How  Your  Media  Sales  Team  Can  

Get  More  Appointments,  Waste  Less  

Time,  and  Sell  More!  

By  LeadG2    

We  literally  wrote  the  book  on  B2B  Lead  Genera5on…    

And  are  a  HubSpot  

Pla>num  Agency  partner  

and  know  a  thing  or  two  about  sales!  

   Since  1983.  

Turning Sales Talent into Sales Performance is our reason for being. As a sales performance consulting company since 1983 we help B2B sales organizations attract, retain, and develop the highest performing sales people.  

How  Your  Media  Sales  Team  Can  

Get  More  Appointments,  Waste  Less  

Time,  and  Sell  More!  

Hosted  by  Brian  Hasenbauer,  LeadG2  Inbound  Marke>ng  &  Sales  

Consultant  

BRIANHASENBAUER@LEADG2.COM  @BHASENBAUER  

How  Your  Media  Sales  Team  Can  

Get  More  Appointments,  Waste  Less  

Time,  and  Sell  More!  

Featuring:  Dani  Buckley  Inbound  Marke>ng  &  Sales  

Consultant  

DANIBUCKLEY@LEADG2.COM  @DANIOBUCKLEY  

1  Challenges  Facing  Media  Sellers  Today  

Today’s  Webinar  Will  Cover  

2  How  the  Modern  Media  Buying  Cycle  Has  Changed  

Today’s  Webinar  Will  Cover  

3  What  The  Future  of  Sales  and  Marke5ng  Holds  for  Sales  Teams  

Today’s  Webinar  Will  Cover  

4  How  New  Technology  and  Processes  Solve  Today’s  Sales  Challenges  

Today’s  Webinar  Will  Cover  

5  How  to  U5lize  Sales  and  Marke5ng  Strategies  of  the  Future  and  Leave  the  Past  Behind    

Today’s  Webinar  Will  Cover  

1  Challenges  Facing  Media  Sellers  Today  

3  Major  Challenges  Facing  Media  Sellers  Today  

GeIng  More  Appointments    

Was5ng  Time    

Selling  More      

Challenge:    GeIng  More  Quality  Appointments      

1

$50,000 $100,000 $150,000

What do you pay them to do?

Challenge:  GeIng  More  Quality  Appointments  

Needs Find

Solutions Sell

Challenge:  GeIng  More  Quality  Appointments  

They’re spending

very little time

finding needs and

selling solutions

Challenge:  GeIng  More  Quality  Appointments  

Challenge:  GeIng  More  Quality  Appointments  

Prospects everywhere •  Know what’s available •  Have less need for

salespeople •  Have more salespeople calling

Sellers everywhere •  Know who the prospects are •  What they spend •  When and where they spend

Challenge:  GeIng  More  Quality  Appointments  

Challenge:  GeIng  More  Quality  Appointments  

Delete

1)  What  if  you  hired  one  less  -­‐  $50,000  or  $75,000  or  more  -­‐  sales  person  and  invested  in  a  long  term  lead  genera5on  and  sales  enablement  solu5on  vs.  a  short  term  fix?  

2  Ques5ons  for  Every  Sales  Manager  on  this  Webinar    

2)  What  would  a  lead  genera5on  strategy  be  worth  to  you  if  you  could  send  your  salespeople  on  more  quality  appointments  every  single  week,  and  reach  your  revenue  goals?    

 

2  Ques5ons  for  Every  Sales  

Manager  on  this  

Webinar    

2

Challenge:  Was5ng  Less  Time  

Challenge:  Sell  More  

3

2  How  the  Modern  Media  Buying  Cycle  Has  Changed  

The  Modern  Media  Buying  Cycle  

Zero  Moment  of  Truth  

“We  are  in  a  world  of  ‘informa>on  asymmetry’  

which  has  radically  changed  the  sales  

process.  This  is  true  for  every  single  thing.  Every  single  market.  You  are  

not  exempt.”      

–  From  Daniel  Pink  Keynote  

3  What  The  Future  of  Sales  and  Marke5ng  Holds  for  Sales  Teams  

Can  you  Imagine?      Knowing  what  a  prospect  is  interested  in,  and  when?  

Can  you  Imagine?      

Having  automated  tools  in  place  so  salespeople  can  focus  on  sales-­‐ready  leads?  

Building  your  brand  so  prospects  welcome  appointments?  

THI  IS  THE  FUTURE      

The  Future  of  Sales  &  Marke>ng    

4  

How  New  Technology  and  Processes  Solve  Today’s  Sales  Challenges  

5  

How  to  U5lize  Sales  and  Marke5ng  Strategies  of  the  Future  and  Leave  the  Past  Behind    

How  New  Technology  and  Processes  Solve  Today’s  Sales  Challenges  

Have  an  Online  Presence  for  your  B2B  Brand  

Incorporate  Social  Media  and  Content  into  the  Sales  Process    

U5lize  Lead  Intelligence  to  Becer  Understand  Your  Prospects  and  Customers  

Have  an  Online  Presence  for  your  B2B  Brand  

1

The  Past  

Digital  footprint  is  focused  on  your  listener  or  audience.    

Any  B2B  site  you  have  is  filled  with  specs  and  media  guides.      

PS..  we  don’t  call  that  content!  

You  probably  have  a  “Contact  Us”  form.  

That  helps  with  only  bocom  of  the  funnel  leads  –  basically  call  ins.  

There  is  no  reason  to  visit  your  site.  

The  Future  of  Sales  &  Marke>ng    

   

Having  a  B2B  Website  That’s  Focused  on  Content  and  Educa5ng  Prospects  

The  Future  of  Sales  &  Marke>ng    

   

For  Example…      

Incorporate  Social  Media  &  Content  into  the  Sales  Process  

2

The  Past  

At  LeadG2  we  don’t  call  that  content  marke5ng…  We  call  that  bad  marke>ng.    

Some  media  companies  think  that  sending  sales  collateral  and  specs  to  prospects  is  content  marke5ng.  Or  that  “just  checking  in”  is  adequate.    

Let’s  cut  to  the  chase..  Most  sales  people  that  use  social  media  are  not  doing  it  right  to  start  with.    

Why?  They  lack  training  and  a  basic  knowledge  of  what  they  are  doing.  They  are  not  very  successful  and  stop  aier  a  few  weeks  or  months.  

The  Future  of  Sales  &  Marke>ng    

   

Content  is  Used  to  Nurture  and  Educate  Visitors  

1.  Content  drives  traffic  to  your  website,  allowing  you  to  convert  these  people  into  leads.  This  traffic  comes  from  social  media,  Google  search  results,  email  marke5ng  campaigns,  and  a  variety  of  other  places.    

2.  It  gives  your  sellers  something  to  share  on  Linkedin  with  all  of  their  connec5ons,  including  prospects  and  customers,  furthering  their  posi5on  as  a  thought  leader  and  expert,  and  staying  top  of  mind.    

3.  It  gives  your  sellers  something  to  send  prospects  during  the  sales  cycle.  They  are  then  able  to  stop  just  “checking  in”  and  start  having  real  conversa5ons  that  macer.  

Lead  Genera5on  in  3  Easy  Steps:  

 Create  a  B2B  website  with  

valuable  content.  

1

Lead  Genera5on  in  3  Easy  Steps:  

 Create  lead  conversion  

opportuni5es  via  calls-­‐to  ac5on.  

2

Lead  Genera5on  in  3  Easy  Steps  

 Drive  people  to  landing  pages  that  include  a  form  to  access  

premium  content.  

3

U>lize  Lead  Intelligence  to  Get  More  Appointments,  Waste  Less  Time  and  Sell  

More!    

3

The  Past  

Nothing???  

We  send  email  blasts  to  our  purchased  lists  and  look  at  open  rates.  

The  more  technically  savvy  sales  managers  look  at  visitors  to  your  B2B  website  and  determine  what  pages  they  are  looking  at(if  you  have  one).  

The  Future  of  Sales  &  Marke>ng    

   

U5lizes  Technology  to  Know  Why,  What  and  When  

The  Future  of  Sales  &  Marke>ng    

   

For  example  

Lead  Intelligence  in  3  Easy  Steps  

Lead  Intelligence  in  3  Easy  Steps  

Lead  Intelligence  in  3  Easy  Steps  

The  Future  is  HERE  

“You  have  everything  you  need  to  move  

forward  right  now.  You  don’t  need  more  reassurance.”  

 -­‐  Seth  Godin  Keynote  

 Inbound  2015  

Q&A  Want  to  Learn  More?    Download  our  e-­‐book  

 bit.ly/futureofsales  

 The  Future  of  Sales  and  

Marke>ng    

Ques>ons?  

www.leadg2.com    

@danibuckley  

@bhasenbauer  

@leadg2