With Hubspot CRM and the other great sales tools Hubspot has launched this past year, there's a huge opportunity for companies to double down on bottom of the funnel sales activities. Go beyond just lead generation and learn how to help your sales team convert leads into sales, solidifying your relationship and driving more revenue and profit in the process. SalesHub CEO Matt Cook will share his ideas around sales enablement and why it needs to be part of your inbound strategy. Matt will share how to buildout of a successful and ongoing sales enablement program to compliment your inbound marketing strategy.

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IT ALL COMES DOWN
TO SALES
Sales Enablement to
Drive Revenue & Account Growth
Matthew Cook

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1. It’s Not Enough to Just Do Inbound
2. Sales People Are Having a Hard Time with New Behaviors
3. Do it or Someone Else Will
AGENDA

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1 IT’S NOT ENOUGH JUST TO
DO INBOUND

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CUSTOMERS
NEED MORE
GUIDANCE
AFTER A LEAD
IS GENERATED

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NO POINT IN
LEADS IF
THEY CAN’T
BE CLOSED

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ALIGNING WITH
SALES WILL
IMPROVE YOUR
INBOUND
EFFORTS

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CRM WILL
HELP CLOSE
THE INBOUND
SALES LOOP

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2
SALES PEOPLE ARE
HAVING A HARD TIME WITH
NEW BEHAVIORS

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UNSURE OF
HOW TO
FOLLOW UP

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NEED
COACHING
AND
TRAINING

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NEED TO
UNDERSTAND
SOCIAL
SELLING

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WITHOUT A CLEAR
STRATEGY IN
PLACE, THE
HUBSPOT TOOLS
WON’T MAKE ANY
DIFFERENCE TO
YOU

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3 DO IT OR SOMEONE
ELSE WILL

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• Discuss Revenue & Targets
• Sales Process
• Buying Cycle
• Review Scripts
• Sales Targets
• Interview Sales People
• Sales Quotas
• Close Ratios
• Sales Cycle
How We Start An Engagement

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• Cost of Acquisition
• Understanding Compensation Model of Sales Team
• Review CRM & Databases
• Scoping Document for Inbound
How We Start An Engagement – cont’d

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FIRST SIX MONTHS

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• Marketing Metrics
• MozRank
• Traffic
• Links
• Indexed Pages
• Social Growth
• Content Creation
• Templates
• Sequences
Focusing On

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AFTER SIX MONTHS

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Everything from the first 6 months +
• Leads
• Meetings
• Customers
• Upsell & Cross Sell Opportunities
• New Markets, Products & Services
Focusing On

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ON GOING

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• Coaching & Training for Sales People (Sales, Social Networks)
• Record Phone Calls
• Monthly Coaching Calls
• Run our monthly meetings more like sales meetings
• Write follow up scripts
• Introducing other sales enablement products & services
Continued

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THANK YOU.