1. Prepared by: Prashant Sakariya
Email:- prashantsakariya@yahoo.in

2. Sales & marketing have been using the
same playbook since the 2000s.

3. 1. Drive traffic to your
website.

4. 2. Force people to stop & fill out
forms.

5. 3. Follow up when you feel like
it.

6. For years, that was the playbook.
But here’s the thing…

7. It’s 2017.
Times have changed.
Technology has grown
up.

10. 1)Adding
Messaging to Your
Sales Process

12. But these days, more and more of
your prospects are using
messaging.

15. Source: Andrew Wagner. #Converted16 Conference. Figures from 2015 and U.S.
only.
Email Messagin
g
13-24 45+
8.00
%
6.00
%
4.00
%
2.00%
0.00
% 25-44
ages

16. The takeaway here isn’t that you
need to replace those other channels
with messaging.

17. But with billions of people now using
messaging worldwide, it should at
least be a part of your sales motion.

18. Pro tip for getting started:
Add live chat to your site’s pricing
page & other high-intent pages.

20. You can also integrate live chat with
your existing CRM, marketing
automation software, etc.

21. 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.

22. 2) Fixing Your BDR
Process

24. Rememberthe 2000s?

25. •
•
•
Grab a list of the latest leads.
Spend the next 2 weeks calling them.
Repeat.

26. From a buyer's perspective, the timing
is usually terrible when a BDR reaches
out. Just think about it:

27. After being forced to fill
out forms, buyers don’t
sit around waiting for
follow-up phone calls.

28. That’s why on average it takes BDRs
9 touches over 2 weeks before
they're able to qualify a given lead.

29. These days, buyers would rather
have those sales conversations
when it’s convenient for them…

31. So here’s a simple change: Start
having your BDRs run weekly chat
shifts.

33. And remember: You don’t need your
BDRs online around the clock in
order to drive results.

35.  (So You Can Stop Leaking Money)

36. A) the investment
companies are
making in
attracting leads
B) the investment
they’re making in
engaging those
leads
&

37. Cost-per-lead (CPL) has gone up,
but sales reps aren’t always closing
those pricier leads at a higher rate.

38. So companies are spending all of this
time & money getting the attention
of these super-valuable targets…

39. But then when they actually have
their attention, they serve them up
the same-old experience:

40. Even if you’re driving leads to
targeted landing pages, think about
how that translates to an in-store
experience…

41. 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?

43. Instead of making
people fill out forms,
give them the
chance to chat in
real-time.

44. With messaging, you can make the
sales experience simpler, more
enjoyable, and more human.

45. Using this new approach, you can
give your quality ABM leads the
quality experiences they deserve.
This is how businesses should communicate with their
customers in these days.

46. Thank You!