same story…
1 2 3 4

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42. Be interesting,
be relevant
1 2 3 4

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ontact
ompany
onversation starter

45. Saying the exact
same thing
to different people
1 2 3 4

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CTO CFO CRO

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CTO CFO CRO

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Processing or
prospecting?

49. Story, media,
and cadence
1 2 3 4

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CTO CFO CRO

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Phone
Email
Ghosting

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4 Lead Conversion Rules
1. Qualify company, not the contact
2. Those who focus, win
3. Be interesting, be relevant
4. Story, media, and cadence

57. Questions?
#Rainmaker2015