trish bertuzzi rainmaker 2015
TRANSCRIPT
4 WAYS TO DRAMATICALLY INCREASE
LEAD CONVERSION Trish Bertuzzi
@bridgegroupinc
#Rainmaker2015
== Inside sales builder, writer, and thinker.
The Bridge Group, Inc.
TRISH BERTUZZI
#Rainmaker2015
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?
#Rainmaker2015