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Building the HubSpot Sales Machine

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Building the HubSpot Sales Machine

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Building the HubSpot Sales Machine

  1. 1. Building the HubSpot Sales Machine Mark Roberge CRO, HubSpot @markroberge
  2. 2. SAFE HARBOR This presentation contains forward-looking statements that are subject to risks and uncertainties. All statements other than statements of historical fact included in this presentation are forward-looking statements. Forward-looking statements give our current expectations and projections relating to our financial condition, results of operations, plans, objectives, future performance and business. All forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from those that we expected. Any forward-looking statement you see or hear during this presentation reflects our current views with respect to future events and is subject to these and other risks, uncertainties, and assumptions, and therefore are not guarantees of future performance. You are cautioned to not place undue reliance on such forward-looking statements because actual results may vary materially from those expressed or implied. All forward-looking statements are based on information available to HubSpot on this date and HubSpot assumes no obligation to, and expressly disclaims any obligation to, update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.
  3. 3. My mission as a sales executive MISSION Predictable, scalable revenue growth STRATEGY If I can… 1.Hire the same type of successful sales person 2.Train the sales people in the same way 3.Provide each sales person with the same quantity and quality of leads 4.Have the sales people work the leads using the same process …then I will achieve my goal.
  4. 4. #1: Hire the same type of successful sales person
  5. 5. 5 @markroberge What do you look for in a sales hire?
  6. 6. The ideal sales hiring formula is different for every company… but the process to engineer the formula is the same.
  7. 7. 7 @markroberge Engineer Your Own Sales Hiring Formula
  8. 8. 8 @markroberge Which criteria scored highest for us? AGGRESSIVE or COACHABLE or CONVINCING
  9. 9. 9 @markroberge The HubSpot Sales Hiring Formula Coach-ability Curiosity Intelligence Work Ethic Prior Success
  10. 10. #2: Train your sales people in the same way
  11. 11. A “ride-along” training strategy is neither scalable nor predictable. Most top performing sales people succeed in their own unique way.
  12. 12. 12 @markroberge Components of Predictable, Scalable Sales Training The Sales Methodology 1.Buyer Journey 2.Sales Process 3.Qualifying Matrix Use exams and certifications to measure quality and consistency coming out of training
  13. 13. #3: Provide sales people with the same quantity and quality of leads
  14. 14. 14 @markroberge How do you buy? Cold Call? Cold email? Google? Social Media?
  15. 15. 15 @markroberge Modern Lead Generation: Inbound Marketing BLOG SEO SOCIAL MEDIA
  16. 16. “JOURNALISTS” hold the keys to the future of Demand Generation
  17. 17. Create Your Content Engine
  18. 18. Create Your Content Calendar 1 eBook w/ LP / Month
  19. 19. 4 Blog Posts / Month Create Your Content Calendar 1 eBook w/ LP / Month
  20. 20. Create Your Content Calendar 4 Blog Posts / Month FB Posts / Month 8 1 eBook w/ LP / Month
  21. 21. Create Your Content Calendar 4 Blog Posts / Month FB Posts / Month 8 Tweets / month 16 1 eBook w/ LP / Month
  22. 22. Create Your Content Calendar 4 Blog Posts / Month FB Posts / month 8 Tweets / month 16 1 eBook w/ LP / Month
  23. 23. #4: Have sales people work the leads with the same process
  24. 24. 24 @markroberge Coaching: Golf vs. Sales
  25. 25. “Metrics-Driven Sales Coaching” Use metrics to diagnose the skill deficiency. Customize a coaching plan.
  26. 26. Implement a metrics-driven sales culture * Data has been altered from actual HubSpot data for the purposes of this presentation Each Color Represents a Different Sales Rep
  27. 27. “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
  28. 28. 28 @markroberge I want an all-in-one sales enablement platform Download our free app at www.getsignals.com
  29. 29. SEPTEMBER 15-18, 2014 BOSTON, MA Boston Convention & Exhibition Center (BCEC) 4 DAYS OF INSPIRING EVENTS 5 KEYNOTES 170+ SESSIONS NETWORKING WITH 7,500+ PASSIONATE ATTENDEES AND HUBSPOT PRODUCT EXPERTS INBOUND’s purpose is to provide the inspiration, education, and connections you need to transform your business. 30+ BOLD TALKS HAPPY HOURS #INBOUND14
  30. 30. 30 @markroberge Follow SalesHacker - Watch for Free Copies of My Book http://www.saleshacker.com/contact/
  31. 31. Questions? www.getsignals.com Mark Roberge CRO, HubSpot @markroberge

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