Generating opportunities with post-webinar leads

The webinar is a fantastic opportunity to create top-notch content while also getting the word out about your business and what you have to offer.

Just so you know, it's actually the first marketing move that helps us build connections and create new possibilities at Modjo.

As you've probably gathered, this week we're discussing how sales and marketing can work together, how we can keep the sales pipeline flowing, and make the most of opportunities.

If you're in sales, how can you help the marketing team put together events that really boost our sales pipeline?

And, more specifically, how do you use webinars to find the best potential customers?

Before the webinar

As a member of the sales team, you've got the knowledge and understanding of what matters in our field. You know what topics really interest potential customers and what challenges they're facing.

So, the plan is to create webinars that directly address those challenges, and it's up to you to support the marketing team in doing this.

Here are three types of webinars that you could suggest to the marketing team, if they haven't already thought of them:

???The "top of the funnel" webinar:?This is all about showing off what we know and proving our company's expertise, whether it's in-house or with our partners. After all, when potential customers are deciding whether to buy, they're looking for a business that really knows its stuff.

???The "mid-funnel" webinar:?This one tackles specific challenges while also showing off what we can do. For example, not long ago, we put on a webinar with Atscale, focusing on sales coaching and introducing Modjo and its latest feature. By addressing real, specific issues during our webinars, we're not just showing off - we're proving that we can provide solutions that are perfect for them.

???The "Product Demo":?This is all about helping potential customers picture themselves using our products or services, without the pressure of talking to a salesperson one-on-one.

And if you're keen to see how all this theory plays out in practice, or if you just want to know more about our Modjo tool, make sure to catch our product expert, Tom Le Cocguen, on November 28th from 12 pm to 12:30 pm for a product demo!

Whichever way you look at it, it's super important to think about the?interactive side?of these kinds of events. Especially in the SaaS industry, make the most of connecting directly with your audience and put a big emphasis on the Q&A part: build those connections!

The big picture here is for you to use your real-world expertise to help the marketing team create really valuable events: in this case, to create opportunities.

And when it comes to what happens after the webinar, get those lists ready in advance so you're all set to make the most of those?leads?once the webinar's over.

After the Webinar

???Spot the hot leads

A hot lead is someone actively looking for a solution to their problem and has shown interest in your product.

To spot the "hot leads" from your webinar, there are a few key things to look out for:

• How long they stayed in the webinar
• Their level of involvement: did they chat, ask questions, and so on
• Previous webinars they've attended
• Any past marketing interactions

??Follow-Up (within 48 hours)

You've given your marketing team all they need to put together an educational event and have the chance to address the issues faced by your target personas. At this point, it's over to the sales team.

Here are some top tips from our sales pros at Modjo for following up after a webinar.

Right after the webinar, it's super important to reach out to those "hot leads" directly within two days of the event.

Use the webinar as a way to introduce yourself.

"I saw that you signed up for the webinar, I just wanted to check that you got the replay, and see what you thought of it and what problems brought you to the webinar..."

The idea is not to push the product on them, but to start up a chat.

Always stay in learning mode: find out what the attendees would have liked to discuss but didn't get a chance to, for example.

As a salesperson, you play a big role in supporting the marketing team's content, like the webinars, which are a real game-changer for marketing and?sales, bringing in?leads?and opportunities.

Webinars are a big deal for generating leads, but they need to?focus on building trust and nurturing relationships with your audience. The idea is to use your sales smarts to create educational webinars that bring in leads!

Feel free to share this newsletter with the marketing team! ??

See you next week for new nuggets by?Modjo.

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