4 WAYS TO DRAMATICALLY INCREASE

LEAD CONVERSION Trish Bertuzzi

@bridgegroupinc

#Rainmaker2015  

==  Inside sales builder, writer, and thinker.

The Bridge Group, Inc.

TRISH BERTUZZI

   

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Who is nailing Inbound?

   

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OLD SCHOOL

NEW, OLD SCHOOL

OLD, NEW SCHOOL

   

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NEW SCHOOL IPOS:2007-14

I MP A C T

60%  

   

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Prospecting Processing

   

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Sound familiar?

   

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Prospecting Processing

4 Problems and Solutions  

Qualify contact not the company

1 2 3 4

   

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Others: CRO & CFO

   

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Processing or prospecting?

   

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Qualify company, not the contact

1 2 3 4

   

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Treating chicken sh*t like chicken salad

1 2 3 4

   

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What does the SDR do?

   

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Those who focus, win

1 2 3 4

   

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No ICP, nurture

Give reps leeway

   

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Telling the same story…

1 2 3 4

   

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Be interesting, be relevant

1 2 3 4

   

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ontact

ompany

onversation starter

Saying the exact same thing to different people

1 2 3 4

   

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CTO CFO CRO

   

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CTO CFO CRO

   

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Processing or prospecting?

Story, media, and cadence

1 2 3 4

   

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CTO CFO CRO

   

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Phone

Email Ghosting

   

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4 Lead Conversion Rules

1.  Qualify company, not the contact 2.  Those who focus, win 3.  Be interesting, be relevant 4.  Story, media, and cadence

Questions?

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