1. How to Sell Infusionsoft Brian Jambor Partner Marketing & Sales Specialist @brianjambor

2. Basic Housekeeping Versus Image Sources: sjcspeech.pbworks.com, http://topicsforpersuasivespeeches.net/http://topicsforpersuasivespeeches.net SpeechDiscussion

3. What you’ll walk away with Image Source: visualizeus.com How to generate leads for Infusionsoft How to sell Infusionsoft A 30 Second Elevator Pitch Getting key information out of prospects

4. The #1 Question POST Certification Image Source: CreativeCow.net

5. Biggest Challenge? Lead Generation!

6. Using Ezine Sites for Traffic Did you know? Write articles about: CRM Automation Email Marketing Subject Lines Best Practices ezinearticles.com

7. Getting the word out wisestamp.com

8. Don’t have a funnel? Use Ours!

9. Features Include Segmentation Custom Content Custom Follow Up Based on Target Users

10. Don’t have a funnel? Use Ours! Want one? Use CustomerHub.

11. Crazy Specific and Highly Effective Highly targeted based on target users.

12. Who wants it Co-Branded? Your logo + Our content = Win/Win COMING SOON

13. How many referral partners? Does Infusionsoft have? Hint: It’s more than 600

14. How many referral partners? Does Infusionsoft have? 1,800+ In our ecosystem

15. How many customers? Does Infusionsoft have? Over 10,000

16. How many customers with big lists? List Size = Over 175,000 contacts 123

17. JointVenture = Magic Think Double Rainbows, Glitter, and Unicorns

18. March was a Test for Joint Webinars We sold out of spots in 2 hours!

19. The Premise I leverage your list, and you agree to it. I give you an email to send out You send it to your list I produce the webinar slides I host the webinar (You Introduce me) I close the deals I give you a percentage or flat fee per sale

20. Real Word Example You find 12 partners and you’re set. List size of 7,000 237 signed up for the webinar 8 Asked for more information 3 will close You generate $4,500 in revenue! Time to setup = 2 hours

21. Leads from Partners are H-O-T They don’t get any hotter than this. 27% Close Rate

22. Getting your Klout On Who has the most social weight? Shoot for 40s - 60s Possible Topics: Marketing CRM Email Affiliates Campaigns

23. Who is Arthur Partridge? Infusionsoft Advocates on Klout

24. Become part of the conversation http://twitter.com/#!/search/crm

25. Easy is the new norm... Send people to your shopping cart!

26. Networking with Others Go Local Representatives

27. Now What? Soooo... Big Gulps huh?... Well.. See ya later! You’ve Got Leads

28. ProActive Selling m3learning.com

29. The Buy-Sell Process Follow the steps to success! Buyer’s Process Seller’s Process Close Justify Validate Educate Initiate Decide Rationalize Transfer of Ownership Education Initial Interest

30. Initiate the conversation Ready, Set, GO! Buyer’s Process Seller’s Process Close Justify Validate Educate Initiate Decide Rationalize Transfer of Ownership Education Initial Interest

31. Interest is good, Motivation is Better How can you motivate someone? 2 Motivators Pain (Away) Avoidance of Pain Pleasure (Towards) Obtainment of Pleasure

32. How can you tell? Why would you buy a new T.V.?

33. Away Statements Away from Pain The old one isn’t working It doesn’t have the features I need I can’t get the channels I want My old one is pretty shot I’m tired of looking at a small screen

34. Away = Negative Focused on the negative part of the sale Moving away from Pain

35. Toward Statements They identify positive reasons - No negativity I like the new features I like the looks of it It will fit great in my entertainment ctr. I want to watch movies on a big screen I want to feel the action in my living room

36. Toward = Positive They identify forward moving reasons Moving Toward Pleasure

37. Most people are “Away” Focus your message on “Away” terminology

38. Example Questions: 1. How can I minimize leads from slipping through the cracks. 2. How can I eliminate my manual processes.

39. Example Questions: 3. How can I eliminate the multiple system chaos. 4. How can I grow my business without growing my staff. 5. How can I avoid losing customers to my competitors.

40. Example Questions: 6. How can I prevent meaningless conversations. 7. How can I stop using my website as a brochure. 8. How can I minimize wasted time by my sales reps.

41. BREAKOUT! 2 Questions - One of Each Towards Great New Improve 40 Percent Better Act Now Away Stop Avoid Less Before it’s too late Prevent

42. What is your 30 second speech? Keep it simple.

43. What is your 30 second speech? Keep it simple. Basic Outline 1. Introduce Yourself 2. List what Infusionsoft can do 3. We often get questions such as... 4. Use Away language

44. Crafting your 30 second speech Example: Hi {Name}, This is Brian from Infusionsoft. You had recently downloaded {White Paper Name}, and I wanted to let you know that at Infusionsoft we help clients: -Shorten their sales cycle -Consistently follow up with prospects -and get more referrals from their customers We get questions such as: 1. How can I automate my marketing? 2. How can I generate better leads? 3. and How can I make my sales reps more productive? These are all great questions, but I wanted to know what challenges you're facing that are causing you to look at CRM systems. When you have a second, give me a call. My direct line is {Your Phone Number}. Again, that's {Your Name} with Infusionsoft, {Your Phone Number}.

45. What is your 30 second speech? Keep it simple. BREAKOUT!

46. Give it your BEST shot Group Presentations

47. How to qualify prospects Can you fog a mirror? Do you have a pulse? What their website address is? What systems they currently use? How many customers/clients they have?

48. Quantifying Responses Like Running a Marathon - Timed = Better

49. Great Qualifying Questions Think about quantifying their business How much traffic are they getting? How many leads are they generating? How many voicemails are they leaving? How many lists do they have? How much time are they spending in manual processes?

50. BREAKOUT! What makes a qualified lead? Come up with 3 examples of A Qualified Lead An Un-Qualified Lead

51. Too Big for Infusionsoft? Look for keywords or key phrases ERP System Over 100 Users Over 1k Products in their Cart Evaluating Marketo, SilverPop, Eloqua

52. The great Transition Rolling Right into Education Tell me a little more about your business and what you’re looking for.

53. Getting Educated It’s your turn to LISTEN Buyer’s Process Seller’s Process Close Justify Validate Educate Initiate Decide Rationalize Transfer of Ownership Education Initial Interest

54. Step 2 - Education The more they tell you, the more you WIN You are NOT educating the prospect, the prospect is educating YOU on their business.

55. Great Questions! Follow the rabbit hole How are you generating leads? How are you following up? Tell me about your sales process? Do you have a referral rewards program? How are clients paying you?

56. How to dig deeper? Hit the motherload! Tell me more about that. What does that mean?

57. What are Jim’s Goals? Take Notes so you can Reference them Later! You probably have a goal Next 3 Months Quantify it!

58. What are Jim’s Goals? Take Notes so you can Reference them Later! Goal = Better Qualified Leads Questions to ask? How many now? How many are qualified? How many do you need in 90 days?

59. Use the PCL Great framework for finding out more

60. Summarize, Bridge, Pull Pull them to the next step Brad, you mentioned you wanted to: Get more qualified leads. Stop wasting time on manual processes Make your sales reps more efficient Would you agree? I think a logical next step would be....

61. Validate with a Demo Your Infusionsoft Sales Rep can Help!!!

62. Questions? @brianjambor | brian.jambor@infusionsoft.com