Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/lee-hacohen Session Overview For years, those responsible for Sales, Marketing and Demand Generation have looked for the magic wand allowing them to shorten the lead to revenue cycle. In today’s session, Hacohen will present 5 steps to accomplish this utilizing the proven combination of engaging and interactive webinars, effective lead nurturing and transferring the right data points into your CRM.

1. #SalesSummit | @lhacohen

2. #SalesSummit | @lhacohen
5 Steps to Accelerate Leads to Revenue

3. #SalesSummit | @lhacohen
Speaker for this Session
Lee Hacohen
VP Sales, Marketing Solutions
ON24
@lhacohen
Fun Facts:
1) Lived/Worked in some Amazing Places
(NY/CT, Honolulu, Amsterdam, San Francisco)
2) I can shuck a coconut in less than 40 seconds
3) Experienced Traveler – Visited 54 countries
4) Passionate about Sales/Marketing

4. #SalesSummit | @lhacohen
5 Steps to Accelerate Leads to Revenue

5. #SalesSummit | @lhacohen5 | ©2013 ON24, Inc. All Rights Reserved. I ON24, Inc. Confidential.
The Role of Webinars in the Sales Process
Source: 2012 Tech Marketing Planning Guidance (Forrester)

6. #SalesSummit | @lhacohen
Webinars are Key Tools for Driving Buying Cycle
Buying Cycle
Awareness
Preference
Purchase
65% buyers are self-educating before engaging with sales
5 Years Ago
Sales
Engagement
Role of
Webinars
Thought Leadership
Solution Focused Webinars
Customer Validation
Webinars / Case Studies
Product Focused / Demo
Webinars
Today
Source: Sirius Decisions 2013

7. #SalesSummit | @lhacohen
R
E
D
S
I
5 Steps to Accelerate Leads to Revenue

8. #SalesSummit | @lhacohen
Review your available and planned
sales/marketing collateral
5 Steps to Accelerate Leads to Revenue

9. #SalesSummit | @lhacohen
Ensure you have webinars & online
presentations for clients to engage with
at each stage of the buying cycle
5 Steps to Accelerate Leads to Revenue

10. #SalesSummit | @lhacohen
Deliver engaging & interactive
webinars/online presentations
5 Steps to Accelerate Leads to Revenue

11. #SalesSummit | @lhacohen
Branding
Multi-media
Interactivity
Social Media
User Controlled

12. #SalesSummit | @lhacohen
Seamlessly Pass Engagement Index to your
Marketing Automation and/or CRM Platform
5 Steps to Accelerate Leads to Revenue

13. #SalesSummit | @lhacohen
Integrate Engagement Index into
Nurture & Follow-Up Strategy
5 Steps to Accelerate Leads to Revenue

14. #SalesSummit | @lhacohen
R
E
D
S
I
5 Steps to Accelerate Leads to Revenue

15. #SalesSummit | @lhacohen
Thank You!
Lee Hacohen
VP Sales, Marketing Solutions
ON24
@lhacohen