By PERQ
5
5555 ratings
The podcast currently has 19 episodes available.
This season Muhammad Yasin joined us as we narrowed our focus to best practices for enabling sales teams to help drive leads from online to in-store… then COVID-19 hit and we went deeper on enabling our sales teams to survive in a world of virtual appointments. We talked with industry experts as well as sales leaders to share tangible insights and real stories.
In this recap, Muhammad goes inside each of the episodes from the season, pulling out the key highlights. We share what matters most for the businesses where the consumer purchase takes place at a physical location, yet those same consumers are researching online before they make their final decision.
Inside the Episode:
The clips shared in this episode come from Season 2 of The Bridge. You can find the full episode for each guest in the links below:
Episode 1: Virtual Apartment Tours is the New Way to Lease with Realync
Episode 2: The Art of Digital Sales with David Kain
Episode 3: Transforming Your Team with Digital Sales Training with Bryan Scott
Episode 4: Equipping Your Team to Provide the Best Customer Service with NE Management
BONUS: The New Reality of Virtual Apartment Tours | Panel Discussion
Episode 5: Using Lease Automation to Manage Leads with Hy.ly
Episode 6: Embracing Data One Step at a Time with Elissa Fink
Episode 7: Learning Sales Enablement with Irina Soriano
Connect with Your Hosts:
For many marketers, sales enablement is a newer marketing discipline. Irina Soriano describes it as the strategic use of people, processes, and technology operating together to improve sales productivity and increase revenue.
As the Head of Enablement for Seismic, she would know a thing or two about sales enablement. Seismic is the global leader in sales enablement providing storytelling platforms to increase productivity and effectiveness across sales and marketing.
Learn from Irina as she breaks down the basics to this now fundamental discipline while giving listeners a plan to start. You’ll also hear how impactful it is to give back to the sales enablement community by networking and sharing ideas with other like-minded marketers and sales teams. .
Key Takeaways
Resources and Links Discussed:
Imagine building a marketing team from the ground up and seeing that brand go public through the New York Stock Exchange. For Elissa Fink, this was her reality. As the former CMO of Tableau, business intelligence software that helps people better understand their data, she led strategic planning and execution for its marketing worldwide.
In leading marketing efforts, having the ability to facilitate conversations to drive sales digitally is a necessity regardless of where the conversion takes place. During Elissa’s time at Tableau, and now as an advisor, a few lessons have stood the test of time.
You’ll hear the key lessons learned in the conversation with Andy and Muhammad. Elissa also shares how she embraced the many challenges presented from data to mindset.
Key Takeaways
Resources and Links Discussed:
Today’s consumer starts their buying journey online. It can be a struggle to manage all the opportunities online and turn them into sales. Another challenge is how to prioritize online leads and face-to-face opportunities. It’s easy to overlook a digital lead when there’s someone standing in front of you.
In this week’s episode, Andy Medley and former co-host Fabian Rodriguez share ways to address these challenges. You’ll also hear from Robert Lee, Director of Operations Programming from Hy.ly as he shares his perspective on how to reduce the burden on the sales team through the power of automation.
Key Takeaways
Resources and Links Discussed:
With several weeks under their belts, property management teams have had to pivot, using video and virtual leasing to get more tours. To discuss how the industry has adapted and changed, PERQ hosted a panel discussion with Jenna Miller, Senior Director of Marketing at Buzzuto; Margaret Henry, Director of Marketing with Covideo; and Matt Weirich, CEO and co-founder of Realync.
The panel all agreed that with social distancing, leasing teams are learning to be more creative, throwing out fears and connecting with rental prospects on a personal level. While there is still a place for those sexy, polished marketing videos, authentic real-time or pre-recorded videos with leasing teams are the new reality and creating the most connection with renters.
Those authentic virtual tours are even resulting in leases for apartment communities. Miller noted while the first few weeks during the pandemic were slow, their teams at Bozzuto are seeing the same number of leases they were getting before COVID-19 occurred thanks to video.
When polled during the panel discussion, 80 percent of attendees (approximately 100 respondents) say they had NOT used video as a primary tool for apartment tours prior to the pandemic. Out of those same respondents when asked which of the following tour options they leverage today, 83% say they are using live video tours, 91% do pre-recorded videos, 46% are using self-guided tours and 22% are doing in-person tours.
Clearly, the way multifamily communities connect with residents and prospects has changed within just a few weeks. However, panelists agree that by being nimble, creating a virtual tour strategy unique for your team, and keeping it fun, you’ll create a better sense of community within your property and stand out from the crowd.
Virtual Apartment Tour Panelists Offer Video Tour TipsHow do you use data to enable your on-site team to get a lease? How can the marketing and sales teams work together to drive a better customer experience?
On today’s show, Andy Medley and co-host Muhammad Yasin are discussing the answers to these questions and more.
Hear how Desiree White and Colin Cloud from NE Property Management approach marketing to equip their onsite staff while ensuring the customer experience is world-class. For them, the focus is on curating the highest quality traffic online to create a higher opportunity for conversion once the visitor schedules a tour.
Key Takeaways
Resources and Links Discussed:
What do you do when your team is resistant to the digital part of the sales process?
On today’s show, Andy Medley and co-host Muhammad Yasin are discussing how to pursue digital leads to help turn them into sales.
Joining them is Bryan Scott, President of Big Sandy Superstore, a one-stop-shop for home furnishing with 21 locations and counting. As president of one of the nation’s fastest-growing retailers, Bryan has a unique perspective on growing a business within a shrinking industry.
Listen in as Bryan shares the secret to Big Sandy’s success and how they leverage cultural incentives and digital sales training.
Key Takeaways
Resources and Links Discussed:
Do you ever start a call with a question like “Is this a bad time?” or “Are you busy”? For a sales professional, questions like this invite the prospect to end the conversation before it started.
On today’s show, Andy Medley and co-host Muhammad Yasin discuss how to embrace the online portion of the sales process.
Joining them is David Kain, President of Kain Automotive, an internet sales training and marketing solution provider. David is a veteran of automotive retail, and his experience has given him powerful insight into the customer journey, regardless of the industry.
Learn how your sales team should treat digital leads from initial contact to follow-up.
Key Takeaways
Resources and Links Discussed:
In a recent survey, 16 percent of consumers stated they no longer wanted to visit a potential leasing property in person. What is the alternative?
On today’s show, Andy Medley and, former co-host, Fabian Rodriguez discuss virtual tours as a method for replacing in-person visits. Finding ways to connect virtually in every industry is pertinent in the midst of the COVID-19 crisis. Joining them to discuss is Matt Weirich and Jordan Easley of Realync, a video leasing and engagement solution that enables live video tours, virtual open houses and pre-recorded videos of properties.
Listen in as they discuss everything from Facetime to full-enterprise solutions like Realync and how the virtual marketplace is affecting the real estate experience.
Quick Links:
If you’re a new listener, welcome! The Bridge is a podcast for businesses where the consumer purchase generally takes place at a physical location, yet those same consumers are researching online before they make their final decision. This behavior leaves you with little opportunity to connect with consumers before they’ve made up their minds. We dig in with industry leaders to learn best practices in making a meaningful connection with consumers during the research process.
In Season 2, we’re introducing a new co-host, Muhammad Yasin, as well as narrowing the focus to best practices for enabling sales teams. We’ll talk to industry experts as well as sales leaders to share tangible insights and real stories all focused on helping you to achieve your business goals. Subscribe on your favorite platform to never miss the exclusive conversations found on The Bridge.
Quick Links:
The podcast currently has 19 episodes available.