SlideShare a Scribd company logo
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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5 Ways Your Sales Team Will Make the Next Webinar a Success

Editor's Notes

  1. Thank you for taking the meeting today. I’d like to cover the following three topics in the next 20-30 minutes.   First, I want to quickly recap our understanding of your needs. I know you have spoken to some of our sales development reps and they got an initial understanding of the challenges and what you’re trying to solve. I want to recap that and make sure we are aligned to your challenges. The rest of the presentation will be very contextual to that.   Second, I want to quickly give you a quick overview of our company and then discuss two main sections: Highlight some of the similar challenges that enterprise marketing teams are facing today and introduce the concept of engagement marketing Illustrate how Marketo can uniquely uniquely address your specific marketing challenges Finally, I’d like to answer your questions as we go along and discuss next steps with you at the end of my presentation.