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

1. Break Through the Sales Noise:
Grow Your Prospect and Client Relationships with Gratitude
@alwayssaythnks
Thnks + Sales Hacker Webinar
@saleshacker

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. 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. Source: Salesforce Blog
4
Poll
Do you practice gratitude with your
prospects and clients? 🤔

5. 5
The biggest problem that all
sales and customer success
reps struggle with?

6. 6
The biggest problem that all
sales and customer success
reps struggle with?
Ensuring that your ideal
contacts convert.

7. Source: Salesforce Blog
7
58%
of the deals in your pipeline
will stall.

8. 8
Why don’t deals
close more quickly?

9. 9
Blame today’s
digital noise.

10. Source: ZoomInfo Blog
10
Today customers average
6 touchpoints
before purchase.

11. 11
It takes an average of
8 cold calls to reach a lead.
Source: ZoomInfo Blog

12. The
solution?
12

13. The
solution?
13
Practicing
gratitude.

14. 4/18/19 14
When gratitude is communicated, people begin to:
Source: Harvard Health Publishing

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
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
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
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
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. 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. 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/