What You'll Learn: - Using an integrated approach to improving conversion - How to increase “at-bats and batting average” to improve outcomes - How using “Tech for Broad Stroke – Humans for Finishing” is a winning approach - Using the right data from big data

1. How To Turbocharge
Conversions By Adding A
Human Layer
To Your Sales Stack
SALES HACKER WEBINAR
@saleshacker

2. Speakers:
JAMES ISILAY
CEO
Cognism
TIBOR SHANTO
Chief Sales Officer
Renbor Sales Solutions
Inc.

3. DAZZLING CHOICE OF TECHNOLOGIES TO ADD TO OUR STACK
STILL USING VERY RIGID FRAMEWORKS FOR THE HUMAN ELEMENTS OF THE
FUNNEL
BEGIN TO TREAT THE HUMAN COMPONENTS AS FLEXIBLE AS THE
TECHNOLOGY COMPONENTS AND A/B TEST CHANGES TO IMPROVE
EXECUTION
Overview
1
2
3

4. Sales Funnel

5. Sales Technology Stack

6. HUMAN LAYER TO THE
SALES STACK
=
FLEXIBILITY

7. o We regularly switch out tools in our sales funnel
o We rarely change our basic human work flows
o Need to treat the human processes in the sales stack equally to the
technology

8. Cold Calling Performance Problem
LEADS IN MEETINGS

9. Cold Calling Chain
Leads

10. Cold
Calling Chain
Follow-ups

11. Average conversion rate for sales
accepted leads to actual closed sales
is 16.41%.* 6:1
-1 of every 6 prospects
* Stat derived from two sources: The Long Road from B2b Lead Generation
to Sales Conversion – Marketing Sherpa; Sales Benchmark Index
The average Contact to appointment
conversion rate is roughly 14% 7:1

12. Fear of Rejection?
83.59% vs. 86%

13. A Proven Methodology
I - Initiate
E - Engage
IQ - Impact Question
R - Ready
TiA - Take it Away
S - Secure Appointment
T - Transition

14. Content Dynamics

15. Disruptive Marketing
16:00
10:00

16. Disruptive Marketing