66% of customers say that relevant communication from sales and marketing play a critical role in choosing a solution provider. Creating a personalized and consistent experience for buyers will help increase conversion rates and close sales. To start creating this personalized experience, leverage your social presence to interact with potential buyers and collect data. View full webinar here: http://bit.ly/1hI2gC0
2. MARK ROBERGE!
SVP Sales and Services at
HubSpot!
@markroberge!
Ralf VonSosen!
Head of Marketing at
LinkedIn Sales Solution!
@rvonsosen!
The Experts:!
Ken Krogue!
President and Founder of
InsideSales.com!
@kenkrogue!
24. Transformation and Personalization
Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
28. Transformation and Personalization
Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
4. Convert Sales Through Personalization!
29. Most Companies Align by Function.!
MARKETING! SALES!
Generate inbound leads! Convert leads!
Ø Campaigns focused on
Mary and Erin!
Ø Weekly Marketing status
meetings!
Ø Targeting company-wide
lead goals!
Ø Persona-specific sales
processes!
Ø Weekly sales status
meetings!
Ø Targeting person-specific
revenue goals!
Deliver Leads! Deliver Customers!
SERVICES!
Make customers
successful!
Ø Product-specific services
process!
Ø Weekly services status
meetings!
Ø Targeting product-
specific customer
success goals!
30. HubSpot Aligns by Buyer Persona.!
Owner Ollie Team!
(1-100
employees)!
Marketing Mary Team!
(100-2,000 employees)
Enterprise Erin Team!
(2,000+ employees)
Group Sales & On-Boarding! 1-to-1 Sales & On-Boarding! Multi-Level Sales & On Boarding!
Ollie
Marketing!
Ollie
Sales!
Ollie
Services!
Mary
Marketing!
Mary
Sales!
Mary
Services!
Erin!
Marketing!
Erin
Sales!
Erin
Services!
31. Transformation and Personalization
Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
4. Convert Sales through Personalization!
5. Align Sales and Marketing !
32. The Marketing SLA. !
Lead Type! Lead Value!
Webinar! $.07!
eBook! $.05!
Free Trial! $.45!
Demo Request! $.95!
Lead Type! Lead Value!
Webinar! $.35!
eBook! $.45!
Free Trial! $2.10!
Demo Request! $2.75!
Lead Type! Lead Value!
Webinar! $.85!
eBook! $1.00!
Free Trial! $4.25!
Demo Request! $6.10!
Owner Ollie Leads!
(1-100 Employees)!
Marketing Mary Leads!
(100-2,000 Employees)!
Enterprise Erin Leads!
(2,000+ Employees)!
• Data has been altered from !
actual HubSpot data for the!
purposes of this presentation!
33. The Sales SLA.!
Attempt #!
LTV/COCA!
• Data has been altered from actual HubSpot data for the purposes of this presentation!
34. Daily Accountability
for Marketing & Sales.
* Data has been altered from actual HubSpot data for the purposes of this presentation!
49. Marketing & sales working together,
complementing each other’s efforts,
to listen to & engage with prospects
using social media & networks to
generate leads & execute sales.
Social Smarketing
Social Marketing
Social Selling
68. Crystal Ball – Events Based Marketing
68
• Implicit
• Job changes
• Usage analysis
• Explicit
• Downloads
• Registrations
• Integrate with CRM
Trigger sales pro’s outreach and campaigns
based upon prospect & customer activities.
69. Social Selling Index
69
• Visibility into a company’s
social selling activities
• Identify opportunities for
improvement
• Benchmark companies against
peers and competitors
Ranks and tracks company utilization of
LinkedIn as a social selling tool.
With inbound, you succeed by loving up your marketplace, not irritating your marketplace.I have a guy at a Software QA co that cold calls me every Monday and Thursday at 8:07am…not only is that technique not effective, but it is ruining his co’s brand.You want your potential customers to love your brand and talk about them like LuLuLemon, Whole Foods, or Charity Water.NOTE: Improve….just the photos
LinkedIn advances relationships at the right time with the right individual and the right information.
Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
LinkedIn advances relationships at the right time with the right individual and the right information.
Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for yearsIn 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth
Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for yearsIn 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth