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by Shelby Britton

Created

July 11, 2013

Generate Leads the Sales Team will Love with Webinars

Roger Courville,  the Chief Aha! Officer at1080 Group, LLC, recently delivered a webinar on our behalf and wrote a follow-up paper on this topic. It was fantastic and I’d like to share an excerpt from that paper here:

Every organization would like to have more sales leads. As MarketingSherpa has found, however, marketers’ top concern is generating quality leads . Why? In a world of overwhelming data and possibilities, sales teams need to more effectively prioritize their time and approach prospects in the most relevant way possible.

Webinars uniquely enable marketers to conquer this challenge as they plan, promote, and produce webinars and webinar programs to fuel deep, actionable insights for sales teams.

And here are the tips that followed:

Planning: Approach webinars differently than other forms of content
Planning: Use the webinar life cycle as its own nurturing campaign
Planning: Teach the sales team how to use the deeper insights
 
Promoting: Customize email marketing for webinar-specific communication
Promoting: Find your “others”
Promoting: Advertise “access to the expert” as an explicit benefit
 
Producing: Design interactions to gather insights that fuel sales follow up
Producing: Don’t lose attendees due to controllable factors
Producing: Use webinar follow up emails to promote further engagement

I strongly recommend giving the entire paper a read and/or watch the webinar recording.

Happy marketing!

Written by: Shelby Britton

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Shelby Britton

Shelby Britton

Shelby Britton, Sr Product Marketing Manager @shelbyadobe Shelby has been in high tech marketing since 2004, currently implementing programs in field marketing, demand generation and product marketing at Adobe. She has produced and managed over 500 webinars since 2007 and is the author of The Content Marketer's Guide to Webinars. Previously she led the marketing departments for channel partners of IBM and Adobe. She has a MBA with a dual-focus in Marketing and Management from San Diego State University and a bachelor’s degree in Literature and Writing from the University of California San Diego, Revelle.

Adobe Connect is a web conferencing platform, powering complete solutions for web meetingseLearning, and webinars, on any device.