HubSpot Dublin Talk Series, Mark Roberge Inbound Sales and Metrics Driven Sales Coaching

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Transcript of HubSpot Dublin Talk Series, Mark Roberge Inbound Sales and Metrics Driven Sales Coaching

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Mark RobergeSVP Sales and Services HubSpot@markroberge

Secrets of HubSpots Sales Machine: Inbound Sales and Metrics Driven Sales Coaching

#DublinTalkSeriesOld School Sales and MarketingTrade Show BoothsLogo DesignMessagingPitch Decks

Build ListsCold Call HighLead with Elevator PitchAlways Be Closing

New School Marketing, Old School SalesSocial MediaBloggingSEOContext

Build ListsCold Call HighLead with Elevator PitchAlways Be Closing----- Meeting Notes (8/19/13 11:51) -----include blogging, social media, content, SEO

Switch marketing to the left: Big Reveal

New School Marketing | Old School Sales4

Transform the way you target leads.#inbound2013

5Inbound Flips the Good Fit/Has Pain Model on Its Head. Filtering Leads is a Must.OUTBOUND SALESGood FitHas Pain----- Meeting Notes (8/19/13 11:51) -----one animation to introduce the inbound sales. 6INBOUND SALESGood FitHas PainInbound Flips the Good Fit/Has Pain Model on Its Head. Filtering Leads is a Must.OUTBOUND SALESGood FitHas PainAvoid the lead scoring trap.

ProspectProspectProspectLeadCustomerLeadOpportunityCustomerLeadOpportunityCustomerUse Buyer Context to Determine when to Pass Leads to Sales OpportunityMid MarketEnterpriseSmallBusiness

ProspectProspectProspectLeadOpportunityCustomerLeadCustomerLeadCustomerUse Buyer Context to Determine when to Pass Leads to Sales Mid MarketEnterpriseSmallBusinessOpportunityOpportunity----- Meeting Notes (8/19/13 11:51) -----reverse the slide order. Add an indicator to show a "Pass to Sales". Leave orange boxes from slide to slide. Rename "Mid Level" to "Mid Market".

Lead as next slide zoom in animation10

ProspectProspectLeadOpportunityCustomerCustomerLeadCustomerUse Buyer Context to Determine when to Pass Leads to Sales LeadProspectMid MarketEnterpriseSmallBusinessOpportunityOpportunity

ProspectProspectLeadOpportunityCustomerCustomerLeadCustomerUse Buyer Context to Determine when to Pass Leads to Sales OpportunityProspectLeadMid MarketEnterpriseSmallBusinessOpportunityOpportunity

ProspectProspectLeadOpportunityCustomerCustomerLeadCustomerUse Buyer Context to Determine when to Pass Leads to Sales OpportunityProspectLeadMid MarketEnterpriseSmallBusinessOpportunityOpportunity

Use Lead Intelligence to Optimize the Marketing to Sales Hand Off

Transform the way you prospect leads.#inbound2013

15How an Outbound Trained Sales Person Prospects an Inbound LeadHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?5/27 at 3 PM#1Animate. One quote at a time center. Slowly fills up slide.16How an Outbound Trained Sales Person Prospects an Inbound LeadHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?5/29 at 2 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #1: 5/27 at 3 PM#2Animate. One quote at a time center. Slowly fills up slide.17How an Outbound Trained Sales Person Prospects an Inbound LeadHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #1: 5/27 at 3 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #2: 5/29 at 2 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?6/1 at 4 PM#3Animate. One quote at a time center. Slowly fills up slide.18How an Outbound Trained Sales Person Prospects an Inbound LeadHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #1: 5/27 at 3 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #2: 5/29 at 2 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?Voicemail #3: 6/1 at 4 PMHi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss?6/4 at 3 PM#4Animate. One quote at a time center. Slowly fills up slide.19How an Inbound Trained Sales Person Prospects an Inbound LeadResearchMonitor and ReactInbound Prospecting Approach

360 View of a Leads Engagement with Your Company----- Meeting Notes (8/19/13 11:51) -----1. Screen shot of lead intelligence2. Signals, Lead Notification, Social Inbox3. How does that work. Move into next slide.20Monitor Lead Engagement, not Their PRMonitors News and Press about LeadsCalls on these trigger events

Outbound SalesInbound SalesMonitors Lead Engagement with Your CompanyCalls to Help----- Meeting Notes (8/19/13 11:51) -----include blogging, social media, content, SEO

Switch marketing to the left: Big Reveal

New School Marketing | Old School Sales21How an Inbound Trained Sales Person Prospects an Inbound LeadResearchMonitor and ReactInbound Prospecting Approach

Social MediaWebsiteEmail

----- Meeting Notes (8/19/13 11:51) -----1. Screen shot of lead intelligence2. Signals, Lead Notification, Social Inbox3. How does that work. Move into next slide.22How an Inbound Trained Sales Person Prospects an Inbound LeadResearchMonitor and ReactInbound Prospecting ApproachHOW DOES THAT WORK?----- Meeting Notes (8/19/13 11:51) -----1. Screen shot of lead intelligence2. Signals, Lead Notification, Social Inbox3. How does that work. Move into next slide.23How an Inbound Trained Sales Person Prospects an Inbound LeadHi John. This is Mark from HubSpot. I noticed you downloaded our eBook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will email them to you now. Let me if you would like to go over them.5/27 at 7 AM#1Animate. One quote at a time center. Slowly fills up slide.

24How an Inbound Trained Sales Person Prospects an Inbound LeadHi John. This is Mark from HubSpot. I noticed you downloaded our eBook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will email them to you now. Let me if you would like to go over them.Voicemail #1 5/27 at 7 AMHi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will email you the case study and am happy to walk you through their process when you have a moment.5/29 at 6 PM#2Animate. One quote at a time center. Slowly fills up slide.

25How an Inbound Trained Sales Person Prospects an Inbound LeadHi John. This is Mark from HubSpot. I noticed you downloaded our eBook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will email them to you now. Let me if you would like to go over them.5/27 at 7 AMHi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will email you the case study and am happy to walk you through their process when you have a moment.5/29 at 6 PMHi John. This is Mark from HubSpot. I actually ran your marketing grader report side by side with the HubSpot customer in your vertical. The report yields a few additional opportunities for lead generation in social media. Ill email you the report now and am happy to walk you through it. 6/1 at 12 PM#3Animate. One quote at a time center. Slowly fills up slide.

26How an Inbound Trained Sales Person Prospects an Inbound LeadHi John. This is Mark from HubSpot. I noticed you downloaded our eBook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will email them to you now. Let me if you would like to go over them.5/27 at 7 AMHi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will email you the case study and am happy to walk you through their process when you have a moment.5/29 at 6 PMHi John. This is Mark from HubSpot. I actually ran your marketing grader report side by side with the HubSpot customer in your vertical. The report yields a few additional opportunities for lead generation in social media. Ill email you the report now and am happy to walk you through it. 6/1 at 12 PM6/4 at 10 AMHi John. This is Mark from HubSpot. I have not heard back from you so I am going to assume that generating more leads through social media in 2013 is no longer a priority. Call me anytime if things change. #4----- Meeting Notes (8/19/13 11:51) -----Change Inbound icons to orange27

Transform the way you connect with leads.#inbound2013

28The Old School Sales Pr