HELP! MY SALES TEAM THINKS OUR INBOUND LEADS SUCK.

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1 HELP! MY SALES TEAM THINKS OUR INBOUND LEADS SUCK. Mark Roberge SVP Sales and Services #inbound13

2 Old School Sales and Marketing Trade Show Booths Build Lists Logo Design Cold Call High Messaging Lead with Elevator Pitch Pitch Decks Always Be Closing

3 New School Marketing, Old School Sales Social Media Build Lists Blogging Cold Call High SEO Lead with Elevator Pitch Content Always Be Closing

4 Transform the way you target leads. #inbound2013

5 Inbound Flips the Good Fit/Has Pain Model on Its Head. Filtering Leads is a Must. OUTBOUND SALES Good Fit Has Pain

6 Inbound Flips the Good Fit/Has Pain Model on Its Head. Filtering Leads is a Must. OUTBOUND SALES INBOUND SALES Good Fit Has Pain Has Pain Good Fit

7 Avoid the lead scoring trap.

8 Use Buyer Context to Determine when to Pass Leads to Sales Enterprise Prospect Lead Opportunity Customer Mid Market Prospect Lead Opportunity Customer Small Business Prospect Lead Opportunity Customer

9 Use Buyer Context to Determine when to Pass Leads to Sales Enterprise Prospect Lead Opportunity Customer Mid Market Prospect Lead Opportunity Customer Small Business Prospect Lead Opportunity Customer

10 Use Buyer Context to Determine when to Pass Leads to Sales Enterprise Prospect Lead Opportunity Customer Mid Market Prospect Lead Opportunity Customer Small Business Prospect Lead Opportunity Customer

11 Use Buyer Context to Determine when to Pass Leads to Sales Enterprise Prospect Lead Opportunity Customer Mid Market Prospect Lead Opportunity Customer Small Business Prospect Lead Opportunity Customer

12 Use Buyer Context to Determine when to Pass Leads to Sales Enterprise Prospect Lead Opportunity Customer Mid Market Prospect Lead Opportunity Customer Small Business Prospect Lead Opportunity Customer

13

14 Transform the way you prospect leads. #inbound2013

15 How an Outbound Trained Sales Person Prospects an Inbound Lead #1 Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? 5/27 at 3 PM

16 How an Outbound Trained Sales Person Prospects an Inbound Lead Voic #1: 5/27 at 3 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? #2 Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? 5/29 at 2 PM

17 How an Outbound Trained Sales Person Prospects an Inbound Lead Voic #1: 5/27 at 3 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? Voic #2: 5/29 at 2 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? #3 Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? 6/1 at 4 PM

18 How an Outbound Trained Sales Person Prospects an Inbound Lead Voic #1: 5/27 at 3 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? Voic #2: 5/29 at 2 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? Voic #3: 6/1 at 4 PM Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? #4 Hi Mark. This is John from XYZ Company. We help sales executives streamline their closing process with our state of the art electronic signature technology. Are you free at 1 PM tomorrow to discuss? 6/4 at 3 PM

19 How an Inbound Trained Sales Person Prospects an Inbound Lead Research Monitor and React Inbound Prospecting Approach

20 How an Inbound Trained Sales Person Prospects an Inbound Lead Research Social Media Website Monitor and React Inbound Prospecting Approach

21 How an Inbound Trained Sales Person Prospects an Inbound Lead Research Monitor and React HOW DOES THAT WORK? Inbound Prospecting Approach

22 How an Inbound Trained Sales Person Prospects an Inbound Lead #1 Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will them to you now. Let me if you would like to go over them. 5/27 at 7 AM

23 How an Inbound Trained Sales Person Prospects an Inbound Lead Voic #1 5/27 at 7 AM Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will them to you now. Let me if you would like to go over them. #2 Hi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will you the case study and am happy to walk you through their process when you have a moment. 5/29 at 6 PM

24 How an Inbound Trained Sales Person Prospects an Inbound Lead 5/27 at 7 AM Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will them to you now. Let me if you would like to go over them. 5/29 at 6 PM Hi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will you the case study and am happy to walk you through their process when you have a moment. #3 Hi John. This is Mark from HubSpot. I actually ran your marketing grader report side by side with the HubSpot customer in your vertical. The report yields a few additional opportunities for lead generation in social media. I ll you the report now and am happy to walk you through it. 6/1 at 12 PM

25 How an Inbound Trained Sales Person Prospects an Inbound Lead 5/27 at 7 AM 5/29 at 6 PM Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will them to you now. Let me if you would like to go over them. 6/1 at 12 PM Hi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will you the case study and am happy to walk you through their process when you have a moment. Hi John. This is Mark from HubSpot. I actually ran your marketing grader report side by side with the HubSpot customer in your vertical. The report yields a few additional opportunities for lead generation in social media. I ll you the report now and am happy to walk you through it. #4 Hi John. This is Mark from HubSpot. I have not heard back from you so I am going to assume that generating more leads through social media in 2013 is no longer a priority. Call me anytime if things change. 6/4 at 10 AM

26 Apply Science to Optimize the Prospecting Cadence LTV / COCA Attempt # All Leads Ollie Small Leads Business Ollie Mid Market Leads Enterprise Erin Leads * Data has been altered from actual HubSpot data for the purposes of this presentation.

27 Sales needs to monitor prospects interactions everywhere.

28 Monitoring For Individual Triggering Events Prospect mentions your company, a competitor, or an industry term in social media. Prospect opens an you sent them. Prospect visits your website. Prospect changes role in LinkedIn. Customer mentions you in Twitter.

29 Transform the way you connect with leads. #inbound2013

30 The Old School Sales Process Let s talk profit margins! Let s.

31 When Old School Tries to Go New School Let s talk profit margins! Huh?

32 Transform Your Sales To Connect With Influencers Let s talk marketing strategy. Great. My boss is looking to boost site traffic. Let s get him on this call.

33 Transform the way your prospects perceives your sales people. #inbound2013

34 A lways B e C losing

35 Always Be Closing ALWAYS BE HELPING

36 Train Sales to Live in your Prospects World

37 Set Them Up to be Thought Leaders

38 Sales isn t pitching and closing. It s diagnosing and prescribing. #inbound2013

39 We Should Chat #inbound2013

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