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How to Coach Sales to Close Your
Inbound Leads
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#INBOUNDLEARNING
How to Coach Sales to Close Your
Inbound Leads
2/12
2/19 HubSpot Tools That Every Sales Rep Will Love
Implementing Smarketing at your Organization
2/26 Training Your Sales Team
Mark Kilens
@MarkKilens
Adam Gerard
@voteprime
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AGENDA
How to work together
Webinar tasks
What we need to do together
Why working together is so crucial
WHY WORKING
TOGETHER IS SO CRUCIAL 1
People buy from people
“If you don’t understand
people, you don’t understand
business.” Simon Sinek
For our
Family
For our
Future
For our Happiness
2 HOW TO WORK
TOGETHER
Communication &
collaboration is critical
Work together to define a Marketing Qualified Lead (MQL)
Ask sales: What are your favorite leads & why?
Be open with reporting
Monthly Marketing Report
Reports > Sources
Reports > Reports Home
Dashboard
Keep Sales Informed
Internal marketing email updates
“How to Sell” Pages
Make social sharing easy
Communicate
3 WHAT WE
NEED TO DO TOGETHER
Marketing & Sales: May the force be with us
AGENDA
Why Inbound Leads
How do people buy
What we need to do next
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WHY INBOUND
LEADS 1
Sales has a Quota
Marketing has a Quota
Leads
These are not our normal leads.
These are INBOUND LEADS.
INBOUND LEADS ARE BETTER
Inbound Leads vs.
Outbound Leads
Outbound Leads: A lead that is acquired
through purchasing, cold-calling, direct
mail, advertising or a contact us form on a
website.
Inbound Leads: A content-driven,
engaged lead that finds you while doing
online research.
8x Inbound Leads are 8x more likely to close into customers than Outbound Leads.
Inbound Leads close better.
Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM
Inbound Leads close at a higher rate.
Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM
14.6%
1.7% Outbound Sourced Leads have a 1.7% close rate.
Inbound Leads have a 14.6% close rate.
SO HOW DO WE FIND
THESE INBOUND LEADS?
THEY WILL FIND US.
ACTUALLY,
HOW DO
PEOPLE BUY 2
By Show of Hands:
WHO RESEARCHES PURCHASES ONLINE?
88% of Internet users conduct product research online.
PEOPLE ARE ON OUR WEBSITE
DOING RESEARCH.
“how to use facebook for business”
“lead generation ideas”
“how to blog for business”
WHAT DO THESE PHRASES MEAN TO YOU?
Research in Motion Limited “marketing automation software”
University of Pennsylvania visited from facebook.com
Luminex Corporation “marketing plan for start-up company”
HERE ARE A FEW OF THE COMPANIES ON OUR SITE.
WE CREATED EDUCATIONAL CONTENT
EDUCATIONAL CONTENT GENERATES INBOUND LEADS
It’s the ‘cold’ that’s dead –
not the ‘calling.’
50
Trish Bertuzzi
Inside Sales Experts Blog
February 10, 2011
WHAT WE
NEED TO DO
NEXT 3
Set up Salespeople with the Sales Rep User Roles
Attend HubSpot Training (no additional cost)
SETUP LEAD REVISIT ALERTS
TALK TO THE RIGHT INBOUND LEADS AT THE RIGHT TIME
Learn the Consultative Sales Process http://academy.hubspot.com/sell-process-registration-page/
MOST IMPORTANTLY
THANK YOU.
4 WEBINAR
TASKS
Webinar Tasks
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Create a HubSpot user account for each salesperson
Encourage marketers & salespeople to attend HubSpot Training
Identify your advocate in sales & schedule a meeting with Marketing & Sales
4 Create reports in HubSpot so you can share the data with marketing & sales
Webinar Resources
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2
HubSpot Academy Training Classes
How to Use Lead Intel to Accelerate Sales
3
Marketing & Sales: May the force be with us (PowerPoint)
4 How to manage your marketing reports with the Reports Home
HUBSPOT’S REFERRAL PROGRAM
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REFER.HUBSPOT.COM
QUESTIONS?
Want to Watch Previous Webinars?
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Download webinar slides
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