hubspot sugar webinar 7 28
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Hubspot and SugarCRM Webinar 7/28/2011. Accelerating Business by Linking Sales and MarketingTRANSCRIPT
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Scott Taback T Shape Solutions
Jon BerbaumHighland Solutions
Accelerate Business By Linking Marketing & Sales
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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
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Sales 2.0
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Questions to ask yourself……..
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Questions to ask yourself
Are you still cold calling with no reason to speak to the other person that adds value?
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Are you promoting your personal brand?
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Do you understand the business landscape of your clients.
-No I mean really understand it?
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When people seek out knowledge about your Industry do they come to you?
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Do people call you and ask to do business with you?
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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
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Value of Inbound Marketing
Inbound marketing pulls buyers into your business
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Outbound Marketing Isn’t Working
800-555-123AnnoyingSalesperson
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4 Steps to Successful Inbound Marketing
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
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Step 1: Create Content
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
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Types of Content
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Publish Everything, Everywhere
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Step 2: Optimize
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
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Google is Judge, Jury & Executioner
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25% On-Page SEO (Context)1. Page Title
2. Clean URL
3. Headers & Content
4. Description
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75% Off-Page SEODetermined by Inbound Links
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Step 3: Promote
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
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Promote Content via Social Media
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Step 4: Convert
1. Create
2. Optimize
3. Promote
4. Convert & Analyze
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Sales 2.0
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Selling Socially to Customer 2.0
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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
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Nurture
LeadsForecast
OpportunitiesManage
Customers
Modern CRM – From Sales Data to Sales Intelligence
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Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
Modern CRM – From Sales Data to Sales Intelligence
News Social Media ConnectionsCompany Info
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Contact Us
Comprehensive Inbound Marketing & Sales Services
• Sales & Marketing Assessments and Analysis
• Setup & Kickstart Packages
• Consulting & Strategy
• Deep Customization & Integration
Scott [email protected]