Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

by Aaron Ross

Webinars Webinars are a great lead-nurturing practice. Webinars get them coming back and interacting and learning from you, and offer an easy and compelling reason to spread the word to their friends about what you’re doing. 80% of webinars are not for selling but for teaching: TEACH people something useful in the webinar. How can you help them do their jobs better? Webinars establish credibility and communicate what you do in an educational and neutral setting. Webinars are especially valuable as part of a series, where people know to keep looking for the next piece of your story and can tell their friends about it, too. Make webinars “bigger than you” – make them about the attendees, not your company. An ideal format: hold webinars in which customers are the presenters, and they are sharing with your audience lessons learned in your area of expertise. Some of these lessons are related to your product, and some lessons are not.