5 Ways Your Sales Team Will Make the Next Webinar a Success

•

1,332 likes•63,817 views

Check out these slides from Marketo's LaunchPoint partner, ReadyTalk, and customer, Egencia, on how you can better utilize webinars to increase engagement and revenue.

LaunchPointWebinarSeries
5WaysYourSalesTeamWillMaketheNextWebinarASuccess
ReadyTalkandEgencia
March23,2016

•Thiswebinarisbeingrecorded!Slidesand
recordingwillbesenttoyouafterthewebinar
•Enteryourquestionsinthechat–wewillget
tothemafterthewebinar
•Postingtosocial?Makesuretouse
#mktgnationortweet@marketoor
@ReadyTalk
Housekeeping

MeetToday’sSpeakers
BethToeniskoetter
ProductStrategist,
ReadyTalk
CateVanasse
Sr.Marketing
Manager, Customer
Success

Agenda
Webinartrendsyouneedtoknowabout
WebinarBestpractices –what’sthelatest?
5wayssaleswillmakeyournextwebinarahit

• The“webinar”linesareblurring
• The“recording” afterthought
• LessformailityinB2bWebinars

Afewbestpractices
● Don’tbeallthingstoallpeople
● Designwithreuseinmind
● Createpointsofconnection
● Usethedatainameaningfulway

Howtoreduce“noshows”
• Offertheoptiontoregisterfortherecap
• Won’tskewyour‘registertoattend’conversion
• Savestheclientfromgettingunwantedreminders
• Setsthestagefortargetedfollow-upforsalesaftertheevent
• Statusshowsas“waitlisted”

Howtoreduce“noshows”–themechanics
Expandedour
reachby25%

Howtoenlistsalestoincrease
webinarregistrations
Appealtotheircompetitive sidewithacontestforthemostregistrants
• CreateleaderboardwithSalesforcedashboard
• Emailtheteamsregularly
• UseSalesforcechatter
• Providesaleswithtools:
• talkingpointsaboutthewebinar
• howtotrackregistrants
• toutthisemailsignaturebanner
• sendtheMarketoemailtemplate
• workthesocialchannels

Howtoenlistsalestoincreasewebinar
registrations
Winnerreceives:
• Braggingrights
• $75Giftcard
• Shout-outinweeklycompanynewsletter
• Plaqueinofficeon“webinarwalloffame”

#3Howtoleveragesalesas
technicalsupportforyour
webinar

salesastechnicalsupport
• EmaildeliverywillalwaysplagueB2Bmarketersmakingthe
delivery ofthewebinarconfirmationemailtricky
• Wearmourteamswithstepstheycansharetohelpprospects
joinawebinar,iftheydon’thavetheconfirmationemail
• Makessaleslooklikeaheroandtakessupportpressureoffof
you

#4Howtogetmoremileage
fromyourwebinarpost-event

howtogetmoremileagefromyourwebinar
• Createan“evergreen”URL
• Offertheslides,playbackand
keytakeawaysinaseamless
experience
• Readytalk+Marketo
integration=moredata,
immediately

howtogetmoremileagefromyourwebinar
• Considerembeddingthe
recordingintoyour
landingpage
• webringourmp4into
Wistiaandembeditonthe
Marketolandingpage

#5Howtosetthestagefor
successwithnewclients

Howtohaveasmoothsalestoimplementationshandoff
Rememberthataccidents happenatintersections

Tailoryourpost-salesexperience
Collectinformation from
newclientstocreatea
demo thatdelights

Keepsalesinformedofprogress
Send“noshow”alertsfor
newcustomertraining so
thatsalescanreachout
andmakesurethingsare
movingalongnicely

Tokenshelpyoukeepyoursanity
Updateyour
informationinone
placeandyourassets
are“automagically”
populated

Recapofkeytakeaways
• Createpointsofconnection
• Identifyregistrantsthatjustwanttherecap
• Createaninternalcontesttodriveupregistrations
• Equipsalestoplayliveeventsupport
• Createarecapthatwillliveon
• Tailornewcustomertraining
• Leverage programtokensforfasterwebinarbuild-out
andfewererrors

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