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STOP BEING A CREEP! 
WHY EMAIL OPEN & CLICK TRACKING IS 
USELESS WITHOUT A SALES STRATEGY.
Here’s how sales outreach once felt.
Here’s how sales outreach once felt. 
You send an email.
Here’s how sales outreach once felt. 
You send an email. 
And that’s it.
You have no 
idea what 
happens after 
that email is 
sent.
Now Sales Reps Can use Technology 
To know when SOMEONE ...
Now Sales Reps Can use Technology 
To know when SOMEONE ... 
Opens your 
email.
Now Sales Reps Can use Technology 
To know when SOMEONE ... 
Opens your 
email. 
Clicks links in 
your email.
& SO REPS 
CELEBRATE HOW 
MANY PEOPLE 
INTERACT WITH 
THEIR EMAILS!
& SO REPS 
But this is 
the wrong way 
to measure 
sales success. 
CELEBRATE HOW 
MANY PEOPLE 
INTERACT WITH 
THEIR EMAILS!
You need an 
effective strategy 
for what to do next.
What do you first say to someone 
who opens your email?
What do you first say to someone 
who opens your email? 
What do you say second?
What do you first say to someone 
who opens your email? 
What do you say second? 
How do you build rapport and 
trust to help increase velocity?
How do you use all of these 
signals to take an action that 
empowers your prospect and allows 
you to get what you want?
Here’s the 3-step sales strategy 
1 
2 
3 
we’ve found works: 
Measure Engagement. 
Call fast. 
OPEN WITH CONTEXT.
1MEASURE 
ENGAGEMENT.
Think of it 
this way.
Every tracked 
email is a seed 
waiting to grow.
This engagement is a measure of velocity. “Tim suggested we connect.”
This engagement is a measure of velocity. “Tim suggested we connect.” 
“Tim suggested we connect.” 
“Tim suggested we connect.” 
“Tim suggested we connect.” 
The more times a prospect opens and 
clicks my content, the better the chance 
for further engagement.
This engagement is a measure of velocity. “Tim suggested we connect.” 
“Tim suggested we connect.” 
“Tim suggested we connect.” 
“Tim suggested we connect.” 
The more times a prospect opens and 
clicks my content, the better the chance 
for further engagement. 
If there’s no engagement, then why 
should sales bother him? “Tim suggested we connect.”
C ontact agai n 
i n 6 mont hs. 
Yet, many 
salespeople 
still set 
arbitrary 
followup 
dates.
C ontact agai n 
i n 6 mont hs. 
Many 
salespeople 
set arbitrary 
“engagement 
dates.” 
But why force 
a date when 
you can 
engage 
naturally?
Email signals measure a 
prospect’s engagement 
with your business over 
time – so you can contact 
them when they’re actually 
interested.
GET SIDEKICK FOR FREE NOW 
Don’t have emai l 
tracki ng 
techn o l ogy? 
Email signals measure a 
prospect’s engagement 
with your business over 
time – so you can contact 
them when they’re actually 
interested.
Now use that 
series of 
engagements 
in your 
outreach!
2CALL FAST.
The odds of calling to contact a lead 
decrease by over 10 times in the first hour.
The same is true when prospects interact 
with your emails
Just be sure 
your emails 
aren’t product 
pitches – provide 
links to helpful 
content instead. 
Hi Sam, 
Pleasure chatting today. I thought I’d quickly 
followup with some additional resources for you: 
- LINK TO HELPFUL RESOURCE 
- LINK TO HELPFUL RESOURCE 
Best regards, 
Mike
Now it’s time to use this 
context in a sales call.
3OPEN with 
context.
Here’s an 
example 
roleplay of 
how this 
sounds in 
action.
PART 1 
[Sales] "Hey John, this is Mike over at Culture Company ... am I 
catching you at an alright time?" 
[Prospect] "Wow, Mike, I was actually just reviewing the email you 
sent over earlier. Great timing." 
[Sales] Excellent, I will be brief. I noticed you were checking out some 
of the information around the link I sent on improving company 
culture. 
Wanted to circle back and see if there was anything you had questions 
on, or if there was further information I could point you towards that 
would be helpful ...
PART 2 
[Prospect] "Well, we started by eliminating time tracking, and we’re 
also putting plans in motion to do team lunches on a weekly basis. Its a 
journey we are taking day-by-day." 
[Sales] "Interesting ... Many people I’ve spoken with recently are 
implementing a similar team lunch idea. What they’ve found is by 
supplementing that with other voluntary benefits, they’ve been able to 
achieve their goals in much less time. 
Is there a good time for us to connect this week and I can show you a 
little more about how we help companies achieve better work/life 
balance for employees?” 
[Prospect] "Sure, how about 10 AM tomorrow?"
And there you have it. 
1 
2 
3 
Measure Engagement. 
Call fast. 
OPEN WITH CONTEXT.
Now you can 
celebrate.
... but wait 
a second.
Isn’t this 
super 
creepy & 
intrusive?
Well, 
marketers 
have been 
tracking 
emails since 
the early 
1990s.
Isn’t it time 
we gave sales 
that same 
technology?
We think so.
Give sales the technology they 
deserve – download SIDEKICK NOW. 
GET IT FOR 
FREE 
GETSIDEKICK.COM
“Sidekick lets me see when leads are interested 
in me in real-time. This is a game changer.”
Michael Pici 
SALES MANAGER, 
HUBSPOT SALES PRODUCT DIVISION 
@MichaelPici

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Stop Being A Creep! Why Email Tracking Is Useless Without A Sales Strategy

  • 1. STOP BEING A CREEP! WHY EMAIL OPEN & CLICK TRACKING IS USELESS WITHOUT A SALES STRATEGY.
  • 2. Here’s how sales outreach once felt.
  • 3. Here’s how sales outreach once felt. You send an email.
  • 4. Here’s how sales outreach once felt. You send an email. And that’s it.
  • 5. You have no idea what happens after that email is sent.
  • 6. Now Sales Reps Can use Technology To know when SOMEONE ...
  • 7. Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email.
  • 8. Now Sales Reps Can use Technology To know when SOMEONE ... Opens your email. Clicks links in your email.
  • 9. & SO REPS CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS!
  • 10. & SO REPS But this is the wrong way to measure sales success. CELEBRATE HOW MANY PEOPLE INTERACT WITH THEIR EMAILS!
  • 11. You need an effective strategy for what to do next.
  • 12. What do you first say to someone who opens your email?
  • 13. What do you first say to someone who opens your email? What do you say second?
  • 14. What do you first say to someone who opens your email? What do you say second? How do you build rapport and trust to help increase velocity?
  • 15. How do you use all of these signals to take an action that empowers your prospect and allows you to get what you want?
  • 16. Here’s the 3-step sales strategy 1 2 3 we’ve found works: Measure Engagement. Call fast. OPEN WITH CONTEXT.
  • 18. Think of it this way.
  • 19. Every tracked email is a seed waiting to grow.
  • 20. This engagement is a measure of velocity. “Tim suggested we connect.”
  • 21. This engagement is a measure of velocity. “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” The more times a prospect opens and clicks my content, the better the chance for further engagement.
  • 22. This engagement is a measure of velocity. “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” “Tim suggested we connect.” The more times a prospect opens and clicks my content, the better the chance for further engagement. If there’s no engagement, then why should sales bother him? “Tim suggested we connect.”
  • 23. C ontact agai n i n 6 mont hs. Yet, many salespeople still set arbitrary followup dates.
  • 24. C ontact agai n i n 6 mont hs. Many salespeople set arbitrary “engagement dates.” But why force a date when you can engage naturally?
  • 25. Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
  • 26. GET SIDEKICK FOR FREE NOW Don’t have emai l tracki ng techn o l ogy? Email signals measure a prospect’s engagement with your business over time – so you can contact them when they’re actually interested.
  • 27. Now use that series of engagements in your outreach!
  • 29. The odds of calling to contact a lead decrease by over 10 times in the first hour.
  • 30. The same is true when prospects interact with your emails
  • 31. Just be sure your emails aren’t product pitches – provide links to helpful content instead. Hi Sam, Pleasure chatting today. I thought I’d quickly followup with some additional resources for you: - LINK TO HELPFUL RESOURCE - LINK TO HELPFUL RESOURCE Best regards, Mike
  • 32. Now it’s time to use this context in a sales call.
  • 34. Here’s an example roleplay of how this sounds in action.
  • 35. PART 1 [Sales] "Hey John, this is Mike over at Culture Company ... am I catching you at an alright time?" [Prospect] "Wow, Mike, I was actually just reviewing the email you sent over earlier. Great timing." [Sales] Excellent, I will be brief. I noticed you were checking out some of the information around the link I sent on improving company culture. Wanted to circle back and see if there was anything you had questions on, or if there was further information I could point you towards that would be helpful ...
  • 36. PART 2 [Prospect] "Well, we started by eliminating time tracking, and we’re also putting plans in motion to do team lunches on a weekly basis. Its a journey we are taking day-by-day." [Sales] "Interesting ... Many people I’ve spoken with recently are implementing a similar team lunch idea. What they’ve found is by supplementing that with other voluntary benefits, they’ve been able to achieve their goals in much less time. Is there a good time for us to connect this week and I can show you a little more about how we help companies achieve better work/life balance for employees?” [Prospect] "Sure, how about 10 AM tomorrow?"
  • 37. And there you have it. 1 2 3 Measure Engagement. Call fast. OPEN WITH CONTEXT.
  • 38. Now you can celebrate.
  • 39. ... but wait a second.
  • 40. Isn’t this super creepy & intrusive?
  • 41. Well, marketers have been tracking emails since the early 1990s.
  • 42. Isn’t it time we gave sales that same technology?
  • 44. Give sales the technology they deserve – download SIDEKICK NOW. GET IT FOR FREE GETSIDEKICK.COM
  • 45. “Sidekick lets me see when leads are interested in me in real-time. This is a game changer.”
  • 46. Michael Pici SALES MANAGER, HUBSPOT SALES PRODUCT DIVISION @MichaelPici