building a scalable sales team
TRANSCRIPT
Building a Scalable Sales Team
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
My mission as a sales executive
MISSION
Predictable scalable revenue growth
STRATEGY
If I canhellip
1 Hire the same type of successful sales person
2 Train the sales people in the same way
3 Provide each sales person with the same quantity and quality of leads
4 Have the sales people work the leads using the same process
hellipthen I will achieve my goal
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
How do you find good sales people
Does not work Monstercom Craigslist etc
Might work Agencies recruiters
Works The ldquoForced Referalrdquo (leverage your team)
Networking at events and online
Passive recruiting on LinkedIn
Taking meetings with sales people
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
My mission as a sales executive
MISSION
Predictable scalable revenue growth
STRATEGY
If I canhellip
1 Hire the same type of successful sales person
2 Train the sales people in the same way
3 Provide each sales person with the same quantity and quality of leads
4 Have the sales people work the leads using the same process
hellipthen I will achieve my goal
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
How do you find good sales people
Does not work Monstercom Craigslist etc
Might work Agencies recruiters
Works The ldquoForced Referalrdquo (leverage your team)
Networking at events and online
Passive recruiting on LinkedIn
Taking meetings with sales people
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
1 Hire the same type of successful
sales person
4 markroberge
Define Score and Analyze Criteria
5 markroberge
How do you find good sales people
Does not work Monstercom Craigslist etc
Might work Agencies recruiters
Works The ldquoForced Referalrdquo (leverage your team)
Networking at events and online
Passive recruiting on LinkedIn
Taking meetings with sales people
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4 markroberge
Define Score and Analyze Criteria
5 markroberge
How do you find good sales people
Does not work Monstercom Craigslist etc
Might work Agencies recruiters
Works The ldquoForced Referalrdquo (leverage your team)
Networking at events and online
Passive recruiting on LinkedIn
Taking meetings with sales people
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
5 markroberge
How do you find good sales people
Does not work Monstercom Craigslist etc
Might work Agencies recruiters
Works The ldquoForced Referalrdquo (leverage your team)
Networking at events and online
Passive recruiting on LinkedIn
Taking meetings with sales people
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
2 Train your sales people in the
same way
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
7 markroberge
2 Train your sales people in the same way
What I see at many companies Shadow a senior sales rep for 1 month
Read a 2 page sales manual
HubSpot approach Define sales playbook (unique value proposition target customer
competition common objections product information etc)
Train sales people as consultants or experts Give them hands on
experience if possible
Use exams and certification programs
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
3 Provide sales people with the
same quantity and quality of leads
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
9 markroberge
Modern Lead Generation Inbound Marketing
Blog SEO Social Media
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Engine
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
1 eBook w LP Month
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4 Have sales people work the
leads with the same process
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Implement a Sales Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY DISCOVER
Determine worthiness for demo
5 DEMO
Illustrate value of software
6 OBJECTIONS amp CLOSE
Sign up new customer
Too Big
Queue
No Fit
Queue
Marketing
Queue
Intrsquol
Queue
Unable to
Qualify
Unqualified
Closed Lost
Closed Lost
LE
AD
O
PP
OR
TU
NIT
Y
Bad Lead
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Implement a metrics-driven sales culture
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
ldquoPeel Back the Onionrdquo for More Insight
Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Who should your first sales hire be
25 years experience in your industry
Currently VP over $200 Million in sales
1 Sales Rep out of 500 reps
Not in your industry
5 years sales experience
10 years sales experience
In your industry
Recently promoted to
Sales Manager
Entrepreneur in your industry
Sales background
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Questions
wwwgetsignalscom
Mark Roberge
SVP of Sales and Services HubSpot
markroberge