How to Coach Sales to Close Your Inbound Leads

Transcription

1 How to Coach Sales to Close Your Inbound Leads We will be starting at 2:00 pm EST. Use the Question Pane in GoToWebinar to Ask Questions! CHAT WITH US: 1 Using the question pane shown above 2 Use the hashtag #InboundLearning on Twitter

2 #INBOUNDLEARNING

3 HubSpot Training

4 How to Coach Sales to Close Your Inbound Leads 2/12 Implementing Smarketing at your Organization 2/19 HubSpot Tools That Every Sales Rep Will Love 2/26 Training Your Sales Team

5 Mark

6 Adam

7 AGENDA Why working together is so crucial How to work together What we need to do together Webinar tasks

8 1 WHY WORKING TOGETHER IS SO CRUCIAL

9 People buy from people

10 If you don t understand people, you don t understand business. Simon Sinek

11 For our Family

12 For our Future

13 For our Happiness

14 2 HOW TO WORK TOGETHER

15 Communication & collaboration is critical

16 Work together to define a Marketing Qualified Lead (MQL)

17 Ask sales: What are your favorite leads & why?

18 Be open with reporting

19 Monthly Marketing Report

20 Reports > Sources

21 Reports > Reports Home

22 Dashboard

23 Keep Sales Informed

24 Internal marketing updates

25 How to Sell Pages

26 Make social sharing easy

27 Communicate

28 WHAT WE 3 NEED TO DO TOGETHER

29 Marketing & Sales: May the force be with us

30 AGENDA 1 Why Inbound Leads 2 How do people buy 3 What we need to do next

31 1 WHY INBOUND LEADS

32 Sales has a Quota

33 Marketing has a Quota Leads

34 These are not our normal leads.

35 These are INBOUND LEADS.

36 INBOUND LEADS ARE BETTER

37 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.

38 Inbound Leads close better. 8x Inbound Leads are 8x more likely to close into customers than Outbound Leads. Source: The 2012 State if Inbound Marketing

39 Inbound Leads close at a higher rate. Inbound Leads have a 14.6% close rate. 14.6% 1.7% Outbound Sourced Leads have a 1.7% close rate. Source: The 2012 State if Inbound Marketing

40 SO HOW DO WE FIND THESE INBOUND LEADS?

41 ACTUALLY, THEY WILL FIND US.

42 2 HOW DO PEOPLE BUY

43 By Show of Hands: WHO RESEARCHES PURCHASES ONLINE?

44 88% of Internet users conduct product research online.

45 PEOPLE ARE ON OUR WEBSITE DOING RESEARCH.

46 WHAT DO THESE PHRASES MEAN TO YOU? how to use facebook for business lead generation ideas how to blog for business

47 HERE ARE A FEW OF THE COMPANIES ON OUR SITE. Research in Motion Limited marketing automation software University of Pennsylvania visited from facebook.com Luminex Corporation marketing plan for start-up company

48 WE CREATED EDUCATIONAL CONTENT

49 EDUCATIONAL CONTENT GENERATES INBOUND LEADS

50 It s the cold that s dead not the calling. Trish Bertuzzi Inside Sales Experts Blog February 10,

51 3 WHAT WE NEED TO DO NEXT

52 Set up Salespeople with the Sales Rep User Roles

53 Attend HubSpot Training (no additional cost)

54 SETUP LEAD REVISIT ALERTS TALK TO THE RIGHT INBOUND LEADS AT THE RIGHT TIME

55 Learn the Consultative Sales Process

56 MOST IMPORTANTLY

57 THANK YOU.

58 4 WEBINAR TASKS

59 Webinar Tasks Identify your advocate in sales & schedule a meeting with Marketing & Sales Create a HubSpot user account for each salesperson Encourage marketers & salespeople to attend HubSpot Training Create reports in HubSpot so you can share the data with marketing & sales

60 Webinar Resources 1 2 Marketing & Sales: May the force be with us (PowerPoint) How to Use Lead Intel to Accelerate Sales 3 4 HubSpot Academy Training Classes How to manage your marketing reports with the Reports Home

61 HUBSPOT S REFERRAL PROGRAM 1. Refer a business 2. Get an Inbound Conference promo code 3. Save $325 per ticket REFER.HUBSPOT.COM

62 QUESTIONS?

63 HubSpot Training

64 Want to Watch Previous Webinars? Watch webinar recordings Download webinar slides 4 Download webinar resources

65 Download the HubSpot iphone App!

66 THANK YOU.