sales and marketing alignment - mit sloan sales conference
TRANSCRIPT
Sales amp Marketing Alignment0 to 4000 Customers with No Cold Calls
Mark Roberge
HubSpot
markroberge
MIT Sloan Sales Conference
May 6th 2011
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
2
3 markroberge
Outbound Demand Generation
4 markroberge
Outbound Marketing is Getting Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Demand Generation
Blog SEO Social Media
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
2
3 markroberge
Outbound Demand Generation
4 markroberge
Outbound Marketing is Getting Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Demand Generation
Blog SEO Social Media
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
3 markroberge
Outbound Demand Generation
4 markroberge
Outbound Marketing is Getting Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Demand Generation
Blog SEO Social Media
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
4 markroberge
Outbound Marketing is Getting Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Demand Generation
Blog SEO Social Media
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
5 markroberge
Inbound Demand Generation
Blog SEO Social Media
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
How Do You Get to the Top History of SEO
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
7 markroberge
Inbound Marketing ndash One Strategy not Three
Blog SEO Social Media
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Inbound Leads Cost 60 Less Than Outbound Leads
Source survey of hundreds of businesses HubSpotcomROI
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
9 markroberge
Reading List Suggestion
Inbound MarketingGet Found using Google
Social Media and Blogs
Top 5 Web Marketing
Book on Amazon
InboundBookcom
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
10 markroberge
Action Items - Inbound Demand Generation
1 Develop a publishing muscle
2 Define a thought leadership
committee
3 Start a blog
4 Participate in your prospectrsquos
communities
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
11
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
12
Use Science Not Gut to Determine Sales-Ready Leads
SEO
Visitors
Leads
SEO Customers
[LTV of SEO
Customers]
BLOG
Visitors
Leads
Blog Customers
[LTV of Blog
Customers]
Social Media
Visitors
Leads
Social Media Customers
[LTV of Social Media
Customers]
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
13
Hold Marketing Accountable to Lead Quality and Quantity
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Use Science Not Gut to Find Optimal Attempts per Lead
0
2
4
6
8
1 3 5 7 9 11 13
All Leads 1-10 employees 11-25 employees26-50 employees 51+ employees
Attempt
LT
V C
OC
A
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
15
Hold Sales Accountable to Attempt Quantity and Quality
Data has been altered from
actual HubSpot data for the
purposes of this presentation
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
16 markroberge
Action Items ndash Sales amp Marketing Alignment
1 Define your Marketing SLA
2 Define your Sales SLA
3 Implement processes to hold sales
and marketing accountable
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Agenda
I Inbound Demand Generation
II Sales and Marketing Alignment
III Science of Sales
17
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
18 markroberge
Mission as a Sales Scientist
MISSIONPredictable scalable revenue growth
STRATEGYIf I canhellip
Hire the same type of sales person
Train them in the same way
Provide them with the same quantity and quality of leads
Have them work the leads using the same process
hellipthen I will achieve my goal
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
19 markroberge
Predictable Sales Hiring
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
20markroberge
Predictable Sales Training
What we saw Shadow a senior sales rep for 1 week
Read a 2 page sales manual
What we did Train your sales people as consultants or experts Give them
hands on experience if possible
Use tests and certification programs
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
21
Predictable Lead Quantity and Quality
bull MTD Rejected New Lead Rate (target lt 5) 46
bull MTD 7 Day Lead to Opportunity Conv (target gt 33) 44
bull MTD Leads from B2B gt1K employees (target gt 20) 23
Data has been altered from actual HubSpot data for the purposes of this presentation
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Predicable Sales Funnel Process
1 RESEARCH
Prepare for the sales process
2 PROSPECT
Get to a connect
3 CONNECT
Schedule the assessment
4 QUALIFY
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
OP
PO
RT
UN
ITY
Bad Lead
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Use Data to Hold Sales Accountable to the Process
Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
ldquoPeal Back the Onionrdquo to Diagnose Issues311
Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
25 markroberge
Action Items ndash Science of Sales
1 Implement your sales
candidate score sheet
2 Add exams and certifications to
your sales training process
3 Define the sales process and
use data to hold sales
accountable
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Additional Resources
Grade your website at
wwwWebsiteGradercom
Read the Inbound Marketing Book
wwwInboundBookcom
Inbound Marketing
wwwinboundmarketingcom
Start your free trial of HubSpot software
wwwHubSpotcomfree-trial
Thank You
Mark Roberge
HubSpot
markroberge
Thank You
Mark Roberge
HubSpot
markroberge