Automate Sales & Marketing with HubSpot CRM
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Automate Sales & Marketing with HubSpot CRM
- 2. WELCOME • What is a HUG? • Your Host @darynsmith • Share, present or workshop @ the HUG • http://capetown.hubspotusergroups.com • Inbound 2015 Promo Code: • “JohannesburgHUG15” - $50 discount
- 3. WHY AUTOMATION OF SALES & MARKETING
- 4. COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50% MORE SALES READY LEADS AT 33% LOWER COST. (FORRESTER) COMPANIES THAT AUTOMATE LEAD MANAGEMENT SEE A 10% OR GREATER INCREASE IN REVENUE IN 6-9 MONTHS. (GARTNER)
- 5. WHERE CRM STARTS AND MARKETING AUTOMATION ENDS
- 6. CRM VS. MARKETING AUTOMATION Feature CRM Marketing Automation Account Management Yes No Contacts Management Yes Yes Opportunity Management Yes No Sales Forecasting Yes No Sales Process Yes No Call Logging Yes No Quotes Yes No Contracts Yes No Ticketing & Customer Service Sometimes No Lead Scoring Sometimes Yes Lead Nurturing No Yes Web Visitor Tracking No Yes Landing Pages No Yes Dynamic Forms No Yes Newsletters Sometimes Yes Social Media Sometimes Sometimes
- 7. HUBSPOT CRM INTEGRATIONS SalesForce Sugar CRM Netsuite Microsoft Dynamics SideKick
- 8. MARKETING & CRM PROGRAMMES
- 9. ARE LEADS TURNING INTO CUSTOMERS & ARE THERE ENOUGH LEADS? LEADS MQL SQL CUSTO MER 1000 100 25 5 3 MONTHS
- 10. WHICH CHANNEL IS BRING CUSTOMERS?
- 11. DELIVER RIGHT MESSAGE AT RIGHT TIME
- 13. PROGRAMME TYPES • SALES PROCESS PROGRAMES • Based on deal stage • 10% - Initial contact • 50% - Proof of Concept • 80% - Presented Proposal • Based on lead score • Based on any other known variable • Deal value etc. • Call cycles / reminders • LEAD NURTURING PROGRAMMES • When reading your email • When visiting your website • Downloading content • Requesting a demo, trial, entering a competition New Lead Email 1 Call Email 2 with whitepaper Survey Call
- 14. HOW TO SET THESE UP IN HUBSPOT?
- 15. HUBSPOT ACTIONS YOU CAN USE • HubSpot CRM = Lists & Email • SalesForce = Tasks & Email
- 16. HUBSPOT CRM
- 17. HUBSPOT CRM • Rudimental compared to SalesForce, for now. • All contacts in marketing automation are in CRM and vice versa. • Minimal training required.
- 18. HUBSPOT CRM – CONTACTS & COMPANIES • HubSpot Insights • Contact timeline • Custom fields
- 19. HUBSPOT CRM – DEALS • Drag and drop deals. • Easily create new deals.
- 20. HUBSPOT CRM – TASKS • Tasks Dashboard • Link to contact, company or deal. • Create from within any of above.
- 21. HUBSPOT CRM – NOTES, EMAIL, CALL, ETC. • Notes, Email, Log Activity • Call and Call Recording – not in SA
- 23. SALESFORCE - SYNC • Only sync “Sales Qualified Leads” • Change lifecycle stage based on deal stage
- 24. SALESFORCE – HUBSPOT TAB • Contact timeline – what they have viewed, opened and when. Make informed sales calls.
- 25. SIDEKICK
- 26. SIDEKICK
- 27. NEXTDATES JOHANNESBURG: 30 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES 26 NOVEMBER – CONTENT & END OF YEAR CAPE TOWN: 25 JUNE – SOCIAL MEDIA BY RORY KELLY 17 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES 3 DECEMBER – CONTENT & END OF YEAR #JOBURGHUG HTTP://JOHANNESBURG.HUBSPOTUSERGROUPS.COM QUESTIONS?
Editor's Notes
- MARKETING (1 TO MANY) TAKING RESPONSIBILITY FROM SALES (1 TO 1), QUALITY LEADS
- RIGHT EMAIL AT RIGHT TIME
- Naming convention.