Why Do Most Business Fail To Followup?
• Forgetfulness
• focus only on hot leads
• let good leads fall through the cracks
• think people will call them back
• don’t want to be too pushy
• unaware of the impact that following up can have on their business employees knows by heart. We live this culture every single day.While we live this culture every day, it’s our purpose that drives us. Our purpose is to help
small businesses succeed. For more see demo https://crm.infusionsoft.com/go/viewdemo/a45460/
B2B Software & Services / Big Data & Analytics: Company presentation by Micha Y. Breakstone, Co-Founder & President of Chorus.ai at the NOAH Conference 2019 in Tel Aviv, Hangar 11, 10-11 April 2019.
This comes from the largest research ever performed on Sales Development with more than 1000 companies offering to give insights into how they build their sales development team structures, optimize their tech stack, compensate their people, and build their pipeline.
Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? So that means we have to ask—is CRM not the golden ticket we thought it would be? Too many sales leaders know that CRM has maxed out its value-adding potential. CRM is a great system of record used to look at past data, but it can’t help your sales team look forward and prioritize how they achieve quota. Join this session to hear how you can go beyond CRM to better qualify leads, build pipeline and achieve quota by focusing on revenue acceleration.
Created by Matt Langie
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
B2B Software & Services / Big Data & Analytics: Company presentation by Micha Y. Breakstone, Co-Founder & President of Chorus.ai at the NOAH Conference 2019 in Tel Aviv, Hangar 11, 10-11 April 2019.
This comes from the largest research ever performed on Sales Development with more than 1000 companies offering to give insights into how they build their sales development team structures, optimize their tech stack, compensate their people, and build their pipeline.
Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? So that means we have to ask—is CRM not the golden ticket we thought it would be? Too many sales leaders know that CRM has maxed out its value-adding potential. CRM is a great system of record used to look at past data, but it can’t help your sales team look forward and prioritize how they achieve quota. Join this session to hear how you can go beyond CRM to better qualify leads, build pipeline and achieve quota by focusing on revenue acceleration.
Created by Matt Langie
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripesaastr
Formerly a senior leader at Google, Claire Hughes Johnson is now Chief Operating Officer at Stripe, where she’s helped guide the online payments firm through rapid growth. Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations.
Go Big or Get Rich: Liquidity Alternatives at $3M+ ARR with Turn/River Capitalsaastr
Join Joanne Yuan, Partner with Turn/River Capital on liquidity alternatives. Joanne is responsible for sourcing and executing new investments and working strategically with companies post-investment. She led the investment in and sits on the board of Acunetix and Netsparker. She has nearly a decade of experience investing in, scaling, acquiring, and selling enterprise software companies at Hellman & Friedman, Morgan Stanley, and Google.
Join LinkedIn Sales Solutions' VP of Sales Mike Derezin as he shares his thoughts on the biggest risks to your sales process and reviews some of the strategies that he's seen work for sales leaders who want to set their teams up for success in the face of changing economic times.
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's th...Sales Hacker
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's the 7 Reasons Why
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Sales Development in the Digital Transformation EraTenbound
Your sales follow up process is broken, and there's a lot more that we all can be doing to acquire and follow up on our leads, and to respect our profession. We're going to talk about sales development in the digital transformation era.
Created by Patrick Purvis.
"Hidden Profits: More Clients & Cashflow" with Stacey Hylen | The Good Entrep...WebinarEventPro.com
Interview recording available at http://www.TheGoodEntrepreneur.co
Stacey Hylen is an internationally recognized business growth strategist and coach and was named International Coach of the Year in 2016.
She served as Vice President of Consulting and a Senior Coach for Chet Holmes’ and Anthony Robbins’ world renowned Business Mastery Program. For over 15 years Stacey has been helping 6-7 figure entrepreneurs with powerful marketing and sales strategies to get more clients, more profit and more time off to enjoy who and what they love.
In this interview, we will discuss why entrepreneurs desiring more freedom often burn out, how almost every business has underused profit centres, and how anyone can quickly create more cashflow with free and easy strategies, and much more.
http://www.TheGoodEntrepreneur.co/interview-StaceyHylen
For better or for worse, B2B sales is changing rapidly. Attend this webinar to learn how to maximize the results from your SDR team and the tools you’ll need to scale your efforts to see repeatable success.
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound
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Sales Engagement solutions are quickly becoming the way sales teams manage their sales process to close more sales, generate more revenue, and improve customer relationships. While they aren’t replacing CRMs, many SDRs now operate out of Sales Engagement platforms as their primary System of Engagement. This vendor-neutral session discusses the benefits and value proposition of Sales Engagement Platforms, along with tips on evaluating and implementing these platforms.
Track A - How to Build Million Dollar Assets around Affiliate MarketingAffiliate Summit
– What are the common problems faced by affiliate marketers?
– Why are affiliates good owners and business managers?
– Hear examples success stories of affiliates who have innovated and now turned into business and asset owners.
Oliver Kenyon, Director, pagesource Ltd
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How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive SalesSean Bradley
http://www.dealersynergy.com 856-546-2440
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This is the presentation I delivered today for Jim Ziegler's Internet Battle Plan as well as a Ton of Dealer Associations like the GNYADA, DADA, MSADA, Internet Sales 20 Group etc…
Enjoy :) If you have any questions, please feel free to call me. If you like this information. You are going to LOVE www.automotivedigitaltraining.com
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Go Big or Get Rich: Liquidity Alternatives at $3M+ ARR with Turn/River Capitalsaastr
Join Joanne Yuan, Partner with Turn/River Capital on liquidity alternatives. Joanne is responsible for sourcing and executing new investments and working strategically with companies post-investment. She led the investment in and sits on the board of Acunetix and Netsparker. She has nearly a decade of experience investing in, scaling, acquiring, and selling enterprise software companies at Hellman & Friedman, Morgan Stanley, and Google.
Join LinkedIn Sales Solutions' VP of Sales Mike Derezin as he shares his thoughts on the biggest risks to your sales process and reviews some of the strategies that he's seen work for sales leaders who want to set their teams up for success in the face of changing economic times.
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's th...Sales Hacker
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's the 7 Reasons Why
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Sales Development in the Digital Transformation EraTenbound
Your sales follow up process is broken, and there's a lot more that we all can be doing to acquire and follow up on our leads, and to respect our profession. We're going to talk about sales development in the digital transformation era.
Created by Patrick Purvis.
"Hidden Profits: More Clients & Cashflow" with Stacey Hylen | The Good Entrep...WebinarEventPro.com
Interview recording available at http://www.TheGoodEntrepreneur.co
Stacey Hylen is an internationally recognized business growth strategist and coach and was named International Coach of the Year in 2016.
She served as Vice President of Consulting and a Senior Coach for Chet Holmes’ and Anthony Robbins’ world renowned Business Mastery Program. For over 15 years Stacey has been helping 6-7 figure entrepreneurs with powerful marketing and sales strategies to get more clients, more profit and more time off to enjoy who and what they love.
In this interview, we will discuss why entrepreneurs desiring more freedom often burn out, how almost every business has underused profit centres, and how anyone can quickly create more cashflow with free and easy strategies, and much more.
http://www.TheGoodEntrepreneur.co/interview-StaceyHylen
For better or for worse, B2B sales is changing rapidly. Attend this webinar to learn how to maximize the results from your SDR team and the tools you’ll need to scale your efforts to see repeatable success.
How to Drive Growth with Customer Success MetricsGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound
One of the most frequently asked questions in sales development: How can I become a closer? Tuso dives into the tactical, specific, actionable things you can do as an SDR to set the strongest possible foundation to becoming a top producing AE. He holds nothing back and spills all the beans on what it actually takes to make the trek to the coveted closing role. A practitioner himself, he has been an SDR, AE, SDR manager, and now leads SDRs and AEs alike. Having trained over 300 sales reps, Tuso gives a tell-all take on what it really takes to get the job done, change income brackets, and perform at the highest levels in sales.
Sales Engagement solutions are quickly becoming the way sales teams manage their sales process to close more sales, generate more revenue, and improve customer relationships. While they aren’t replacing CRMs, many SDRs now operate out of Sales Engagement platforms as their primary System of Engagement. This vendor-neutral session discusses the benefits and value proposition of Sales Engagement Platforms, along with tips on evaluating and implementing these platforms.
Track A - How to Build Million Dollar Assets around Affiliate MarketingAffiliate Summit
– What are the common problems faced by affiliate marketers?
– Why are affiliates good owners and business managers?
– Hear examples success stories of affiliates who have innovated and now turned into business and asset owners.
Oliver Kenyon, Director, pagesource Ltd
Stop the hemorrhaging of attrition and simultaneously increase your dealershi...Sean Bradley
There is over a 70 percent attrition rate with New Hires in the Automotive Sales industry. Most dealers are suffering from high turnover. And Sales Consultants are suffering from mediocrity. This presentation will show you why this is happening and how to not only fix it but how to literally increase your gross and volume by 50%
How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive SalesSean Bradley
http://www.dealersynergy.com 856-546-2440
How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales
This is the presentation I delivered today for Jim Ziegler's Internet Battle Plan as well as a Ton of Dealer Associations like the GNYADA, DADA, MSADA, Internet Sales 20 Group etc…
Enjoy :) If you have any questions, please feel free to call me. If you like this information. You are going to LOVE www.automotivedigitaltraining.com
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Key Lessons from a $5B SaaS Category Leader with Shasta Venturessaastr
Many people make the false assumption that the path for a highly successful SaaS company is straight “up and to the right”. Of course, for those involved, the reality of the journey is characterized by a series of obstacles that must be navigated. Shasta Ventures' Doug Pepper shares the key challenges that were overcome to allow Marketo to become a $5B SaaS Category Leader in Marketing Automation.
Slides you for a local merchant coop coupon advertising program show the power of small businesses using coupon advertising to attract more local customers.
Seven steps to small business success Life Cycle MarketingTony Puckerin
This is lifecycle marketing. It consists of seven steps that every small business needs to embrace to be truly successful. It includes
• attracting traffic
• capturing leads
• nurturing prospects
• converting sales
• delivering and satisfying
• up selling your customers
• getting referrals.
These seven steps create the core of every successful business. During this presentation, we will go through each step individually so you can embrace and understand why each step is so important to your business.
See demo https://crm.infusionsoft.com/go/viewdemo/a45460/
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
Wellborn Digital Marketing Boot Camp || Tracking ROI to Maximize Your Marketi...Surefire Local
Leave this webinar with a better understanding of: How to analyze your current marketing activities to assess past performance, Understanding attribution and connecting marketing activities to ROI, What to include in your marketing budget for 2017.
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During this presentation you'll learn:
:: How Zappos WOWs customers every day
:: The power of repeat customers and word of mouth
:: Why the Zappos culture = delivering happiness
:: Seven steps for building a brand that matters
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Lead Generation Best Practices (learned from 500+ website redesigns)
Click! You have a new visitor. What happens next? Do they barf and bounce or smile and stay?
The answer depends on a lot of little things, some obvious, some not.
This session is a breakdown of the best practices for B2B lead generation websites, based on hundreds of website projects. You will learn:
What are the key elements of high-performing service pages?
What features are common to blog templates but probably shouldn’t be?
What three elements determine if visitors sign up for emails?
From social proof to CTAs, videos to contact forms, we will break down the options for UX elements and how they work with (or against) the psychology of your visitors.
For small, community-based service businesses it is often hard to know what business development approaches are best.
Which activities and programs produce the best bang for your buck - word of mouth, direct advertising, e-mail and online marketing, participation in community events, or street-based “guerilla marketing?”
This webinar addresses best practices in the industry and offers practical advice on choosing the right and most cost effective strategy for your venture.
Joining the conversation are three experts with extensive experience in business development.
They discussed the latest and most cost effective strategies for winning over small business and nonprofit customers.
On this content packed training, You're going to learn my proven formula to double your real estate business, the right way!
I'm not guessing at this, over the last decade I've helped thousands of agents double their business and live more successful, fulfilled lives.
Here's some of what you'll learn...
- How to double your business following this proven model
- What niches gush the most profits in your market
- How to increase your repeat and referral business
- How to systematically grow your business each and every year
- Take out the guess work in acquiring and training team members
Plus much much more!
David Cancel's presentation slides from the 2017 Revenue Summit conference. Look back 5-10 years ago, and sales and marketing teams were all focused on this same thing: Attracting website visitors. Back then, everyone was asking questions like…How do I rank higher in search? How frequently should I be posting on social media sites? How long should my emails subject line be?
Some people are still asking these questions today, but for the most part these are questions that we’ve already found the answers to.People have figured out how to attract attention and get awareness and get people to their websites, thanks in part to all of the technology that’s been developed: marketing automation software, social media management software, blogging software with built-in SEO tools, and the list goes on.
That was the first wave in sales and marketing.
Now it’s time to move on to the next wave.
Make Your Website Sell! Chamber Of Commerce PresentationMorgan Wylie
How thinking differently will substantially impact on your online success. Included are some atypical (and rarely discussed) approaches, strategies and tips which will give your online business the competitive edge.
Can Sales and Marketing ever get along?
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How do you get these two functions to work in harmony? Find out more in this presentation
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
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Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Top mailing list providers in the USA.pptxJeremyPeirce1
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In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
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3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
3. HEADER TEXTThe #1 All-in-One Sales & Marketing Software
• Located in Chandler, AZ
(Just outside of Phoenix)
• Over 12,000 customers
• Over 40,000 users
• Over 75 countries
• 379 employees
• Over $39MM in sales
(2012)
4.
5. HEADER TEXTCore Value #9
We Believe
in People and
their Dreams!
We Believe
in People and
their Dreams!
7. HEADER TEXT
Is your lead tracking system disorganized?
Does it take longer than a day or two to get back to
prospects and clients?
Ever forgotten to follow-up?
Ever gotten too busy to follow up?
Ever let a good lead fall through the cracks?
Do you think people will call you back if they’re ready to
start working with you?
Are you afraid of coming across as PUSHY if you follow up
too many times?
Do you mark leads “dead” before contacting them at least
7 times?
Suffer from Follow Up Failure?
8. HEADER TEXTSuffer from Follow Up Failure?
Give yourself one point
for every “YES” response
If you scored more than 3 points,
you are in the right place to
FIX YOUR
FOLLOW UP FAILURE
9. HEADER TEXTWhy Don’t Companies Follow Up?
• Forgetfulness
• Focus only on hot leads
• Let good leads fall through cracks
• Think people will call them back
• Don’t want to be pushy
• Unaware of the impact following
up can have on their business
11. HEADER TEXTHow Many Calls?
81% close after the 5thcall
10% close on the 4th call
4% close on the 3rd call
2% close on the 1st call
3% close on the 2nd call
12. HEADER TEXTWhen Do They Quit?
10% quit after the 5thcall
6% quit after the 4th call
12% quit after the 3rd call
48% quit after the 1st call
24% quit after the 2nd call
13. HEADER TEXTTypical Sales Process
Day Week Year
Total Leads - 10 50 2500
Closed 1 5 250
Warm Leads 1 5 250
Cold Leads 8 40 2000
Sales $500 $2500 $125,000
($500 per sale)
16. HEADER TEXTThe Power of Follow Up
Day Week Year
No Contact Leads - 8 40 2000
Follow Up on Leads 1 8 400
(20% conversion)
Sales $500 $4000 $200,000
($500 per sale)
Increased ROI 260%
17. HEADER TEXTThe Best Part about these Leads?
• No additional marketing
• No additional advertising
• No additional prospecting
18. HEADER TEXTHow Do I Follow Up?
Stay top of mind
Provide lifetime value
Educate your prospects
Maintain ongoing contact
19. HEADER TEXTHow Do I Contact Them?
Almost ANYTHING Else!
Phone
Email
Direct Mail
20. HEADER TEXTWhat Should I Send Them?
Almost ANYTHING Else
Video/Podcast
White Paper
E-book
27. HEADER TEXTBenefits of Follow-Up
Builds a profitable company
Grow your business w/o
growing your staff
Convert more leads into sales
More repeat sales from clients
28. HEADER TEXTTake Your First Steps
Find a system to automate your
follow up
Make a commitment to following up
Create a follow up program
Welcome to Fixing Follow-Up Failure - Strategies to Convert Your Lead Graveyard into a Gold Mine.Change slide
For those of you that aren’t familiar with Infusionsoft, we produce the #1 all-in-one sales and marketing software in the world.Change slide
We are located in Chandler Arizona, just outside Phoenix.We currently have over 12,000 customers, over 40,000 users, are being used in over 75 countries and have 379 employees. In 2012, we did just under $40 million in sales.Plus, this year, Infusionsoft secured $54 million in financing from Goldman Sachs and purchased a social media company called GroSocial. As you can see, this is a company that’s going places.Change slide
However, being an amazing software company isn’t what has made us so successful. It’s our culture that has driven us to this level of success. We have a mission, a purpose and nine core values that each and every one of our 379 employees knows by heart. We live this culture every single day. While we live this culture every day, it’s our purpose that drives us. Our purpose is to help small businesses succeed. Over 75% of the employees of Infusionsoft have small business ownership experience. They know what it feels like to be in the trenches. They know the trials and tribulations the small business owners go through. They know the personal and professional challenges small business owners face each day. And they use this experience and background to help make our customers more successful.Change slide
FOLLOW UP FAILURE? Do you suffer from Follow up failure? Let’s take a brief quiz and find out, shall we? CHANGE SLIDE
(Read each of the questions and ask people to right down yes or no. Read the questions slowly so they can hear you and understand you)CHANGE SLIDE
Please give yourself one point for every “YES” responseIf you scored more than 3 points, you probably suffer from FOLLOW UP FAILURE. Don’t feel bad. The majority of small business owners suffer from FOLLOW UP FAILURE so you are in good company. The good news is, you’re in the right place to learn how to overcome this issue in your business. CHANGE SLIDE
Now that you have identified that you suffer from follow up failure, it would probably be a good idea to understand why companies don’t follow up.(Please use your knowledge and experience to expand on each bullet point.)Forgetfulnessfocus only on hot leadslet good leads fall through the cracksthink people will call them backdon’t want to be too pushyunaware of the impact that following up can have on their businessCHANGE SLIDE
One of the worst byproducts of follow-up failure is that it’s extremely expensive.Did you know that 67% of people that say no today will probably buy within one year? If you don’t follow up with these people, they are going to be saying yes to a different company than yours.Did you also know that 80% of those business leads that you considered DEAD will probably buy your product or service within the next two years? Once again, without proper follow-up, those leads are going to be buying from somebody else.CHANGE SLIDE
What follow-up really comes down to is how many times you try to contact your prospect. The more times you try to reach your prospect, the better chance there is of closing that deal. By the numbers on this slide, it is a dramatically better chance2% of deals close on the first call3% of deals close on the second call4% of deals close on the third call10% of deals close on the fourth call81% of deals close on or after the fifth callHow many of you can honestly tell me that you contact every one of your prospects five or more times before considering them a dead prospect? I can only assume that the number of people that do this is very small. Have you ever asked yourself how many calls that you make before you quit? Take a look at this next slide
48% of people went after the first call. That’s almost half.24% of people quit after the second call12% of people quit after the third call6% of people quit after the fourth call10% of the people quit after the fifth callAs you can see, over 70% of people will quit on two or less calls. It’s no wonder that most business owners suffer from follow up failure if they give up after just two calls. Imagine the extra revenue you could generate by reaching out to your prospects just two or three more times. Imagine the level of success you could reach by potentially closing twice the amount of business you are currently closing. Let’s take a look at the next slide and I will show you how doubling your business can be achieved.CHANGE SLIDE
(use your finger or some sort of pointer to keep people focused on the numbers you are talking about.)Based on a typical sales process, let’s say that your business generates 10 leads per day. That’s 50 per week or 2500 per year. Out of those leads, you close 10% of them and another 10% are considered warm leads. That leaves the remaining 80% of your leads to be considered as cold leads. That accounts for 2000 leads per year. CHANGE SLIDE
So, the big question has to be, “what happens to those 2000 leads?”Unfortunately…CHANGE SLIDES
Most of those leads are going to fall right through the cracks, never to be seen again. It is amazing how much revenue small business owners give up each year by letting so many good leads to fall through the cracks.That’s right. If you are like most small businesses, the majority of those 2000 leads will end up in the trash can. It’s like throwing away money. Is your business so profitable that you can actually throw away money? Of course not! But that’s what many of you are doing every single day.CHANGE SLIDES
Now, allow me to show you the power of follow-up. Based on past information, there are eight leads per day, 40 leads per week or 2000 leads per year that are considered as bad leads. Let’s say we contacted each of these leads a couple of times each. Let’s also say, based on this effort, we convert 20% of these leads into sales. Based on $500 per sale, that’s an extra $500 per day, $4000 per week or $200,000 per year in extra revenue. That is an increased return on investment of 260%. Not bad for a little effort.CHANGE SLIDES
The best part about these leads is none of them cost you any additional marketing dollars, advertising dollars or prospecting dollars. This new revenue pretty much cost you very little.CHANGE SLIDE
Now that you have seen some examples of how proper follow-up can generate tremendous extra revenue for your company, let’s spend a little bit of time talking about how to actually follow up.You want to spend time educating your prospects. In my opinion, educate is just another word for nurture. It is providing your prospect with additional information about your product or service until your prospect is ready to buy. This additional information should primarily focus on the benefits that your product or service offers. Focus on how your product or service can help make your prospects life better.You also want to make sure that you maintain ongoing contact with your prospects. Even if your prospects aren’t ready to buy from you right now, you don’t want them to forget about you. By maintaining ongoing contacts, it gently reminds them that you’re still around and are still very interested in doing business with them. Please make sure that this ongoing contact is it an endless stream of sales pitches. Provide your prospects with information about your product or service, send them an article that might benefit them, invite them to an event that will help them, etc.The goal of follow-up is to provide your prospects with lifetime value. Many people think that they have achieved their goal once the deal has been closed. I believe that the real relationship doesn’t start until after the deal has been done. Provide your prospects with information on how to use your product or service better. Send them information regarding updates, improvements and more. Informed them of any new products or services that you feel would be beneficial to them. Let your prospects know that you are there for the long run, not just until you close the sale.Lastly, the ultimate goal of follow-up is to increase the top of mind awareness for your business. You want to keep your business on the forefront of your prospects mind. Don’t let them forget about you. If your prospects forget you are there, they’re going to spend their money somewhere else. Try and remember that R & R not only means rest and relaxation, it also means remembered and repeated. That’s the goal of follow-up. To be remembered and repeated.CHANGE SLIDES
The next question people ask me is how do you contact people to follow up with them? It’s a relatively simple answer. You can connect with them through email, direct mail, phone call or just about anything else. It really doesn’t matter how you are reaching out to your prospects/clients, just as long as you are following up with them on a regular and consistent basis. Consistency is the key.CHANGE SLIDES
Now that you have made the commitment to follow up with your prospects/clients and you have decided how you plan on connecting with them, now you have to decide what you want to send them to keep them informed and engaged about your product or service. Here are a few examples:White Paper - don’t be freaked out by the term white paper. It is nothing more than a word document that contains usable information for your prospects/clients. Your white paper can provide new ideas, gentle reminders, thoughts and suggestions or tips and tools. E-book - once again, please don’t be freaked out by the idea of an e-book. The average e-book ranges between 15 and 20 pages. As you can see, it does not have to be a novel. An e-book is an opportunity for you to thoroughly explore a specific topic without having to spend months writing a full sized book. Due to major advancements in technology, it is very simple to publish an e-book. There are places you can sell them, as well as promote and distribute them.Video/Podcast - did you know that YouTube is the second most used search engine on the Internet? What does this tell you? That using video is an extremely powerful business tool. If you happen to be one of those people that doesn’t like how you sound or look on video, get over it! People are watching your videos for the content. Most people won’t even pay attention to how you look or how you sound. The same can be said for podcasts. If you hate the sound of your voice, either get over it or higher a celebrity to do your podcast for you. Either way, videos and podcasts are great ways to educate and nurture your prospects/ clients.Almost anything else - there is so much more that you can share with your prospects/clients. You can send them articles that you find online or off-line. You can share with them blog posts that might impact their business. You can send them a CD or DVD that might benefit their business. As you can see, the only limit of what you can provide your prospects/clients is your imagination.CHANGE SLIDE
Let’s take a look at a couple of examples. In this first example, let’s look at a website that currently practices no follow. It’s your basic brochure type website. When your prospects go to this website, they have the opportunity to read all about you and your business. As you can see, those that are interested in your product or service are described as hot prospects and traditionally lead to a sale. However, everyone else that isn’t considered a hot prospect is considered wasted traffic because there is no follow up to those people that are not interested in buying your product or service today. Change slide
Now, let’s take a look at this website example with a follow-up plan in place. You develop a website that sells your product or service you offer visitors the opportunity to opt in to receive a free report. If they don’t opt in, they get nothing and go away. When they do opt in for the free report, they are provided with a sales offer. Those that buy right now are immediately added to a welcome/new product sequence. If they don’t buy right now, they are added to a sales drip campaign that will provide your prospects with informationabout your product/service until they are ready to buy. Once again, those that buy are added to a welcome/new product and those that are not ready to buy are added to a long term nurture drip system. Can you see how a process such as this would significantly increase your sales today as well as your future sales too? Let’s look at some other examples.Change slide
In this example, we are addressing a new customer campaign that currently has no follow up. By not providing any follow-up, you are not only missing out on opportunities for upsell’s, you are also unaware if you have unsatisfied customers. By identifying these unhappy customers, it gives you the opportunity to significantly improve your business and significantly increase your upsell’s. Without follow-up, you’re just another faceless company trying to pitch your customers more stuff.Change slide
By providing follow-up to your new customers, you can segment you are unhappy customers and happy customers and provide a different course of follow-up that is appropriate for each. As you can see in this example you send out a one question satisfaction survey email. Those customers that are unhappy are sent a gift and an apology and probably followed up with a human phone call to resolve any further concerns. For those happy customers, you can send a request for a testimonial, a referral or even upsell them on your other products and services. By providing this kind of follow-up helps you develop an overall customer loyalty program.Change slide
Speaking of customer loyalty, here are a few suggestions on how you can best staying in touch with your new customers to help build you a higher level of customer loyalty.Send them a thank you note or email. Everyone likes to be thanked for their businessemail them a customer satisfaction survey. You’ll learn how to duplicate all the good things that you did.Ask them for a referral. Phrase it like, “who else might you know that would benefit by using our product or service?”After you have spent all this time developing a higher level of customer loyalty, feel free to present them with a cross sell and or upsell offer.Try not to look at your new customers as walking wallets. Treat them well and they will do the same for you.Change slide
In this example, let’s take a look at the type of follow-up you can do on a new lead campaign. This campaign is geared to be sent to new people you meet at assorted business functions or someone that requests a free report on your website. Please remember that if you have no intention of following up with the new people that you meet, please don’t attend these types of functions. You are wasting your time as well as the time of every person you meet.Right after you meet someone or they sign up for your free report, immediately send them that free report.Two days later, email them additional information and resources to help deepen the relationship. The goal of this campaign is to solidify your relationship, not to shove your product or service down their throats.On day six, put together a video that provides them with additional tips, tricks and tools that will help benefit their business.On day nine, send them an email that is offering them another free report. By this time, you might be able to include some sort of sales offer or special. Make it subtle but, after receiving for other messages from you filled with great information, a mild sales pitch should be accepted well.On day 14, offer to add them to a subscription of other value added content. This way, you will have constant communication with your new prospect/client over an extended period of time.The ultimate goal of this campaign is to turn a complete and total stranger into an interested and informed prospect and, eventually, a profitable client.Change slides
Based on the last three examples, you can see that there are many benefits to following up with your prospects and clients. Some of the greatest benefits have to be:Converting More of Your Leads into Sales.Generating More Repeat Sales from Your Existing Clientsthe Ability to Grow Your Business without Growing Your Sales or Marketing StaffIt Will Help You Build a More Profitable CompanyChange Slide
Now that we have spent substantial time talking about why follow-up is important and how to do effective follow-up, many of you might be asking yourself, “how do I get started following up with my prospects and clients?”Your first step needs to be that you will make a commitment to actively follow-up with all of your prospects and clients. Following up isn’t something you do for a period of time and then stop. Following up is something you do for the rest of your business life. To do it successfully, you must be committed to it.The second step would be to create a follow-up program. The only way to experience long-term follow-up success is by having a program/system/process to guide you. Also, by having a program or system or process to follow, it makes your business much more scalable.After you have created a follow-up program, your third step is to find the system to automate your follow-up program. You don’t want to spend most of your day worrying about following up with your clients and prospects. You want to know that a system is in place and is working automatically. This will provide you the time to work on other areas of your business.Change slide
The challenge that most small business owners face when it comes to automating their follow-up process is they end up using a CRM system, an E marketing system, some type of shopping cart, etc. The problem this causes is that none of these systems work together. Click the clickerThey just have an array of systems working independently of one another. In other words, what you get is what we fondly refer to as CLICK THE CLICKERmultisystem chaos.What multisystem chaos causes isCLICK THE CLICKERdisjointed systems manual work and lots of lost opportunities. What can you do to avoid multisystem chaos but still automate your follow-up process? You need to take a serious look at………CHANGE SLIDES
INFUSIONSOFT! What is Infusionsoft?CHANGE SLIDES
INFUSIONSOFTInfusionsoft is an all-in-one sales and marketing software that combines CRM, e-marketing and e-commerce into one powerful piece of software.What is this mean to you? It means:You will never forget to follow up with your clients and prospectsyour hot leads will never fall through the cracks againyou won’t have to wait for people to call you backyou can focus on other areas of your business besides marketingyou will make more money, you will have more time and you will finally get to live the life of your dreams.CHANGE SLIDES
For those of you that are Intrigued? Curious? Interested? Here’s what I would like to you to do. If you give us 10 minutes of your time, we can find out if Infusionsoft is a good fit for your company. All you need to do is…(This is where you need to pass out a handout that will direct them to the link for the demo of our software. If you don’t have a handout, you can write it on a white board, chalkboard or any other board. )(I also suggest using a Bit.Ly link or Tiny URL link to shorten your demo URL so it’s easier for your audience to remember it. If you have NO idea what I’m talking about, let me know and I’ll explain)It's that simple.(Please remember to add your partner code after the last / in this link. If not, you will not be linked tracked to this prospect.)
Wrap upEnd your presentation by thanking everybody for attending. If they have questions, feel free to answer them but do not attempt to sell our software. The ultimate goal of this presentation is to drive people to the demo.