The document outlines 3 things that sales teams should focus on in 2017: 1) Adding messaging to the sales process to engage prospects who are increasingly using messaging apps, 2) Fixing the broken BDR process which typically involves delayed follow up calls, by having BDRs do weekly chat shifts to engage prospects in real time, and 3) Doing account-based marketing effectively by giving valuable leads a better experience through chat instead of forms, so as not to waste money attracting leads without properly engaging them.
16. Share of Usage Time Spent in
Top 5 Email & Messaging Apps
Source: Andrew Wagner. #Converted16 Conference. Figures from 2015 and U.S. only.
Email Messaging
13-24 25-44 45+
8.00%
6.00%
4.00%
2.00%
0.00%
ages
17. The takeaway here isn’t that you
need to replace those other channels
with messaging.
18. But with billions of people now using
messaging worldwide, it should at
least be a part of your sales motion.
19. Pro tip for getting started:
Add live chat to your site’s pricing
page & other high-intent pages.
20. And if your sales reps are already
using Slack, they can respond to
chats right from there.
21. You can also integrate live chat with
your existing CRM, marketing
automation software, etc.
22. The bottom line: You don’t have to
change your current setup in order to
start using messaging for sales.
You can simply plug it into what
you’re already doing.
39. Account-based marketing (ABM) is
amazing. But there’s now a growing
disconnect between…
A) the investment
companies are
making in
attracting leads
B) the investment
they’re making in
engaging those
leads
&
40. Cost-per-lead (CPL) has gone up,
but sales reps aren’t always closing
those pricier leads at a higher rate.
41. So companies are spending all of this
time & money getting the attention
of these super-valuable targets…
42. But then when they actually have
their attention, they serve them up
the same-old experience:
43. Even if you’re driving leads to
targeted landing pages, think about
how that translates to an in-store
experience…
44. If your best lead walked into your
store, would you give them a pen and
a clipboard with a form to fill out
before you started talking to them?
45. Or would you, ya know, treat them
like a human and say hello?