How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!
-
Upload
the-center-for-sales-strategy -
Category
Marketing
-
view
618 -
download
0
Transcript of How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!
![Page 1: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/1.jpg)
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…
![Page 2: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/2.jpg)
And are a HubSpot
Pla>num Agency partner
![Page 3: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/3.jpg)
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.
![Page 4: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/4.jpg)
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
[email protected] @BHASENBAUER
![Page 5: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/5.jpg)
How Your Media Sales Team Can
Get More Appointments, Waste Less
Time, and Sell More!
Featuring: Dani Buckley Inbound Marke>ng & Sales
Consultant
[email protected] @DANIOBUCKLEY
![Page 6: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/6.jpg)
1 Challenges Facing Media Sellers Today
Today’s Webinar Will Cover
![Page 7: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/7.jpg)
2 How the Modern Media Buying Cycle Has Changed
Today’s Webinar Will Cover
![Page 8: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/8.jpg)
3 What The Future of Sales and Marke5ng Holds for Sales Teams
Today’s Webinar Will Cover
![Page 9: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/9.jpg)
4 How New Technology and Processes Solve Today’s Sales Challenges
Today’s Webinar Will Cover
![Page 10: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/10.jpg)
5 How to U5lize Sales and Marke5ng Strategies of the Future and Leave the Past Behind
Today’s Webinar Will Cover
![Page 11: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/11.jpg)
1 Challenges Facing Media Sellers Today
![Page 12: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/12.jpg)
3 Major Challenges Facing Media Sellers Today
GeIng More Appointments
Was5ng Time
Selling More
![Page 13: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/13.jpg)
Challenge: GeIng More Quality Appointments
1
![Page 14: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/14.jpg)
$50,000 $100,000 $150,000
What do you pay them to do?
Challenge: GeIng More Quality Appointments
![Page 15: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/15.jpg)
Needs Find
Solutions Sell
Challenge: GeIng More Quality Appointments
![Page 16: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/16.jpg)
They’re spending
very little time
finding needs and
selling solutions
Challenge: GeIng More Quality Appointments
![Page 17: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/17.jpg)
Challenge: GeIng More Quality Appointments
![Page 18: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/18.jpg)
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
![Page 19: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/19.jpg)
Challenge: GeIng More Quality Appointments
Delete
![Page 20: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/20.jpg)
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
![Page 21: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/21.jpg)
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
![Page 22: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/22.jpg)
2
Challenge: Was5ng Less Time
![Page 23: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/23.jpg)
Challenge: Sell More
3
![Page 24: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/24.jpg)
2 How the Modern Media Buying Cycle Has Changed
![Page 25: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/25.jpg)
The Modern Media Buying Cycle
![Page 26: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/26.jpg)
Zero Moment of Truth
![Page 27: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/27.jpg)
“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
![Page 28: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/28.jpg)
3 What The Future of Sales and Marke5ng Holds for Sales Teams
![Page 29: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/29.jpg)
Can you Imagine? Knowing what a prospect is interested in, and when?
![Page 30: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/30.jpg)
Can you Imagine?
Having automated tools in place so salespeople can focus on sales-‐ready leads?
![Page 31: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/31.jpg)
Building your brand so prospects welcome appointments?
![Page 32: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/32.jpg)
THI IS THE FUTURE
The Future of Sales & Marke>ng
![Page 33: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/33.jpg)
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
![Page 34: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/34.jpg)
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
![Page 35: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/35.jpg)
Have an Online Presence for your B2B Brand
1
![Page 36: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/36.jpg)
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.
![Page 37: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/37.jpg)
The Future of Sales & Marke>ng
Having a B2B Website That’s Focused on Content and Educa5ng Prospects
![Page 38: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/38.jpg)
The Future of Sales & Marke>ng
For Example…
![Page 39: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/39.jpg)
![Page 40: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/40.jpg)
![Page 41: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/41.jpg)
![Page 42: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/42.jpg)
![Page 43: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/43.jpg)
Incorporate Social Media & Content into the Sales Process
2
![Page 44: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/44.jpg)
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.
![Page 45: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/45.jpg)
The Future of Sales & Marke>ng
Content is Used to Nurture and Educate Visitors
![Page 46: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/46.jpg)
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.
![Page 47: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/47.jpg)
Lead Genera5on in 3 Easy Steps:
Create a B2B website with
valuable content.
1
![Page 48: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/48.jpg)
Lead Genera5on in 3 Easy Steps:
Create lead conversion
opportuni5es via calls-‐to ac5on.
2
![Page 49: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/49.jpg)
Lead Genera5on in 3 Easy Steps
Drive people to landing pages that include a form to access
premium content.
3
![Page 50: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/50.jpg)
U>lize Lead Intelligence to Get More Appointments, Waste Less Time and Sell
More!
3
![Page 51: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/51.jpg)
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).
![Page 52: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/52.jpg)
The Future of Sales & Marke>ng
U5lizes Technology to Know Why, What and When
![Page 53: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/53.jpg)
The Future of Sales & Marke>ng
For example
![Page 54: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/54.jpg)
Lead Intelligence in 3 Easy Steps
![Page 55: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/55.jpg)
Lead Intelligence in 3 Easy Steps
![Page 56: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/56.jpg)
Lead Intelligence in 3 Easy Steps
![Page 57: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/57.jpg)
The Future is HERE
![Page 58: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/58.jpg)
“You have everything you need to move
forward right now. You don’t need more reassurance.”
-‐ Seth Godin Keynote
Inbound 2015
![Page 59: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/59.jpg)
Q&A Want to Learn More? Download our e-‐book
bit.ly/futureofsales
The Future of Sales and
Marke>ng
![Page 60: How Your Media Sales Team Can Get More Appointments, Waste Less Time, and Sell More!](https://reader031.fdocuments.net/reader031/viewer/2022030309/58f1f2ac1a28ab102d8b45ed/html5/thumbnails/60.jpg)
Ques>ons?
www.leadg2.com
@danibuckley
@bhasenbauer
@leadg2