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Prospecting masterclass: How to skyrocket your connect rates

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Andy Culligan

In the last few months, a lot has changed. Yeah, you don't need reminding. With face-to-face meetings and events a no-go, we've all moved online. The question is, how do you keep your connect rates high, when prospects are getting more emails and LinkedIn messages than ever? In this masterclass, we're going to discuss the fundamentals of prospecting, what you can do to stand out in a sea of outreach messages, and how you can use video to make things personal.

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Prospecting Masterclass: How to skyrocket your connect rates
The Speakers Andy Culligan Morgan J Ingram
Outbound is WORKING! 7.12% to 14% 2x 0.09% to 1.68% 18x 0.09% to 0.17% 2x
Social Selling Our Sales Masterclasses so far…... Email + Phone Increasing Connects
Social Selling with Dan 1. Update Your LinkedIn Profile & Make it CUSTOMER Focused 2. Grow Your Network EVERY SINGLE Day 3. Create & Share Content Regularly & Consistently 4. Engage in Industry Relevant Content Every Day
Outbound from KD 1. Your message: Problem > Product 2. Tonality. Understand how you sound. 3. Mind the gap. What’s something your product does that your prospect isn’t doing? 4. Stop sounding like a sales person, start having fun.
Increasing Connects
Increasing Connects with Video Impacting sales reps to prospect through the noise
Morgan… Why do you keep yelling about video? ● Viewers retain 95% of the message when they watch it in a video compared to 10 percent when they read it in text. ● Tactical empathy ● Email response rates are down ● Call connect rates are down ● 82% of internet traffic will come from video content in 2020 - Vidyard ○ This number could be even higher due to the pandemic: video is now expected ● 1/3 of people are watching more video right now
The Stats Behind Video Selling
The #1 Reason People Don’t Do Video
● 10 seconds to focus on the trigger or problems ● 30 seconds for your value proposition ● 10 seconds for your call-to-action Video Formula
LinkedIn Video Messages 5 weeks: • 100 video messages • 40 responses • 27 meetings
Q&A
Prospecting Masterclass: How to skyrocket your connect rates Morgan J Ingram Director JBSales Andy Culligan CMO Leadfeeder

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Prospecting masterclass: How to skyrocket your connect rates

  • 1. Prospecting Masterclass: How to skyrocket your connect rates
  • 3. Outbound is WORKING! 7.12% to 14% 2x 0.09% to 1.68% 18x 0.09% to 0.17% 2x
  • 4. Social Selling Our Sales Masterclasses so far…... Email + Phone Increasing Connects
  • 5. Social Selling with Dan 1. Update Your LinkedIn Profile & Make it CUSTOMER Focused 2. Grow Your Network EVERY SINGLE Day 3. Create & Share Content Regularly & Consistently 4. Engage in Industry Relevant Content Every Day
  • 6. Outbound from KD 1. Your message: Problem > Product 2. Tonality. Understand how you sound. 3. Mind the gap. What’s something your product does that your prospect isn’t doing? 4. Stop sounding like a sales person, start having fun.
  • 8.
  • 9.
  • 10. Increasing Connects with Video Impacting sales reps to prospect through the noise
  • 11. Morgan… Why do you keep yelling about video? ● Viewers retain 95% of the message when they watch it in a video compared to 10 percent when they read it in text. ● Tactical empathy ● Email response rates are down ● Call connect rates are down ● 82% of internet traffic will come from video content in 2020 - Vidyard ○ This number could be even higher due to the pandemic: video is now expected ● 1/3 of people are watching more video right now
  • 12. The Stats Behind Video Selling
  • 13. The #1 Reason People Don’t Do Video
  • 14. ● 10 seconds to focus on the trigger or problems ● 30 seconds for your value proposition ● 10 seconds for your call-to-action Video Formula
  • 15. LinkedIn Video Messages 5 weeks: • 100 video messages • 40 responses • 27 meetings
  • 16. Q&A
  • 17.
  • 18. Prospecting Masterclass: How to skyrocket your connect rates Morgan J Ingram Director JBSales Andy Culligan CMO Leadfeeder