Webinar
How to be successful in distance selling?
Hosted by Nicolas Boissard,
Marketing Director of Kestio
In this webinar, Nicolas Boissard, Marketing Director of KESTIO, gives you the keys to performing in distance selling and to setting up an effective, personalised appointment scheduling system that is as little affected as possible by external factors.
Why prospect, especially in a distance selling context?
Without a continuous flow of leads you lose business. Also, a common mistake when you have few leads is to try to qualify each and every one of them, even if it is irrelevant.
Recovering quality data, which is all the more important with distance selling
It can be interesting to define a grid with the main targeting criteria. The criteria can be various: turnover, number of employees, geographical area, position, etc...
In outbound marketing, we will collect data on our defined target. Several tools allow us to collect enriched data. We will present them to you in this webinar. Having enriched data allows us to be more efficient in outbound marketing.
Multiply the points of interaction with leads
The points of interaction can be numerous and need to be put in place whether we are talking about distance selling or direct selling.
It is therefore important to enter into a relationship on LinkedIn. It can therefore be interesting to personalise LinkedIn invitations and not to be in a commercial approach but more in an interest approach for the prospect. Here again, there are tools to facilitate this work.
Google campaigns
It can also be interesting to set up Google campaigns. Display campaigns are particularly interesting, Nicolas Boissard details this point in this webinar.
The emails
Emails always work contrary to what you might think. However, there are several best practices, detailed in this webinar, for creating effective emails.
Prioritise sales actions towards the most interested leads to maximise performance for distance selling
Prioritise leads with Lead Scoring, which will allow you to calculate the level of interest in a lead and therefore to know which one to call first. This lead scoring technique is detailed in this webinar.
To go further, we invite you to consult this article on 3 web sales tunnels to generate leads.
