1. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Neal Cranna Director of Marketing Maximizer CRM ncranna@maximzier.com @nealcranna

2. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Agenda Understanding the Inbound Shift The new sales reality Shifting to Inbound Marketing Overview of the Maximizer: Hubspot Connector 3. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Todays Speaker Neal Cranna Maximizer CRM Marketing Director 4. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM The Shift. Customers & Prospects. Sales Professionals. Marketing Strategy A new Inbound reality 5. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Changes in Consumer Attention vs THEN. NOW. 6. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM You dont find customers anymore. They find you. 7. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 8. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM The customer is in control. 9. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 10. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 11. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM What buyers DO NOT want from You To be treated like a number everyone else To hear you claim the technical superiority or benefits of your product/service To have you withhold information To not be in control of the conversation Be forced into your sales process 12. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Sales needs to change, too. Consumer behavior has changed 13. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM The Sales Shift Directed the sales discussion Set the timelines Used our process Shared the information we wanted to share Focused on getting to the ultimate decision maker only Customers started the discussion Prospects selected their area of interest Customers have their own timeline Customers have there own buying process Have already gathered information and options 14. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM What buyers DO want from You Someone to help fill in the pieces Someone to ask them the right questions Someone to make them feel important Someone that builds a true business relationship Someone that isnt scared to offer advice and challenge assumptions 15. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Shifts in sales behavior Excel at building relationships early in buying process Engaging the prospect by adding value Context and Content Quality of engagement will impact lead conversion to sales opportunity Email exchanges and calls need to be better Buyers are more demanding and need engagement 16. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Shift to consultative selling Listen more than they talk Know how to ask great questions Become the value that the prospect cannot get anywhere else Create a comfort level for the prospect that enables them to make a decision 17. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM CHANGE SALES IMPACT The end of EXTRA cold calling No more SPAM emails and list calling Inbound prospects are in the know Sales reps will spend less time talking about the product and your company Prospects need solutions Sales reps will spend more time solving problems Inbound leads typically come in further down the decision path Engage top level leads sooner. The questions asked are more specific Sales reps must be very familiar with both PROBLEMS and your product/solution Increased amount of background can be gathered on a lead. Social and analytics. Sales reps will be able to see detailed information and get real time notifications of actions taken 18. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Boring Definition Inbound Marketing is a holistic, data-driven approach to marketing that ATTRACTS individuals to your brand and CONVERTS them into lasting customers. 19. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Dont interrupt what people want to consume. 20. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Be what they want to consume. 21. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 22. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 23. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Inbound Marketing Methodology Analyze Get Customers Get Traffic Get Leads 24. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Building Compelling Content Blogs Interactive Tools Photos & Infographics Videos & Podcasts Presentations & eBooks 25. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Answer questions and guide the journey. 26. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 27. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Content in Context By publishing the right content in the right place at the right time, your marketing becomes relevant and helpful to your customers, not interruptive. 28. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Inbound Components 29. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 30. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 31. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Lower Cost of Inbound 32. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Example in action. US. Insurance blogger FireRock manufactures high quality pre-engineered masonry products, including indoor and outdoor fireplaces, chimneys, outdoor ovens, and firepits. Depended on direct mail, catalogues and print advertising 33. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 34. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM The Inbound World: Where to Start? 1) Create Buyer Persona(s) Real profiles of who makes the best customer 2) Start defining the questions Imagine being a fly on your prospects wall What are they trying to solve? What would add value? 3) Start creating content and engage Answer your prospects questions Add value to there selection process >> Remember the first 60% 4) Define a delivery platform This has never been more affordable Blog Web Social Technology? 35. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM 36. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM All-in-One Inbound Marketing SAAS 37. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM A common story 38. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Begins with the online journey 39. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Increased Lead Quality 40. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM More engaging conversations 41. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Shortened sales cycles 42. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Amplify Marketing Efforts 43. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Maximizer Case Study - Hubspot Amplify marketing efforts with flat budget Expand presence in competitive segment Increase inbound leads quality Accelerate efforts with smaller team 44. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Tracking Results Inbound Web Metrics 13% increase in traffic, 20% increase in Unique visitors 19.2% increase in page per visit Blog Visits Monthly growth 175 visits to 2500 73% NEW Visitors 400 lead conversions after a blog visit 45. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Tracking Results Lead Quality Invalid leads down - 73%, Sales lead retention up - 52% Cost/Time Savings Marketing Headcount Down 33% Metrics Admin Saving 16 hrs. per month 46. Hubspot Contact 47. Hubspot Contact Details 48. Lead in Maximizer 49. Connector Analytics 50. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Standard Connector Features Faster lead follow up with engaged prospect. Improved close rates. Marketing can track ROI on programs that create the most customers. Sync the right leads and contacts in either direction 51. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Standard Connector Features Shorten sales cycles and increase close rates by engaging prospects at the right time. Increased sales efficiency, faster sales cycles and improved close rates. Marketing can focus resources on activities that generate the best results. 52. 2014 Maximizer Software Inc.WWW.MAXIMIZER.COM Neal Cranna ncranna@maximizer.com @nealcranna Ready to chat with Maximizer and Hubspot? http://www.maximizer.com/hubspot-inbound/ 53. Lead in Maximizer 54. Opportunity Creation 55. Opportunity is Won in Maximizer 56. Sync of Closed Opportunity