Hubspot Sugar webinar 7 28
30
Scott Taback T Shape Solutions Jon Berbaum Highland Solutions Accelerate Business By Linking Marketing & Sales
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Hubspot and SugarCRM Webinar 7/28/2011. Accelerating Business by Linking Sales and Marketing
Transcript of Hubspot Sugar webinar 7 28
Scott Taback T Shape Solutions
Jon BerbaumHighland Solutions
Accelerate Business By Linking Marketing & Sales
Sales and Marketing Coming Together
• Sales Automation/CRM Implementation
• eCommerce Platform Implementation
• Collaboration Platform Implementation
• Multi-Channel Process Evaluation & Strategy
• Hosting Services• IBM Business Partner
• Digital Marketing Strategy
• Hubspot Implementation and Admin Services
• Copywriting & Content Development & Strategy
• Campaign Development & Execution
• Sales 2.0 Execution and Training
Sales 2.0
Questions to ask yourself……..
Questions to ask yourself
Are you still cold calling with no reason to speak to the other person that adds value?
Are you promoting your personal brand?
Do you understand the business landscape of your clients.
-No I mean really understand it?
When people seek out knowledge about your Industry do they come to you?
Do people call you and ask to do business with you?
Customer 2.0?
• Don’t want to be sold to
• Customer controls the conversation (they may be smarter
then you on your products!)
• Customer to customer conversations = more influence
• Expect instant response and feedback
• Include your company at the tail end of the sales process
• They control the rhythm of the sale: End of the quarter is
the best time to buy
The Challenges of Working with Today’s Customer
Value of Inbound Marketing
Inbound marketing pulls buyers into your business
Outbound Marketing Isn’t Working
800-555-123AnnoyingSalesperson
4 Steps to Successful Inbound Marketing
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
Step 1: Create Content
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
Types of Content
Publish Everything, Everywhere
Step 2: Optimize
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
Google is Judge, Jury & Executioner
25% On-Page SEO (Context)1. Page Title
2. Clean URL
3. Headers & Content
4. Description
75% Off-Page SEODetermined by Inbound Links
Step 3: Promote
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
Promote Content via Social Media
Step 4: Convert
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
Sales 2.0
Selling Socially to Customer 2.0
CRM Increases Revenue – CSO Insights Study
No Tools Sales Data Sales Intelligence40%
42%
44%
46%
48%
50%
52%
43.4%
45.9%
50.8%
Win Rates (2,000 Companies Studied)
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
Nurture
LeadsForecast
OpportunitiesManage
Customers
Modern CRM – From Sales Data to Sales Intelligence
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
Modern CRM – From Sales Data to Sales Intelligence
News Social Media ConnectionsCompany Info
Contact Us
Comprehensive Inbound Marketing & Sales Services
• Sales & Marketing Assessments and Analysis
• Setup & Kickstart Packages
• Consulting & Strategy
• Deep Customization & Integration
Scott [email protected]
