HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
90 day planning that help marketers plan and manage their marketing more efficiently.
The idea is to create marketing or digital marketing plans and have a single page summary which gives clarity on a manageable number of initiatives you will work on in the 90 day period to boost performance.
HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
90 day planning that help marketers plan and manage their marketing more efficiently.
The idea is to create marketing or digital marketing plans and have a single page summary which gives clarity on a manageable number of initiatives you will work on in the 90 day period to boost performance.
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
New Product Go To Market Roll Out Launch Process Flow And Steps Powerpoint Pr...SlideTeam
Want to launch a new product? Don’t know how? The best way out, our new product go to market roll out launch process flow and steps PowerPoint presentation slides will help you launch your product successfully. With this product line extension PowerPoint templates, product administrator of the organization can provide ideas regarding merchandise promotion channels to the senior management. Overall this marketing plan PPT templates comprises of product overview, target audience, item/service positioning, new commodity/service launch, launch timeline, initiate planning, goods initiate the detailed plan, phase-wise tactics, marketing plan and process etc. If you are planning to make PPT presentation on software goods initiate, marketing plan, goods requirements document, marketing requirement document, new good development, new commodity introduction, marketing strategy etc., then our new commodity launch presentation will be helpful for you. Get started now! convince your customers with our new product go to market rollout launch process flow and steps PowerPoint presentation slides. Highlight hollow boasts with our New Product Go To Market Roll Out Launch Process Flow And Steps Powerpoint Presentation Slides. Convince folks that the claims are exaggerated. https://bit.ly/3n9KmUT
Creation of a sale plan is a requirement for any business. Having a structured approach with a definite scope is very much beneficial. Please find this document which will help you structure your thoughts and let you achieve what you aspire.
Marketing is not sales , there is always a gray area of how to translate marketing data, analysis into actionable sales programs, here is a short discussion on how to translate marketing data, analysis, into sales programs, in short translating strategic conceptual to actionable plans in sales
If you need a copy of the Power point presentation email your request @ dngrtz2000@hotmail.com, will send you your copy immediately.
business development & growth workshop for startups
we will talk about
1: what is business development?
2:business development management
3: Business Development tools & strategies
4: Deal structure "in 7 steps"
How To Create An Effective Marketing PlanMary Honan
The following slides are from the workshop, "How To Create An Effective Marketing Plan," as presented at The Enterprise Center at Salem State University.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
Just in case any Pharmaceutical company is planning to step into Multichannel Business Models either forced by COVID-19 or following a natural business transformation within the Pharmaceutical Industry, please find attached BEST PRACTICES GUIDELINES for the Phase 1 of the Process.
Why All Marketers Should Work in Sales (part 1 of 2)Richard Hatheway
In the first part of this article I discuss how marketing has a visibility and credibility problem – they’re not seen as critical to business success and the results they present often don’t reflect business relevance. Due to this, marketing is primarily viewed as a support function to sales.
Companies are debating about the value of sales people training….
As B2B SaaS sales brings a new concept of selling; where the product, its benefit, features and innovation are in the center of interest, the sales REP is the final part that must address the same values to complete the puzzle.
The mission of having individuals that are fascinated with their sales work and motivated to bring results- could only be gained with well-defined training plan combined with ongoing team & members coaching …that's how you create a winning inside sales team !
Sales Gala19 Sales Competetion/Cricket Tournament (we can do it!!)HasnatJaffar
A sales competition between all Outlets of Gooline by putting certain points on different mile stones on the trend of cricket, like on there are different categories of scoring in cricket as there are Sixes, Fours, 3runs, 2runs, 1runs.
I.e we can put 5000 top-up eligibility for Six runs or 1 run on one new customer this will enable us to engage our employees in healthy competition which will be beneficial for growth of our business
The Agile Marketing Model frames the key principles of the Agile marketing manifesto in the context of marketing. Here is a quick visual guide to inform your thought process and help you develop a better understanding of how Agile can be applied in the context of marketing.
By applying the fundamental principles of self mastery, any person can take control of their life and harness the forces that shape destiny. http://bit.ly/u3YJbm
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
New Product Go To Market Roll Out Launch Process Flow And Steps Powerpoint Pr...SlideTeam
Want to launch a new product? Don’t know how? The best way out, our new product go to market roll out launch process flow and steps PowerPoint presentation slides will help you launch your product successfully. With this product line extension PowerPoint templates, product administrator of the organization can provide ideas regarding merchandise promotion channels to the senior management. Overall this marketing plan PPT templates comprises of product overview, target audience, item/service positioning, new commodity/service launch, launch timeline, initiate planning, goods initiate the detailed plan, phase-wise tactics, marketing plan and process etc. If you are planning to make PPT presentation on software goods initiate, marketing plan, goods requirements document, marketing requirement document, new good development, new commodity introduction, marketing strategy etc., then our new commodity launch presentation will be helpful for you. Get started now! convince your customers with our new product go to market rollout launch process flow and steps PowerPoint presentation slides. Highlight hollow boasts with our New Product Go To Market Roll Out Launch Process Flow And Steps Powerpoint Presentation Slides. Convince folks that the claims are exaggerated. https://bit.ly/3n9KmUT
Creation of a sale plan is a requirement for any business. Having a structured approach with a definite scope is very much beneficial. Please find this document which will help you structure your thoughts and let you achieve what you aspire.
Marketing is not sales , there is always a gray area of how to translate marketing data, analysis into actionable sales programs, here is a short discussion on how to translate marketing data, analysis, into sales programs, in short translating strategic conceptual to actionable plans in sales
If you need a copy of the Power point presentation email your request @ dngrtz2000@hotmail.com, will send you your copy immediately.
business development & growth workshop for startups
we will talk about
1: what is business development?
2:business development management
3: Business Development tools & strategies
4: Deal structure "in 7 steps"
How To Create An Effective Marketing PlanMary Honan
The following slides are from the workshop, "How To Create An Effective Marketing Plan," as presented at The Enterprise Center at Salem State University.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
Just in case any Pharmaceutical company is planning to step into Multichannel Business Models either forced by COVID-19 or following a natural business transformation within the Pharmaceutical Industry, please find attached BEST PRACTICES GUIDELINES for the Phase 1 of the Process.
Why All Marketers Should Work in Sales (part 1 of 2)Richard Hatheway
In the first part of this article I discuss how marketing has a visibility and credibility problem – they’re not seen as critical to business success and the results they present often don’t reflect business relevance. Due to this, marketing is primarily viewed as a support function to sales.
Companies are debating about the value of sales people training….
As B2B SaaS sales brings a new concept of selling; where the product, its benefit, features and innovation are in the center of interest, the sales REP is the final part that must address the same values to complete the puzzle.
The mission of having individuals that are fascinated with their sales work and motivated to bring results- could only be gained with well-defined training plan combined with ongoing team & members coaching …that's how you create a winning inside sales team !
Sales Gala19 Sales Competetion/Cricket Tournament (we can do it!!)HasnatJaffar
A sales competition between all Outlets of Gooline by putting certain points on different mile stones on the trend of cricket, like on there are different categories of scoring in cricket as there are Sixes, Fours, 3runs, 2runs, 1runs.
I.e we can put 5000 top-up eligibility for Six runs or 1 run on one new customer this will enable us to engage our employees in healthy competition which will be beneficial for growth of our business
The Agile Marketing Model frames the key principles of the Agile marketing manifesto in the context of marketing. Here is a quick visual guide to inform your thought process and help you develop a better understanding of how Agile can be applied in the context of marketing.
By applying the fundamental principles of self mastery, any person can take control of their life and harness the forces that shape destiny. http://bit.ly/u3YJbm
Food trucks are a booming business in the US. There seem to be more than one on every corner. If you're looking at starting your own food truck business then this guide is something you'll want to read.
A complete scenario of Medical Device Industry Of USA and India as well as of some major players. The presentation also highlights the Rules and regulations with respect to the devices and also SWOT analysis of emerging markets
Course Descriptions of Language Subject Areas and Goals of Language Teaching
English Elementary
English Secondary
Filipino Elementarya
Filipino Sekondarya
Marketing Strategy for a medical device companysaurabhmalani
This is a marketing strategy for a leading medical device company for a new product launch. This presentation won the Babson Marketing Case Competition - 2012 with prize money of $5000. 16 schools across the globe were competing in this competition.
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
The power of smarketing 2014 - Class #9 HubSpot Inbound Academy CertificationSorin Magureanu
The tension between Sales and Marketing teams is a long-standing challenge for organizations of all sizes.
These teams argue over lead quality, follow-up procedures, or simply who's delivering value to the business. Sales and Marketing teams that are able to overcome these arguments and align with one another grow faster, generate more revenue, and are more likely to achieve their goals. Learn the steps you need to take to get your marketers and sales people on the same team.
This class fits into the "Close" stage of the Inbound Methodology - by aligning your Marketing and Sales teams, you can close more marketing leads into sales deals and hit your business goals.
http://academy.hubspot.com/inbound-marketing-certification/close/smarketing
87% of the terms sales and marketing teams use to describe each other are negative. Not only does that make for a negative work experience, it means you miss out on significant revenue growth. Learn how to align your marketing and sales departments by goal and by persona - get on the same team!
This presentation is part of HubSpot's complimentary Inbound Certification. Get started at: http://academy.hubspot.com/certification
Mark Roberge's Forecast 2015 Keynote: The Sales Acceleration FormulaBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mark Roberge's presentation on "The Sales Acceleration Formula."
Content Marketing can be an effective strategy to increase your company’s visibility and show off your expertise. But it can also be time consuming, expensive and tends to have a slow ROI.
Improve your content marketing results by maximizing your time, tools and budget.
HubSpot customer ProofreadNOW has increased prospect engagement and inbound lead activity with integrated lead nurturing capabilities, letting this small company automate key activities to make a big impact.
These slides are from a webinar with HubSpot customer Conni Eversull, Director of Sales & Marketing at ProofreadNow which was moderated by HubSpot Director of Product Evangelism, Kirsten Knipp.
Selling Better Together - Webinar with Work.comHubSpot
Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.
Building Your Revenue Engine As Your Startup EvolvesHana Abaza
Startups go through different stages of evolution. In this presentation we discuss what your marketing and sales engine might look like with a specific deep dive into demand generation, optimizing your unit economics and focusing on a specific buyer persona.
The Livestream Way - Building a Culture of Sales Excellence & AccountabilitySam Jacobs
The Livestream Way is a synthesis of the best teachings and best practices of the Livestream sales organization. At Livestream, we're focused on sales career development and helping professionals become top performing sales account executives. Included in this deck is a survey of sales training techniques, methodologies, and structures for building top sales orgs.
Your Go-To-Market is Killing Your Business, and You Don't Even Know ItHubSpot
Modern customers expect that it will be easy to learn about your product and buy it, but most of our go-to-markets do the opposite. We ask people to fill out long forms, we build complex qualification rules, we make it tough for prospects to talk to someone right now. In short, we put up barriers that solve for our companies instead of solving for our customers.
At HubSpot, we’re mid-way through transforming our go-to-market to be customer centric. Learn what’s worked for us, what hasn’t, and what we’re building.
---
Jon is VP of Marketing at HubSpot, helping to transform how companies market and sell. Prior to this, Jon led Marketing at Trunk Club, the personalized shopping service for men and women, and was the Head of Marketing for Klout, the social media influence measurement company. Jon has a background in improvised comedy and earned his MBA from the Harvard Business School.
This is Jon Dick's #INBOUND18 presentation.
Here's the hard truth about marketing: your customers are better at it than you. Over the past decade, marketers perfected content creation, but as a result, things got a lot more competitive for businesses and a lot more crowded for buyers. So while creating content is still your best and cheapest strategy, it should no longer be your only strategy. That's where your customers come in. Learn more.
According to a recent report from Ernst & Young GmbH, both the number of funding rounds for startups in Germany and the overall value of those rounds hit record levels in the first six months of 2017. That tracks with what we’ve found in HubSpot research as well. We recently commissioned a survey of consumers living and/or working in the Berlin metro area, and found that the tech scene there is evolving quickly – 95 percent of Berliners see the number of technology jobs in the city growing, and 90 percent say Berlin also offers access to the technology and digital talent needed to grow a tech company. With Berlin offering the highest post-grad monthly salary for the European tech sector (3,112 euros per month, on average), it’s no surprise that the city has become a hub for fast-growing tech companies. And as of today, HubSpot is the latest to call the city home.
15 Stats Every Marketing Leader Needs to KnowHubSpot
Benchmark your company's performance against stats from hundreds of other marketers around email performance, cost per lead, popular marketing tactics, revenue attainment, and more. All stats are taken from our 2017 Demand Generation Benchmarks Report: http://hubs.ly/H08nwvl0
Inbound Recruiting: Hire Top Talent By Thinking Like a MarketerHubSpot
The world of recruiting has changed. Now, employers need to take an inbound approach to how they attract and engage with job seekers by using personalized marketing strategies.
What's a Growth Stack? And why you should build one. HubSpot
It starts with a single problem. It always does. Maybe you need a few more leads to hit your number this month. Maybe you finally outgrew a system of spreadsheets. Maybe your boss challenged you to get more accurate with your reporting. So, you signed up for a piece of software to help you solve the problem and un-officially started building out your tech stack. Without a strategic approach, adding tool after tool can lead you down a dangerous path. Get more strategic about your software and don't just build any old stack, build a Growth Stack.
The lack of visible female role models is pervasive in the tech industry, particularly on Wikipedia, where just under 17% of Wikipedia biographies were on women. That's why HubSpot wrote fourteen Wikipedia entries for remarkable women in tech to help inspire young women to reach positions at the highest levels of STEM.
Buyers no longer use voicemails and emails from strangers to learn about products. This information is online, whenever buyers are interested. This SlideShare presentation show sellers how to connect in a meaningful way by starting conversations around the buyer’s plans, goals and challenges.
This presentation is one class in HubSpot Academy's free sales training course. You can enroll here: http://certification.hubspot.com/inbound-sales-certification
Class 1: Email Marketing Certification course: Email Marketing and Your BusinessHubSpot
*From HubSpot Academy*
Over the past few decades, people have radically changed the way they live, work and buy. This class will give you an overview of an adaptive, inbound approach to sending emails that provide value and drive growth for your business. It will also teach you about the four big themes of a modern email marketing program: segmentation, personalization, mobile, and optimization.
Why People Block Ads (And What It Means for Marketers and Advertisers) [New R...HubSpot
HubSpot Research shares new data on why people use ad blockers and what marketers and advertisers need to do to keep people from blocking out ads completely. Hint: it's stop using interruptive and annoying ads.
3 Proven Sales Email Templates Used by Successful CompaniesHubSpot
76% of emails never get opened. That makes life for salespeople very difficult. So we've partnered up with Breakthrough Email to bring you email templates that are proven to engage prospects and close more deals. Start using them today and grow your revenue.
Modern Prospecting Techniques for Connecting with Prospects (from Sales Hacke...HubSpot
Sales is a difficult world to be in because buyers aren't putting up with salespeople anymore. Instead of helping and building relationships, sales reps are still focused on closing prospects - even when they aren't ready to buy! So buyers ignore them. Because of that, even great sales reps would be lucky to get on the phone with someone.
While buyers have evolved and become more sophisticated, sales reps and training programs have been slow to adapt to that change.
Learn actionable modern prospecting techniques you can apply immediately from two best selling authors and sales experts: Max Altschuler CEO of Sales Hacker, and Mark Roberge CRO of HubSpot.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
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3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
2. “The old ways of on-boarding, training,
and coaching sales teams aren’t working
for a workforce whose expectations are
rapidly evolving. Social, mobile, and real-
time are the
Table stakes for effective programs to
drive change, learning, and productivity.”
- Woodson Martin SVP products, salesforce.com
3. “7 of 8 companies failed to
achieve profitable growth,
although more than 90% had
detailed strategic plans.”
- Harvard Business School (Bain consulting study)
6. Meet Your Experts:
Mark Roberge
SVP Sales and
Services at
HubSpot
@markroberge
Walter Rogers
CEO of
CloudCoaching
International and
Baker
Communications
@walterrogers
Tony Robbins
Author and Peak
Performance
Strategist
@TonyRobbins
Barry Trailer
Managing partner
and co-founder of
CSO Insights
7. CSO Insights!
The 2 Millimeter Shift!
You don’t need to dismantle and
rebuild your entire sales
organization or attempt to transform
the system overnight.!
Source: CSO Insights and CCI!
8. What’s Different Between Coaching
and Non-Coaching Firms?!
2x likely to be a trusted partner than non-coaching firms!
!
2x as likely to be viewed as a preferred vendor!
!
+17% hit their quota!
!
+24% forecast deals won!
10. The Three Pillars of Progress!
III. Get Into
Action! Unlock &
Unleash
Alignment &
Integration=
Power
Achieve
Success
Contribute
Celebrate
Massive
Action
II. Get the Best
Strategies/
Mentor/Tools/
Map/Coaching
for Results
I. Get
Laser-Focused,
Make It Clear
& Compelling
What?
Why?
11. ! ! !MASTER THE SALES TEAM MEETING!
Purpose: Team Goal Review and Alignment!
Nobody improves just by calling out a number.
Within the environment of the sales team,
conversation is the currency of growth. !
D2
12. Most Companies Align by Function!
MARKETING SALES
Generate inbound leads Convert leads
Ø Campaigns focused on
Mary and Erin
Ø Weekly Marketing status
meetings
Ø Targeting company-wide
lead goals
Ø Persona-specific sales
processes
Ø Weekly sales status
meetings
Ø Targeting person-specific
revenue goals
Deliver Leads Deliver Customers
SERVICES
Make customers
successful
Ø Product-specific services
process
Ø Weekly services status
meetings
Ø Targeting product-
specific customer
success goals
13. HubSpot Aligns by Buyer Persona
Owner Ollie
Team
(1-100
employees)
Marketing Mary Team
(100-2,000 employees)
Enterprise Erin Team
(2,000+ employees)
Group Sales & On-Boarding 1-to-1 Sales & On-Boarding Multi-Level Sales & On Boarding
Ollie
Marketing
Ollie
Sales
Ollie
Services
Mary
Marketing
Mary
Sales
Mary
Services
Erin
Marketing
Erin
Sales
Erin
Services
21. HOLD SALES TEAM ACCOUNTABLE FOR
EFFECTIVE COACHING!Morning
Afternoon
1st Day of Month 2nd Day of Month
VP Meets with Director
Ø Review Skill/Development
Plans for each sales person
Director Meets with Manager
Ø Review Skill/Development
Plans for each sales person
Manager Meets with Sales Person
Ø Discuss qualitative performance
Ø Review individual metrics
Ø Co-Create Skill/Development Plan
Sales Person / Manager
Independent Reviews
Ø Think through qualitative
performance
Ø Review individual metrics
Ø Think about Skill/
Development Plan
22. Diagnose the Skill Issue: Start at the Top!
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
23. Diagnose:
“Peal Back the Onion” on Metrics for More Insight!
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
* Data has been altered from actual HubSpot data for the purposes of this presentation
24. Co-Creating the Skill/Development Plan!
ONE-ON-ONE AGENDA
Ø Self assess qualitative performance
Ø Self assess quantitative
performance
Ø Agree on a skill to work on – prefer
one
Ø Co-create a development plan
Ø Schedule the plan
11:05 – 11:10 CSO Insights | 2MM: Mark kicks off webinar & speaks to CSO Insights – leading research company, credibility, etc.,Mark: “Barry, CSO Insights just completed a study focused on Sales Management. Barry, can you elaborate on what were some of the highlights from the study?” (Note to Mark: 2MM Shift Slide)Barry spends 5 minutes on state of industry stats and findings, ending with a statement that leads to a discussion on PTG & 2 millimeters (90 sec overview)Mark asks Barry “can you tell us more about Sales Coaching vs Non-Coaching” … (Note to Mark: Advance to next slide: difference between Coaching vs Non-Coaching)
Barry: speaks to slide 17% 24% higher –Positive Coaching Culture>>2mm WhitePaper – more in detail – 6x higher in coaching group vs non-coachingMark - Thanks Barry – (Note to Mark: advance to Pathways to Growth Slide)
11:15 – 11:20 Pathways to Growth 9Ds: Mark prompts discussing of leadership transformation>>PTG, how HubSpot and PTG came about and transitions to asking them about the story of PTG. – Mark asks: Working on individual achieving ….How 2MM Applies to Sales Leadership – Transition to Tony
Tony Feedback on 2MM: Tony then spends a few minutes on 2 millimeters concept and how 2 millimeters can propel you from good to outstanding through >>>>The 3 Pillars of Progress & Victory is near!When managers engage in these behaviors, they see real sales results: 30% more reps meeting quota, a 26% increase in pipeline, and 161% more sales wins.
11:20 – 11:252MM &Discipline 2 Master The Sales Team Meeting: discuss 2MM start disciplines discussing with Discipline 2 Mark: asks Walter: What’s the 2MM difference in the Master Sales Team Meeting. Walter:Typical sales team/11 hrs/outcome – rethinking of focus and purpose, goals, outcome, aligning, motivating. HS poster child – mark tell us HS experience. Mark elaborate on HS.Mark sets upDiscipline 3 & 7. – Individual coaching level
What you should use for each photo Profile pic: logo Cover photo: can change it up based on what you have going on
What you should use for each photo Profile pic: logo Cover photo: can change it up based on what you have going on
11:25 – 11:30 Discipline 3 Learning Huddles & Discipline 7 Ride-Along/Call-Along: Mark asks Walter question: What’s the 2MM on 3 & 7Walter: learning culture, examples, 5% less attrition, HS – similar process – transition to Mark. Mark discusses “sales reviews”, recordings, feedback, hot-seat., etc.Mark asks Walter about Discipline 7. Walter discusses D7, example of beverage company, double category placements within 1 yr. HS great example. Walter ask Mark to discuss HB Success. – Mark discusses HS D7.Mark. Transitions to Discipline 8 Master 1:1 Mtgs– Mark asks Tony give overview of State, Story, Strategy.
Learning huddle – perfecting the demp
Pre-Call prepManager listens during the callPost-mortem analysis of the call
11:40 – 11:45 Discipline 8 Master 1:1 Meetings: Tony Overview of Reps Strategy Story: Tony picks up and spends 10 min how a manager has to help influence his reps state, story and strategy, and that the Master Sales Team Meeting is a perfect forum to do that. Tony discusses SSS. Tony: all the strategies in the world – right story in your head, not going to make a difference. (weight-loss example: *big bone*, need to right strategy to align with what’s in their head to see success. Mark responds “unique blocker” (example, last job, childhood, preventing, obstacles) – Sales Metrics Coaching – diagnose “blocking” story – coach to overcome – <<Amanda insert slide on process>>
I know going into the meeting what the issues are. However, we will co-create them.Review in advance to see where the issues areSelf assess qualitativeReview metrics (show a chart, what do you see here, I can run through a number of slide examples of the types of metrics we looks at)Based on quant and qualitative, what would you prefer to work on. Choose 1. Problem is choosing too many.How can I help with it? Document the activity.Put the activity in the calendar. Seek out advice on how others did it. Rep that overcame recently. Sometimes reps submit their goal setting plans INTEGRATE THIS WITH RYPPLE FLOW BELOWlook for reps that have same deficiency and match mentors
Helping the sales reps reach their goals through 1-1 coaching
Dianne to update screenshots11:51 – 11:52 Walter CCI PTG Online – Walter Provides overview of PTG Free PreviewMark ask Walter about ELearning Special Edition magazine. (Note for Mark – advance to ELearning Slide)
Dianne to update screenshots11:51 – 11:52 Walter CCI PTG Online – Walter Provides overview of PTG Free PreviewMark ask Walter about ELearning Special Edition magazine. (Note for Mark – advance to ELearning Slide)
ElearningMag – Walter briefly explain publication, published in June. Explains PTG Free Preview – Go to CCI.com