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SLCHUG May 25, 2016

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The slide deck from our May 25th HubSpot Users Group event. We featured Dan Tyre from HubSpot and Amelia Wilcox from Incorporate Massage.

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SLCHUG May 25, 2016

  1. 1. #SLCHUG Good morning
  2. 2. #SLCHUG Agenda • Welcome • Introductions & House Keeping w/ Doc • Lead Rotation w/ Brandon • Inbound Organization w/ Dan • Sales Mastery Tools w/ Amelia • Q&A & Wrap-up
  3. 3. #SLCHUG Decks Will Be Available Recap Post Coming Recording Presentation
  4. 4. #SLCHUG READY?
  5. 5. #SLCHUG Cool Stuff • Welcome to the launch of SLC HUG • Our goal and charter • Volunteers encouraged
  6. 6. #SLCHUG DARIN BERNTSON @iGoByDoc Founder Co-Leader SLCHUG
  7. 7. #SLCHUG BRANDON CARTER @bscarter Marcom Manager HubSpot Customer Co-Leader of SLCHUG
  8. 8. #SLCHUG Roll Call • First Event? • HubSpot Users? • HubSpot Partner Agencies? • Awesome Guests?
  9. 9. #SLCHUG Our Goals For SLCHUG • Education – Inbound in general – Some HubSpot specific • Who is this for? – HubSpot Customers, Partners & Prospects – Anyone who wants to sharpen Inbound skills
  10. 10. #SLCHUG Our Goals For SLCHUG • Frequency – Minimum 4 times a year – Is there a demand for more? • These events are for you – We are not here to sell anyone – This is a learning environment – Let’s be “inbound” and be helpful to each other
  11. 11. #SLCHUG May 26, 2016 - New Digs The Inbound Organization in 2016 Like Our New Digs?
  12. 12. #SLCHUG
  13. 13. #SLCHUG Who Wants To Sit This Close?
  14. 14. #SLCHUG
  15. 15. #SLCHUG Code: HUGSaltLakeCity for contest and $50 Discount
  16. 16. #SLCHUG Save The Date Our Next SLCHUG Event Thursday, August 18, 2016 Topic TBD
  17. 17. #SLCHUG PODCASTS?
  18. 18. #SLCHUG
  19. 19. #SLCHUG SAVE 20% SLCHUGdmc Reg Price $350/$225 Discounted Price $280 SLCSEM Non-Members $180 SLCEM Members Discount ends June 9 - 9PM Purchase dmc.slcsem.org
  20. 20. #SLCHUG WHEW! House is clean…
  21. 21. #SLCHUG Let’s Talk Certifications?
  22. 22. #SLCHUG
  23. 23. #SLCHUG Who Has Completed…
  24. 24. #SLCHUG New Certifications
  25. 25. #SLCHUG
  26. 26. #SLCHUG
  27. 27. #SLCHUG Go Get Certified
  28. 28. #SLCHUG NEXT UP Brandon Carter
  29. 29. #SLCHUG BRANDON CARTER @bscarter An Introduction to Lead Rotation Live Demo
  30. 30. #SLCHUG DEMO
  31. 31. #SLCHUG NEXT UP Dan Tyer
  32. 32. #SLCHUG DAN TYRE @DanTyre Director
  33. 33. THE INBOUND ORGANIZATION IN 2016 MAY 25, 2016 DAN TYRE, HUBSPOT dtyre@hubspot.com
  34. 34. #SLCHUG Cool Stuff • Welcome to the launch of SLC HUG • Our goal and charter • Volunteers encouraged
  35. 35. DAN TYRE FIVE START UPS SINCE 1983 EMPLOYEE #6 AT HUBSPOT LEADER, MENTOR, ADVISOR, SPEAKER INBOUND MACHINE @dantyre
  36. 36. Over the past decade, there’s been a fundamental shift in business.
  37. 37. At its core, inbound is about building relationships with your audience by providing them with value.
  38. 38. The old
 86% skip TV ads 91% unsubscribe
 from email 200M on the 
 Do Not Call list 44% of direct mail is never opened BROKEN. playbook is
  39. 39. INBOUND MARKETING
  40. 40. INBOUND SALES
  41. 41. INBOUND SALES METHODOLOGY
  42. 42. INBOUND SERVICE
  43. 43. THE INBOUND ORGANIZATION
  44. 44. At HubSpot, we are on a mission to make the world more inbound by empowering businesses to connect with their audience in a meaningful way.
  45. 45. QUESTIONS?
  46. 46. #SLCHUG NEXT UP Amelia Wilcox
  47. 47. #SLCHUG AMELIA WILCOX @AmeliaWilcox Owner
  48. 48. 4 KillerTools for Sales Mastery AWilcox@IncorporateMassage.com @AmeliaWilcox
  49. 49. ✤ Onsite corporate massage programs and events ✤ Launched in 24 states in last 17 months ✤ Grew Admin team from 4 to 14 ✤ Grew MT team from 18 to 250 ✤ Growing at rate of 233% AWilcox@IncorporateMassage.com @AmeliaWilcox
  50. 50. Since I Found Hubspot… Revenue Website Traffic Customers AWilcox@IncorporateMassage.com @AmeliaWilcox
  51. 51. How DoYou Scale Uber Fast and Not Die? AWilcox@IncorporateMassage.com @AmeliaWilcox
  52. 52. EmailTemplates ✤ Template for every instance ✤ Maintain company voice/tone ✤ Include links to blog content AWilcox@IncorporateMassage.com @AmeliaWilcox
  53. 53. EmailTemplates ✤ By blog subject AWilcox@IncorporateMassage.com @AmeliaWilcox
  54. 54. EmailTemplates ✤ Effectively map sales process ✤ Consistent customer experience ✤ Reduce sales workload ✤ Arm sales team with content tools AWilcox@IncorporateMassage.com @AmeliaWilcox
  55. 55. #1: Build EmailTemplates to Scale Sales Process AWilcox@IncorporateMassage.com @AmeliaWilcox
  56. 56. Least ExpensiveWay to Increase Revenue? Sell To Your Existing Customers AWilcox@IncorporateMassage.com @AmeliaWilcox
  57. 57. Work-flowing Tasking ✤ Property Based Workflows can’t be triggered by Deal Property, only Contact Property. ✤ We use “Recent Deal Close Date”. ✤ We select the actual date of service to be the “Recent Deal Close Date”. AWilcox@IncorporateMassage.com @AmeliaWilcox
  58. 58. ✤ Get feedback on massage therapists ✤ Find ways to improve our services ✤ Increase our Google and Yelp reviews ✤ Increase revenue from existing client base Work-flowing Tasking AWilcox@IncorporateMassage.com @AmeliaWilcox
  59. 59. #2:AutomateTasking withWorkflows AWilcox@IncorporateMassage.com @AmeliaWilcox
  60. 60. Meet Steph ✤ Bad a** drummer with 3 kids ✤ Works 30 hours a week ✤ 643 leads in her pipeline AWilcox@IncorporateMassage.com @AmeliaWilcox
  61. 61. Sequences ✤ Mini CRM workflows ✤ Manually enroll people ✤ Unenrolled when reply ✤ Automate templated emails ✤ Automate tasking AWilcox@IncorporateMassage.com @AmeliaWilcox
  62. 62. Sequences ✤ Automate email follow up for leads who submit forms ✤ Touch base with leads to resell ✤ Coming soon: reason-specific sequences AWilcox@IncorporateMassage.com @AmeliaWilcox
  63. 63. #3: Create SequencesTo Reduce Follow Up AWilcox@IncorporateMassage.com @AmeliaWilcox
  64. 64. Deal Properties ✤ Entire Sales team on the same page of what info to collect. ✤ Everyone knows where to find the information they need, and quickly! ✤ Eliminates most errors, less confusion between departments. AWilcox@IncorporateMassage.com @AmeliaWilcox
  65. 65. #4: Build Deal Properties to Reduce Errors AWilcox@IncorporateMassage.com @AmeliaWilcox
  66. 66. The Nuggets ✤ Build Email Templates to Scale Sales Process ✤ Automate Tasking with Workflows ✤ Create Sequences to Reduce Followup ✤ Build Deal Properties to Reduce Errors AWilcox@IncorporateMassage.com @AmeliaWilcox
  67. 67. Contact Info: ✤ Email: awilcox@incorporatemassage.com ✤ Twitter: @ameliawilcox
  68. 68. #SLCHUG#SLCHUG Questions?
  69. 69. #SLCHUG 80 Search Engine Optimization Blogging & Social Media Lead Generation Email & Automation Marketing Analytics Lead Management
  70. 70. #SLCHUG#SLCHUG Coming Soon Webinars, Blog, & Podcast Diving deeper into HubSpot tools and Inbound Methodology, and User Stories Watch for eMail from Doc
  71. 71. #SLCHUG Save The Date Our Next SLCHUG Event Thursday, August 18, 2016 Topic TBD
  72. 72. #SLCHUG SAVE 20% SLCHUGdmc Reg Price $350/$225 Discounted Price $280 SLCSEM Non-Members $180 SLCEM Members Discount ends June 9 - 9PM Purchase dmc.slcsem.org

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