Lee Hacohen - 5 Steps in The Buying Cycle to Accelerate Leads to Revenue
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Transcript of Lee Hacohen - 5 Steps in The Buying Cycle to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
#SalesSummit | @lhacohen
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Speaker for this Session
Lee HacohenVP Sales, Marketing Solutions
ON24
@lhacohen
Fun Facts:
1) Lived/Worked in some Amazing Places (NY/CT, Honolulu, Amsterdam, San Francisco)
2) I can shuck a coconut in less than 40 seconds
3) Experienced Traveler – Visited 54 countries
4) Passionate about Sales/Marketing
#SalesSummit | @lhacohen
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen5 | ©2013 ON24, Inc. All Rights Reserved. I ON24, Inc. Confidential.
The Role of Webinars in the Sales Process
Source: 2012 Tech Marketing Planning Guidance (Forrester)
#SalesSummit | @lhacohen
Webinars are Key Tools for Driving Buying Cycle
Buying Cycle
Awareness
Preference
Purchase
65% buyers are self-educating before engaging with sales
5 Years Ago
Sales Engagement
Role of Webinars
Thought Leadership
Solution Focused Webinars
Customer Validation Webinars / Case Studies
Product Focused / Demo Webinars
Today
Source: Sirius Decisions 2013
#SalesSummit | @lhacohen
REDSI
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Review your available and planned sales/marketing collateral
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Ensure you have webinars & online presentations for clients to engage with at
each stage of the buying cycle
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Deliver engaging & interactive webinars/online presentations
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Branding
Multi-media
InteractivitySocial Media
User Controlled
#SalesSummit | @lhacohen
Seamlessly Pass Engagement Index to your Marketing Automation and/or CRM Platform
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Integrate Engagement Index into Nurture & Follow-Up Strategy
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
REDSI
5 Steps to Accelerate Leads to Revenue
#SalesSummit | @lhacohen
Thank You!
Lee HacohenVP Sales, Marketing Solutions
ON24
@lhacohen