![Page 1: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/1.jpg)
[LIVE WEBINAR]
How to Keep Sales Cranking in the Second Half of the Year
![Page 2: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/2.jpg)
Housekeeping
Webinar is being recorded, and will be sent out tomorrow
Interact with us in the Q&A panel as well as on Twitter with the hashtag #SalesSuccess
![Page 3: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/3.jpg)
Meet your Experts@AlexWolin@MarkRoberge
CRO Sales Division, HubSpot
Head of Enterprise East, LinkedIn Sales
Solutions
![Page 4: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/4.jpg)
Agenda
1. How to find new prospects
2. Reengaging your database and reinvigorating cold accounts
3. Creating multiple paths into an account
![Page 5: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/5.jpg)
Part 1: Find the Next Batch of Prospects
![Page 6: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/6.jpg)
Set Sales People Up to be Thought Leaders
![Page 7: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/7.jpg)
Today’s sales world is transforming. It’s not about the sales rep, it’s about the customer.
Part 1: Find Prospects
Target prospects that are good for YOU
Cold call prospects with YOUR elevator pitch
Push prospects through YOUR sales process
Listen for prospects starting THEIR buy cycle
Engage prospects with THEIR interests
Help prospects through THEIR buying process
![Page 8: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/8.jpg)
Couple Context with Social Tools
Part 1: Find Prospects
![Page 9: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/9.jpg)
75%of B2B Buyers use social media to make purchasing decisions
![Page 10: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/10.jpg)
Use New Technology to…
Identify people at the right time who can influence the buying decision
Use social triggers to find prospects entering the buying cycle
Find common connections to facilitate a warm introduction
Part 1: Find Prospects
![Page 11: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/11.jpg)
Identify people at the right time who can influence the buying decision
Part 1: Find Prospects
![Page 12: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/12.jpg)
Use social triggers to engage with prospects at the right time
Part 1: Find Prospects
![Page 13: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/13.jpg)
Act on Social TriggersPart 1: Find Prospects
![Page 14: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/14.jpg)
5XMore likely to engage with sales
professionals via warm introduction than cold outreach.
![Page 15: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/15.jpg)
Find common connections for a
warm introduction
Part 1: Find Prospects
![Page 16: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/16.jpg)
Part 2: Re-engage with Your Database
![Page 17: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/17.jpg)
Full Report Available at http://www.getsidekick.com/email-open-rates-report
(6.4 Million Sales Emails Analyzed)
Part 2: Engage Database
![Page 18: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/18.jpg)
Which emails had a higher Open Rate?
Emails with a Subject or No Subject?
Part 2: Engage Database
![Page 19: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/19.jpg)
Part 2: Engage Database
![Page 20: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/20.jpg)
Which emails had a higher Open Rate?
Emails sent on Monday, Friday, or Sunday?
Part 2: Engage Database
![Page 21: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/21.jpg)
Try scheduling prospecting emails on the weekend
Part 2: Engage Database
![Page 22: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/22.jpg)
Rapid Fire Tips:• Don’t use “quick”
• “Tomorrow” has 10% higher open rate
• Start the email body with something about the prospect, not yourself
• Email on the weekends
• “No subject” has higher open rates than a subject line
Part 2: Engage Database
![Page 23: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/23.jpg)
Reinvigorate a Cold Account
Part 2: Engage Database
![Page 24: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/24.jpg)
First, Don’t Underestimate Closed Lost Account
Part 2: Engage Database
![Page 25: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/25.jpg)
Second, Use New Content & Products from Marketing!
When new product features or helpful content comes out, reach out to your customers and offer it to them.
Part 2: Engage Database
![Page 26: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/26.jpg)
Part 3: Create Multiple Paths into an Account
![Page 27: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/27.jpg)
Part 3: Multiple Paths
![Page 28: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/28.jpg)
Find other relevant contacts within an account
Part 3: Multiple Paths
![Page 29: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/29.jpg)
The Old School Sales Process: Call High
“Let’s talk profit margins and growth!” “Yes! Let’s.”
Part 3: Multiple Paths
![Page 30: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/30.jpg)
When Old School Tries to Go New School
“Let’s talk profit margins and growth!”
“Huh?”
Part 3: Multiple Paths
![Page 31: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/31.jpg)
Transform Your Connect Strategy To Leverage Influencers
“I noticed you downloaded our ebook. What specific questions did you have?”
“Wow! This is really helpful. Can you keep helping me?”
o Build trust with the influencer by helping them with their problems.
o Ask for the influencers help to engage with the Decision Maker
Part 3: Multiple Paths
![Page 32: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/32.jpg)
The social selling era starts now. You know the art of selling. We can help with the science.
Check out LinkedIn Sales Navigator for yourself!
Visit: www.sales.linkedin.com
![Page 33: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/33.jpg)
Stay in the New School with Sidekick & HubSpot CRM
http://www.hubspot.com/crmhttp://www.getsidekick.com
![Page 34: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/34.jpg)
Q&A#SalesSuccess
@AlexWolin
@MarkRoberge
![Page 35: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/35.jpg)
25% DISCOUNT CODE FOR WEBINAR ATTENDEES, EXPIRES JULY 31:
LINKEDIN15
![Page 36: [Webinar] How to Keep Sales Cranking in the Second Half of the Year](https://reader030.vdocuments.us/reader030/viewer/2022032504/55c3746dbb61ebea778b46bf/html5/thumbnails/36.jpg)
Thank you!