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

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: www.inboundmarketing.com (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 Hubspot Sugar webinar 7 28 Presentation Transcript

  • Accelerate Business By Linking Marketing & Sales
    Scott Taback
    T Shape Solutions
    Jon Berbaum
    Highland Solutions
  • 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
  • Sales 2.0
    View slide
  • Questions to ask yourself……..
    View slide
  • Questions to ask yourself
    Are you still cold calling with no reason to speak to the other person that adds value?
  • Are you promoting your
    personal brand?
  • Do you understand the business
    landscape of your clients.
    -No I mean really understand it?
  • When people seek out knowledge about your
    Industry do they come to you?
  • Do people call you and ask to do business with you?
  • Customer 2.0?
    The Challenges of Working with Today’s Customer
    • 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
  • Value of Inbound Marketing
    Inbound marketing pulls buyers into your business
  • Outbound Marketing Isn’t Working
    800-555-123
    Annoying
    Salesperson
  • 4 Steps to Successful Inbound Marketing
    Create
    Optimize
    Promote
    Convert & Analyze
  • Step 1: Create Content
    Create
    Optimize
    Promote
    Convert & Analyze
  • Types of Content
  • Publish Everything, Everywhere
  • Step 2: Optimize
    Create
    Optimize
    Promote
    Convert & Analyze
  • Google is Judge, Jury & Executioner
  • 25% On-Page SEO (Context)
    Page Title
    Clean URL
    Headers & Content
    Description
  • 75% Off-Page SEO
    Determined by Inbound Links
  • Step 3: Promote
    Create
    Optimize
    Promote
    Convert & Analyze
  • Promote Content via Social Media
  • Step 4: Convert
    Create
    Optimize
    Promote
    Convert & Analyze
  • Sales 2.0
  • Selling Socially to Customer 2.0
  • CRM Increases Revenue – CSO Insights Study
    Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
  • Nurture
    Leads
    Forecast
    Opportunities
    Manage
    Customers
    Modern CRM – From Sales Data to Sales Intelligence
  • Modern CRM – From Sales Data to Sales Intelligence
    Find & Qualify
    Leads
    Engage & Convert
    Opportunities
    Renew & Upsell
    Customers
    News
    Social Media
    Connections
    Company Info
  • Contact Us
    Comprehensive Inbound Marketing & Sales Services
    • Sales & Marketing Assessments and Analysis
    • Setup & Kickstart Packages
    • Consulting & Strategy
    • Deep Customization & Integration
    Jon Berbaum
    312-546-3494
    jberbaum@highlandsolutions.com
    Scott Taback
    773-398-3823
    Scott.taback@tshapesolutions.com