Two questions: 1) How are you using webinars to create sales opportunities? 2) What is your follow-up process with prospects that appear to be interested in your product/service after your webinars?

Two questions RE: Webinars


1) How are you using webinars to create sales opportunities?


2) What is your follow-up process with prospects that appear to be interested in your product/service?

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Merinon
Contributor
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Government Account and Bid Specialist
I follow-up with interested prospects after webinars regularly! I work in a specialized field so I usually ask them more about their workflow and how my products can help streamline ____ (usually whatever webinar is about). My success rate of booking a meeting after that is about 30% so not crazy high but it helps pad the bottom line. 
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AE’s - here’s a very client-centred way to gather information about ‘WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place

Advice
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What tools are you given to vet or find leads to prospect, and if you aren't given any how are you creating your own success?

Question
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On a cold outreach, should I talk more on their challenge or talk more on what our product and features can help?

Question
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