Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/mark-roberge
Session Overview
In this session, attendees will learn how Mark Roberge used science and social selling to grow HubSpot sales from revenue run rate $0 to a $90 Million in 6 years. Topics include:
- Building a high quality content machine on short resources, time, and money
- Using technology to streamline sourcing, prospecting, and activity tracking
- Generating the ideal sales prospecting formula
- Implementing a culture of “metrics-driven sales coaching”
Mark Roberge - How HubSpot Scaled Sales Through Science and Social Selling
2. How HubSpot Scaled Sales with
Science and Social Selling
Mark Roberge
Chief Revenue Officer - HubSpot
@markroberge
3. Old School Sales vs. Modern Sales
Listen for prospects starting THEIR buy
cycle
Engage prospects with THEIR interests
Help prospects through THEIR buying
Target prospects that are a good fit for
YOU
Cold call prospects with YOUR elevator
pitch
4. My Goals in Building the HubSpot Sales Team
Better Buying Using CONTEXT
Create a better buying experience for our customers by understanding their
CONTEXT.
Easier Selling Using SCIENCE and TECHNOLOGY
Enable a more efficient sales process for our sales people using SCIENCE and
TECHNOLOGY.
HubSpot Sales Labs is born!
13. Listen for Prospects Entering Buy Cycle
A Fortune 1000 company visits our website
A prospect opens a sales rep’s email
A prospect mentions HubSpot, a
competitor, or an industry keyword in social
media
Use TECHNOLOGY to notify a HubSpot sales person when:
Social Media
Website
Email
Available at www.getsignals.com
14. Streamline Outbound Sourcing Using TECHNOLOGY
Search for ”good-fit” prospects online
Check CRM for existing lead ownership
Check Hoovers for industry, location, and
revenue
Check LinkedIn for company connections
Enter information into CRM
Search for ”good-fit” prospects online
Web browser plug-in auto illustrates:
• Whether prospect exists in CRM
• Prospect industry, location, revenue, etc.
• Company connections to prospect in
LinkedIn
One-click “Add to CRM” button
www.getsignals.com
16. LTV/COCA
Attempt #
LTV/COCA
* Data has been altered from actual HubSpot data for the purposes of this presentation.
Erin Leads
All Leads Ollie Leads Ollie Leads
Attempt #
Enterprise
Small Business Mid Market
Modern Sales Prospecting: Use SCIENCE
Instruct sales reps when and how often to follow up with prospects.
Do not have sales reps guess.
17. Modern Sales Prospecting: Use TECHNOLOGY
Leave prospect voice mail
Copy and paste email template. Manually
personalize.
Send prospect email
Log voice mail in CRM (3 clicks)
Log email in CRM (3 click)
Leave prospect voice mail
Send prospect email. Template available in email
client and automatically personalized.
Voice mail auto logged in CRM (0 clicks)
Email auto logged in CRM (0 click)
Next attempt scheduled (w/science) (0 clicks)
www.getsignals.com
Automatically log prospecting activities to CRM.
Instruct sales reps when and how often to follow up with prospects. Do not have sales reps
guess.
19. Implement a metrics-driven sales coaching culture
Morning
Afternoon
1st Day of Month 2nd Day of Month
VP Meets with Director
Review Skill/Development Plans
for each sales person
Director Meets with Manager
Review Skill/Development Plans
for each sales person
Manager Meets with Sales Person
Discuss qualitative performance
Review individual metrics
Co-Create Skill/Development Plan
Sales Person / Manager Independent Reviews
Think through qualitative performance
Review individual metrics
Think about Skill/Development Plan
20. Implement a metrics-driven sales coaching culture
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
21. “Peel Back the Onion” for More Insight
* Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
22. 1 HubSpot Sample Email Sales Templates
http://www.getsignals.com/sales-email-templates
2 More on Metrics-Driven Sales Coaching
http://blog.hubspot.com/sales/secrets-to-metrics-based-coaching-df13-presentation
3 Free modern prospecting tools from the HubSpot Sales
Labs
www.getsignals.com
Additional Resources
Notes de l'éditeur
----- Meeting Notes (8/19/13 11:51) -----include blogging, social media, content, SEOSwitch marketing to the left: Big RevealNew School Marketing | Old School Sales
Animate. One quote at a time center. Slowly fills up slide.
Animate. One quote at a time center. Slowly fills up slide.
Animate. One quote at a time center. Slowly fills up slide.
Animate. One quote at a time center. Slowly fills up slide.----- Meeting Notes (8/19/13 11:51) -----small business, mid market, enterprise
Animate. One quote at a time center. Slowly fills up slide.----- Meeting Notes (8/19/13 11:51) -----small business, mid market, enterprise