Moving qualified opportunities down the funnel is the goal of any Sales leader. The faster deals progress towards close, the more revenue Sales will generate. Sales acceleration matters.
On the other side of every opportunity is a buyer or a buying group. Quality interactions with buyers are fundamental to sales success.
A quality interaction is a two-way interaction. It’s not a buyer reading an email, listening to a voice mail, watching a video, or attending a webinar. It’s a conversation where information is exchanged about a potential purchase. The most information comes from the customer and is related to customer budget, needs, and concerns. Sales people can address concerns and cast doubt on competitors only when there is a way to have an authentic conversation with a prospect or customer.
Quality Sales Interactions are Hard to Come By
In a typical week, a sales person might average one quality interaction with a prospect every day. Sales people spend most of their time trying to get prospects to take meetings: sending hundreds of emails and leaving countless voicemail messages.
It takes an enormous amount of time and money to get just one prospect into a quality conversation. If a sales person costs $150,000 fully loaded, and they work 50 weeks a year, that means it costs $3,000 to get five conversations on the calendar, or $600 per quality conversation.
It also takes a lot of calendar time. For a team of 15 sellers, it will take six weeks to generate 450 quality interactions. The total cost would be $270,000, and that doesn’t even count the cost of managing the sales people, hiring them, training them, etc.
What if it were possible to generate 450 quality customer conversations in a single day from that same team of 15 sellers? And what if the cost was 10x cheaper or even less?
Scaling customer intimacy and quality interactions. The most strategic CMOs and CROs understand just how hard (and expensive) it is. Webinars provide scale (hundreds may watch), but there are essentially zero quality sales interactions. When is the last time you’ve seen a salesperson interact with a customer 1:1 in a webinar?
Legacy webinar platforms were fine back in the day when it was easier to convert attendees after a webinar.
Video meetings on monolithic platforms like Zoom and Teams are good for holding quality conversations, but as noted above it is incredibly expensive to get customers to take 1:1 meetings.
There is another option, and it is rapidly gaining traction. It allows you to tilt the playing field and move opportunities much faster down the funnel.
The good news? This option is much simpler and affordable than you might think.
Introducing the Sales Acceleration Sellinar Playbook
Let’s say you have 15 sellers each managing 30 opportunities each. And let’s say that each of those opportunities has 10 contacts in the buying group. You would have 450 target companies with 4,500 total contacts.
Run the Sales Acceleration Sellinar playbook and invite all 4,500 of those contacts to a virtual gathering hosted on Scoot. Attract them with content and speakers relevant to your product and their stage in the funnel. Give prospects an opportunity to meet happy customers, talk to other prospects, and engage with a few of your executives.
Now let’s say 3% or 150 of these contacts attend the Scoot meeting. They are, after all, qualified opportunities, and you are giving them valuable content and a way to meet highly relevant people to help them on the buying journey.
In the course of a 60 minute event, there will be a presentation and also plenty of time in Scoot’s mingle mode. 35 conversations happen with 5 customers in each, rotating every 10 minutes for 30 minutes. To keep sales cycles moving, 15 of your sales people are there. Subject matter experts, product managers, services delivery staff, and partners can attend, too.
By run the Sellinar playbook, which is exclusively available on Scoot, you have just created 450 quality interactions.
In the course of 60 minutes, your 15 sellers have had the same number of quality interactions they would get in 6 weeks of calling, emailing, and struggling to get prospects to take Zoom meetings.
Your prospects and customers, who have given you their valuable time, have received enormous value in return. They have not only heard an interesting presentation (which was their expectation coming in), they have also interacted in a series of conversations. Those conversations are exactly what buyers need in order to check concerns off their list, get questions answered, and feel like a valued customer.
What’s more is that the Scoot sales acceleration engine drives another flywheel, which provides a long term competitive advantage.
All of the conversations across a Scootaverse® can be transcribed. Dozens or hundreds of conversations happen simultaneously, depending on the size of the meeting. Transcriptions and meeting activities are run through Scoot’s proprietary Applied AI technology, providing an unprecedented new data set. The insights gathered in a Scoot meeting (e.g. customers talking with other customers), cannot be gathered in any other way. Not in a webinar, and not at an expensive in person field marketing event.
Scoot Accelerates Sales Better Than Legacy Webinars
When we say Scoot is an experiential meeting platform that accelerates sales, we mean really accelerates sales. What your sellers do with all those quality interactions is going to depend on their training and skill.
Strategic CMOs and CROs know that sellers have to get at bats in order to have a chance of closing a deal. Scoot dramatically increases how many high quality selling interactions sellers can get.
Curious to learn more about the Sales Acceleration Sellinar playbook? Contact Us
