Embed Size (px)
Citation preview
Transforming the SMB Salesforce
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
My mission as a sales executive
MISSION
Predictable scalable revenue growth
STRATEGY
If I canhellip
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
hellipthen I will achieve my goal
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
Define an interview scorecard
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
My mission as a sales executive
MISSION
Predictable scalable revenue growth
STRATEGY
If I canhellip
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
hellipthen I will achieve my goal
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
Define an interview scorecard
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
Define an interview scorecard
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4 markroberge
Define Score and Analyze Criteria
5 markroberge
Define an interview scorecard
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
5 markroberge
Define an interview scorecard
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Free Tip Run your website through marketinggradercom
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
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
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
ldquoPeel Back the Onionrdquo 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
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
23 markroberge
Transitioning Sales Team to Inbound
Outbound Sales Inbound Sales Good Fit
Has
Pain
Has Pain
Good
Fit
Build list of target market
Call high
Use elevator pitch
Beg for appointment
Always Be Closing
Auto filter bad fit leads
Call low Gather info Then call high
Reference lead intelligence
Qualify out tire kickers
Always Be Helping
Transition Sales to Inbound Filter out bad fit leads
Specialize Reps by Inbound or Outbound
Train Inbound Reps on Inbound Sales Methodology
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
360 View of a Leadrsquos Engagement with Your Company
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting Approach
Social Media Website Email
Monitor Sales Signals with wwwgetsignalscom
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
How an Inbound Trained Sales Person Prospects an Inbound Lead
Research
Monitor and React
Inbound Prospecting
Approach
Use Buyer Context
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Questions
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
![[MS-SMB-Diff]: Server Message Block (SMB) Protocol... · 2018. 9. 10. · Server Message Block (SMB)](https://img.pdfslide.net/doc/110x75/601e82785cca6a3942273390/ms-smb-diff-server-message-block-smb-protocol-2018-9-10-server-message.jpg)
![[MS-SMB]: Server Message Block (SMB) ProtocolMS-SMB...2 / 180 [MS-SMB] - v20160714 Server Message Block (SMB) Protocol Copyright © 2016 Microsoft Corporation Release: July 14, 2016](https://img.pdfslide.net/doc/110x75/5eca5802c38f4e40c93e9ef9/ms-smb-server-message-block-smb-protocol-ms-smb-2-180-ms-smb-v20160714.jpg)
![[MS-SMB]: Server Message Block (SMB) Protocol Specificationdocshare01.docshare.tips/files/5883/58834888.pdf2 / 179 [MS-SMB] — v20110610 Server Message Block (SMB) Protocol Specification](https://img.pdfslide.net/doc/110x75/5eca5807c38f4e40c93e9f01/ms-smb-server-message-block-smb-protocol-spe-2-179-ms-smb-a-v20110610.jpg)
