Michael Halper takes us through the sales process from qualifying to closing your leads with the help of Salesscripter and SalesNexus online crm software and email marketing solution.

1. Sales Lead Conversion Workshop
Michael Halper
Founder and CEO
SalesScripter

2. • 20 years frontline sales, marketing, and
customer service experience
• Founder and CEO of Launch Pad Solutions
and SalesScripter
• Author of The Cold Calling Equation –
PROBLEM SOLVED
• President of the American Association of
Inside Sales Professionals Houston Chapter
• ICF Certified Professional Coach
• MBA University of Houston, Masters of
Science University of Texas at Dallas

3. Agenda
• Generating the lead
• Following up on leads
• Staying in touch

4. Generating the Lead
Inbound Marketing
• Organic SEO
• PPC
Process
1.
2.
3.
4.
Drive traffic to website or landing page
Have a compelling call to action
Have an opt-in web form
Opt-in form connected to your CRM

5. Generating the Lead
Outbound Marketing
• Email marketing
• Telesales
Process
1.
2.
3.
4.
Go to LeadFerret.com and build target list
Send email campaign through SalesNexus.com
Track clicks (clicks = leads)
Targeted phone calls to the clicks
Webinar
http://www.salesnexus.com/blog/3-ingredients-of-sales-growth

6. Key Principles
Timely Follow-up
• The more time that elapses, the odds of
conversion decrease dramatically
– Inbound leads: Follow-up needs to happen in
minutes. Greater than 30 minutes can lead to a
50% decrease in conversion rate.
– Outbound leads: Follow-up needs to be within
one to two days.

7. Key Principles
Initial Contact
Map out your sales process stages
• Ultimate goal: close the sale
Cold Call
Inbound Call
Email
Event
• Immediate goal: get commitment to
advance to next stage in sales process
• Always stay focused on the immediate
goal
2 to 5 minutes
80% on prospect
20% on you
First Call
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you

8. Key Principles
Staying in Touch
• No a “No” but “No, not right now”
• Need a way to be there or in mind when the
“No” becomes a “Yes”
• Two ways to stay in touch
– Drip campaigns
• Informational emails
• Monthly
– Periodic check-in calls
• Quarterly

9. Identifying Who to Call
• Inbound leads
• Email clicks

10. Making the Call
What to say?
•
“We sent you an email, wanted to see:
– if you found the information
helpful”
– If you wanted more information on
that topic”
– If you had any questions on what
you read”
•
“I saw that you took a look at [insert
subject or title of content]
•
Ask pre-qualifying questions
– SalesScripter demo

11. Dealing with Voicemail
•
You can spend more than 50% of
your time reaching voicemail
•
Have a plan
•
Don’t expect a call back
•
Use your message as commercial to
educate
•
Follow every voicemail with an email
•
Create a multi-touch effect

12. Post-Call Activities
• Log call
• Follow-up activity
• Send email
• Add to new campaign

13. Visibility Across the Process
• Dashboard
• Reports
• SN Demo

14. Need Help?
•
Helps businesses with prospecting
•
Sales coaching, training, and consulting
•
Team of telesales resources
–
–
–
–
–
Lead generation
Appointment setting
Lead follow-up
Survey/information gathering
Event promotion
•
Able to work directly in your CRM
•
Pricing
–
–
–
25 Hours - $750
50 Hours - $1,500
100 Hours - $3, 000

15. Need Help?
Sales Ready Lead Starter Kit
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
Only $780
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads

16. Need Help?
Sales Ready Lead Starter Kit Premium
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
Only $1,530
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads
Telesales Lead Follow-up (25 hours)

17. Need Help?
•
SalesNexus Free Trial
–
•
•
http://salesscripter.com/cold-call-calling-script/
–
•
–
http://salesscripter.com/category/training-videos/
http://www.amazon.com/The-Cold-CallingEquationProblem/dp/1468173545/ref=sr_1_1?ie=UTF8&qi
d=1338310605&sr=8-1
Lead Follow-up Service – Launch Pad
Solutions
–
SalesScripter videos
http://salesscripter.com/weekly-overviewwebinar/
The Cold Calling Equation – Problem
Solved
http://www.salesnexus.com/training.html
SalesScripter Free Trial
–
•
•
SalesNexus weekly training
–
•
http://www.salesnexus.com/training.html
SalesScripter weekly training
–
http://try.salesnexus.com/free-trial/
SalesNexus videos
–
•
info@lp-sol.com