Hubspot Sugar webinar 7 28


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Hubspot and SugarCRM Webinar 7/28/2011. Accelerating Business by Linking Sales and Marketing

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  • In this presentation, attendees will learn the basics of inbound marketing and how it can be used to build a business. Describe your marketing background. Through Inbound Marketing University (IMU), you have become an Inbound Marketing Certified Professional, which acknowledges your proficiency in blogging, social media, search engine optimization (SEO), lead conversion, lead nurturing and closed-loop analysis.This content is part of the Inbound Marketing University.
  • Outbound marketing strategies are becoming less effective in today’s world. We now have devices (e.g. spam blockers, TiVo/DVRs, caller ID, etc.) that allow us to block out the messages being pushed onto us People are doing their own research to figure out which products and services they want to buy
  • Publish ALL of your content. This can be in the form of a blog, podcast, videos, photos, presentations, eBooks or news releases.
  • Google decides whether your content will rank well in search engines. Remarkable, search engine optimized content gives your content its best chance of ranking well in Google.
  • Image: There are four main components of on-page SEO, or optimizing the content of your web page for search engines. Make sure to use your best keywords within those four locations. However, Google bases only 25% of your content’s ranking on on-page SEO
  • Google bases 75% of your content’s ranking on off-page SEO Your content’s authority is determined by the quality and quantity of the inbound links pointing to your content. Inbound links = links to your content from another websiteRecommendations from Friends:“I know Jane Doe.” (Good)“Jane Dow is a marketing expert.” (Better)You trust the person saying this. (Best)Links Are Online RecommendationsA link: (Good)Anchor Text: Inbound Marketing University (Better)Link is from a trusted website (Best)
  • Publish ALL of your content. This can be in the form of a blog, podcast, videos, photos, presentations, eBooks or news releases.
  • These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
  • Hubspot Sugar webinar 7 28

    1. 1. Accelerate Business By Linking Marketing & Sales<br />Scott Taback<br />T Shape Solutions<br />Jon Berbaum<br />Highland Solutions<br />
    2. 2. Sales and Marketing Coming Together<br />Sales Automation/CRM Implementation<br />eCommerce Platform Implementation<br />Collaboration Platform Implementation<br />Multi-Channel Process Evaluation & Strategy<br />Hosting Services<br />IBM Business Partner<br />Digital Marketing Strategy<br />Hubspot Implementation and Admin Services<br />Copywriting & Content Development & Strategy<br />Campaign Development & Execution <br />Sales 2.0 Execution and Training<br />
    3. 3. Sales 2.0<br />
    4. 4. Questions to ask yourself……..<br />
    5. 5. Questions to ask yourself<br />Are you still cold calling with no reason to speak to the other person that adds value? <br />
    6. 6. Are you promoting your <br />personal brand?<br />
    7. 7. Do you understand the business <br />landscape of your clients.<br />-No I mean really understand it?<br />
    8. 8. When people seek out knowledge about your <br />Industry do they come to you? <br />
    9. 9. Do people call you and ask to do business with you? <br />
    10. 10. Customer 2.0? <br />The Challenges of Working with Today’s Customer<br /><ul><li>Don’t want to be sold to
    11. 11. Customer controls the conversation (they may be smarter then you on your products!)
    12. 12. Customer to customer conversations = more influence
    13. 13. Expect instant response and feedback
    14. 14. Include your company at the tail end of the sales process
    15. 15. They control the rhythm of the sale: End of the quarter is the best time to buy</li></li></ul><li>Value of Inbound Marketing<br />Inbound marketing pulls buyers into your business<br />
    16. 16. Outbound Marketing Isn’t Working<br />800-555-123<br />Annoying<br />Salesperson<br />
    17. 17. 4 Steps to Successful Inbound Marketing<br />Create<br />Optimize<br />Promote<br />Convert & Analyze<br />
    18. 18. Step 1: Create Content<br />Create<br />Optimize<br />Promote<br />Convert & Analyze<br />
    19. 19. Types of Content<br />
    20. 20.
    21. 21. Publish Everything, Everywhere<br />
    22. 22. Step 2: Optimize<br />Create<br />Optimize<br />Promote<br />Convert & Analyze<br />
    23. 23. Google is Judge, Jury & Executioner<br />
    24. 24. 25% On-Page SEO (Context)<br /> Page Title<br /> Clean URL<br /> Headers & Content<br /> Description<br />
    25. 25. 75% Off-Page SEO<br />Determined by Inbound Links<br />
    26. 26. Step 3: Promote<br />Create<br />Optimize<br />Promote<br />Convert & Analyze<br />
    27. 27. Promote Content via Social Media <br />
    28. 28. Step 4: Convert<br />Create<br />Optimize<br />Promote<br />Convert & Analyze<br />
    29. 29. Sales 2.0<br />
    30. 30. Selling Socially to Customer 2.0<br />
    31. 31. CRM Increases Revenue – CSO Insights Study <br />Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement <br />
    32. 32. Nurture<br />Leads<br />Forecast<br />Opportunities<br />Manage<br />Customers<br />Modern CRM – From Sales Data to Sales Intelligence<br />
    33. 33. Modern CRM – From Sales Data to Sales Intelligence<br />Find & Qualify<br />Leads<br />Engage & Convert<br />Opportunities<br />Renew & Upsell<br />Customers<br />News<br />Social Media<br />Connections<br />Company Info<br />
    34. 34. Contact Us<br />Comprehensive Inbound Marketing & Sales Services<br /><ul><li> Sales & Marketing Assessments and Analysis
    35. 35. Setup & Kickstart Packages
    36. 36. Consulting & Strategy
    37. 37. Deep Customization & Integration</li></ul>Jon Berbaum<br />312-546-3494<br /><br />Scott Taback<br />773-398-3823<br /><br />