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.
Inbound Nurturing - Make them Fall In Love All Over AgainHubSpot
Learn how creating marketing that people LOVE and engaging with them over time via personalization can result in improved conversion and customer retention over time.
How to Use Twitter to Generate Leads & SalesHubSpot
A presentation to the Albany, NY chapter of the American Marketing Association on using Twitter to generation leads and sales for you business. Presented in Albany on 1/14/10.
Flexible Foam Company MDI Drops Pay-Per-Click and Saves Time with HubSpotHubSpot
Flexible Foam Company MDI dropped PPC and focused on organic search with HubSpot. The company now saves time capturing more targeted traffic and high-quality leads.
Healthcare Solutions Company Saves from PPC Spending with HubSpotHubSpot
MediPurpose, a healthcare aolutions company, uses HubSpot to save money from spending on paid search and achieve company-wide engagement in content creation.
What better way to kick off the holiday season than a massive SlideShare filled with the best SEO questions asked and answered from our popular AMAs. There's no shortage of expert insight with names like Rand Fishkin, Avinash Kaushik, Ann Smarty, Peep Laja and more!
SlideShare by HubSpot's @ninarstepanov.
Inbound Nurturing - Make them Fall In Love All Over AgainHubSpot
Learn how creating marketing that people LOVE and engaging with them over time via personalization can result in improved conversion and customer retention over time.
How to Use Twitter to Generate Leads & SalesHubSpot
A presentation to the Albany, NY chapter of the American Marketing Association on using Twitter to generation leads and sales for you business. Presented in Albany on 1/14/10.
Flexible Foam Company MDI Drops Pay-Per-Click and Saves Time with HubSpotHubSpot
Flexible Foam Company MDI dropped PPC and focused on organic search with HubSpot. The company now saves time capturing more targeted traffic and high-quality leads.
Healthcare Solutions Company Saves from PPC Spending with HubSpotHubSpot
MediPurpose, a healthcare aolutions company, uses HubSpot to save money from spending on paid search and achieve company-wide engagement in content creation.
What better way to kick off the holiday season than a massive SlideShare filled with the best SEO questions asked and answered from our popular AMAs. There's no shortage of expert insight with names like Rand Fishkin, Avinash Kaushik, Ann Smarty, Peep Laja and more!
SlideShare by HubSpot's @ninarstepanov.
Google Grants: The Biggest Missed Opportunity in Non-Profit MarketingHubSpot
Google Grants is the nonprofit edition of AdWords, Google's online advertising tool. Google Grants empowers nonprofit organizations with in-kind AdWords advertising, to promote their missions and initiatives on Google.com. In this webinar, Cody Damon and Eric Facas of Media Cause will discuss how your organization can benefit from Google Grants and why you should consider it as part of your marketing strategy this year.
Inbound Marketing: Your Competitive AdvantageHubSpot
Want to create marketing campaigns that your audience will love? Thousands of companies in the UK are using inbound marketing to help crush their competition. If your marketing strategy hasn't taken account of buyers' new habits -- or depends on renting attention -- you may soon discover you are one of the companies being crushed.
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...Distilled
Reputation is about more than displacing negative search results when your company or an executive makes a mistake. Reputation (when measured and strategically aligned with your vision and audience expectations) can drive exponential growth. Rhea will share tactics you can apply in your role today to help differentiate your site online, in search and in a competitive market. Reputation marketing enhances digital activities to produce a higher ROI and effectiveness for your hard work.
SEO can be tough to learn, understand and apply. I was asked to explain the essentials in 15 minutes, so here's the SEO lesson you need to learn how to get your content discovered via search.
It’s no secret HubSpot are really big fans of inbound marketing. We’re also obsessed with finding opportunities that will help us to grow quicker across our inbound channels.
In 2015 we started a growth team who were set a challenge, find ways to deliver a greater return from some of our best performing inbound channels.
This presentation will go through how we approached that challenge, the growth team we created and real results from initiatives they’ve implemented.
Scoopit's Content Marketing Grader for ROIScoop.it
Are you on path to Content Marketing ROI?
Do you know how good is your Content Marketing?
These are not easy questions to answer. Yet, there are effective ways to measure if you're in the right direction with your content marketing strategy and if your efforts do or will pay off in the near future.
If you are practicing a short-sighted content marketing campaign and struggling to produce results, perhaps it’s time to take a step back and look at the big picture.
Loren Baker, Founder at SEJ and VP of Business Development & Co-founder at Foundation Digital, will let you in on how you can gain maximum SEO value – and more – through content.
SearchLove San Diego 2017 | Joel Klettke | Don't Buy Your Customer a Beer: Ho...Distilled
Want to convert better? Then you need to learn how to steal your best copy right out of your client's mouths. In this session, Joel will share a proven process for collecting and then translating customer feedback into copy that obliterates objections and moves prospects to act.
Attract the RIGHT Audience With Visual MarketingPost Planner
Did you know...
Visual content is more than 40X more likely to get shared on social media than other types of content?
If you want to attract the right audience, you need eye-popping images!
In this presentation you'll learn:
-Exactly how to use visual content in your business to triple your engagement
-6 fundamentals to help you create the perfect social media image
-Where to find FREE images for your design
-What tools to use for designing eye-catching images
-Growth hacking ideas you can quickly implement
WATCH THE WEBINAR REPLAY: http://bit.ly/visualcontent-replay
5 Pieces of SEO Advice You Should Definitely IgnoreHubSpot
Need SEO advice? Don't know where to start? This quickfire SlidesShare will bring you through 5 important pieces of SEO advice you should ignore (as well as why!).
If you need more SEO advice, tune into Marketing Grader Live with Kieran Flanagan and Rand Fishkin on October 21st: http://hubs.ly/H01hJ-T0
8 Expert Tips to Generate More Engagement From Your B2B Content in 2016Uberflip
67% of marketers list brand engagement as the number one objective best supported by content marketing. And yet, 72% of B2B content marketers say creating engaging content is one of their most prominent content marketing struggles.
Engagement matters, but more and more B2B marketers are struggling with creating engaging content.
So, we decided to ask the experts — the marketing leaders who are executing some killer content strategies — to share their sage wisdom and help shed some light on how to tackle the engagement issue.
Here’s what they had to say! →
Pre-call research, cold calling versus unexpected calling with the background and market intelligence about your targeted prospects. Great tips and insights I thought it's a great slide to share to our network.
Google Grants: The Biggest Missed Opportunity in Non-Profit MarketingHubSpot
Google Grants is the nonprofit edition of AdWords, Google's online advertising tool. Google Grants empowers nonprofit organizations with in-kind AdWords advertising, to promote their missions and initiatives on Google.com. In this webinar, Cody Damon and Eric Facas of Media Cause will discuss how your organization can benefit from Google Grants and why you should consider it as part of your marketing strategy this year.
Inbound Marketing: Your Competitive AdvantageHubSpot
Want to create marketing campaigns that your audience will love? Thousands of companies in the UK are using inbound marketing to help crush their competition. If your marketing strategy hasn't taken account of buyers' new habits -- or depends on renting attention -- you may soon discover you are one of the companies being crushed.
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...Distilled
Reputation is about more than displacing negative search results when your company or an executive makes a mistake. Reputation (when measured and strategically aligned with your vision and audience expectations) can drive exponential growth. Rhea will share tactics you can apply in your role today to help differentiate your site online, in search and in a competitive market. Reputation marketing enhances digital activities to produce a higher ROI and effectiveness for your hard work.
SEO can be tough to learn, understand and apply. I was asked to explain the essentials in 15 minutes, so here's the SEO lesson you need to learn how to get your content discovered via search.
It’s no secret HubSpot are really big fans of inbound marketing. We’re also obsessed with finding opportunities that will help us to grow quicker across our inbound channels.
In 2015 we started a growth team who were set a challenge, find ways to deliver a greater return from some of our best performing inbound channels.
This presentation will go through how we approached that challenge, the growth team we created and real results from initiatives they’ve implemented.
Scoopit's Content Marketing Grader for ROIScoop.it
Are you on path to Content Marketing ROI?
Do you know how good is your Content Marketing?
These are not easy questions to answer. Yet, there are effective ways to measure if you're in the right direction with your content marketing strategy and if your efforts do or will pay off in the near future.
If you are practicing a short-sighted content marketing campaign and struggling to produce results, perhaps it’s time to take a step back and look at the big picture.
Loren Baker, Founder at SEJ and VP of Business Development & Co-founder at Foundation Digital, will let you in on how you can gain maximum SEO value – and more – through content.
SearchLove San Diego 2017 | Joel Klettke | Don't Buy Your Customer a Beer: Ho...Distilled
Want to convert better? Then you need to learn how to steal your best copy right out of your client's mouths. In this session, Joel will share a proven process for collecting and then translating customer feedback into copy that obliterates objections and moves prospects to act.
Attract the RIGHT Audience With Visual MarketingPost Planner
Did you know...
Visual content is more than 40X more likely to get shared on social media than other types of content?
If you want to attract the right audience, you need eye-popping images!
In this presentation you'll learn:
-Exactly how to use visual content in your business to triple your engagement
-6 fundamentals to help you create the perfect social media image
-Where to find FREE images for your design
-What tools to use for designing eye-catching images
-Growth hacking ideas you can quickly implement
WATCH THE WEBINAR REPLAY: http://bit.ly/visualcontent-replay
5 Pieces of SEO Advice You Should Definitely IgnoreHubSpot
Need SEO advice? Don't know where to start? This quickfire SlidesShare will bring you through 5 important pieces of SEO advice you should ignore (as well as why!).
If you need more SEO advice, tune into Marketing Grader Live with Kieran Flanagan and Rand Fishkin on October 21st: http://hubs.ly/H01hJ-T0
8 Expert Tips to Generate More Engagement From Your B2B Content in 2016Uberflip
67% of marketers list brand engagement as the number one objective best supported by content marketing. And yet, 72% of B2B content marketers say creating engaging content is one of their most prominent content marketing struggles.
Engagement matters, but more and more B2B marketers are struggling with creating engaging content.
So, we decided to ask the experts — the marketing leaders who are executing some killer content strategies — to share their sage wisdom and help shed some light on how to tackle the engagement issue.
Here’s what they had to say! →
Pre-call research, cold calling versus unexpected calling with the background and market intelligence about your targeted prospects. Great tips and insights I thought it's a great slide to share to our network.
This slide is about privacy protection in Internet age. Presented during forum group discussion (FGD) conducted by R&D of ministry of communication and information Indonesia.
Talk about threat to privacy, example of cases and regulation.
Udalberriak 151 - Mayo 2012 - Mercado Medieval Balmasedabegifm
Revista municipal de Balmaseda. Temas principales: Mercado Medieval 2012, subvenciones para actividades culturales y deportivas, concierto de “Mucho Bellamy” en el Klaret Antzokia y subasta de locales en Balmaseda.
Remind me again what those quarterly targets are really after… oh yeah, REVENUE! It’s inevitable, at some point the success of Marketing and Sales is measured by one metric, revenue growth. But surprisingly few organizations take the time to really explore the factors that truly influence growth in revenue.
You’ve probably heard of dozens and dozens of different marketing metrics that are “essential” to marketing and sales. Seems overwhelming - well, not exactly.
In fact, research over the last decade has actually identified a tiny handful of metrics that EVERY organization should be measuring to optimize the lead lifecycle (from lead to prospect to customer). How do we know? Well, Top Performing organizations that consistently achieve as high as 6x industry standard revenue growth are sharing their secrets.
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.
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.
10 Steps to Launch a Content Marketing Strategy from ScratchArdath Albee
Ardath Albee presents the keynote: 10 Steps to Launch a Content Marketing Strategy from Scratch at the B2B Content 2 Conversion conference in NYC, hosted by DemandGen Report
This webinar provide s insight on advancing the development of your sales team and specifically targeting where your sales team’s focus should be today! Hosted by Al Rainaldi, Executive Vice President and CSO of Profiles International, the webinar promises to be short, yet impactful.
What You Will learn:
How to identify the areas where each sales person has the greatest potential for immediate improvement.
How individual sales people perceive their own abilities and performance.
How to clearly identify where the area of focus should be for your sales team
Similar to Selling Better Together - Webinar with Work.com (20)
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.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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).
[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
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
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.
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
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
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Youtube – https://www.youtube.com/startuplviv
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RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
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.
1. $$
Selling Better
Together
How to Ensure Scalable Revenue
$ Growth
2. Housekeeping Notes:
1 Webinar slides + video will be emailed to all
2 Interact with us on Twitter: #SalesPerformance
#SalesPerformance
3. Your Presenters:
Nick Stein Mark Roberge
Director of Marketing SVP Sales and Services
@Workdotcom @HubSpot
#SalesPerformance
4. Agenda
• The Problem in Sales Organizations Today
• What is the Answer?
• Implementation
- Coaching
- Diagnosing Issues
- Development
• Additional Resources
• Q&A
6. People Work Differently Today
New Work Realities:
• Connected
• Open & Collaborative
• Real-Time
#SalesPerformance
7. But the Way You Manage People is 50 Years Old
Bureaucracy Fast Networks
Painful Reviews Real-time Feedback
Paperwork Social Alignment
Old Way New Way
#SalesPerformance
8. You Are Not Getting the Most from Your People
Not
Misaligned Demotivated Performing
$300B
Lost
Productivity
Source: Gallup, “Employee Engagement: A Leading Indicator of Financial Performance” #SalesPerformance
9. And You See the Impact on Your Business
70% of sales reps leave because of a
poor relationship with their manager
$1M is the average cost of losing
one core sales rep
Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. #SalesPerformance
11. Onboard Reps Faster Social
Goals
Social goals create clear milestones and allow new reps to:
• Know the key plays in first 30-60-90 days
• Connect with experts quickly
• Celebrate first wins sooner
#SalesPerformance
12. Grow Revenue Through Sales Alignment Social
Goals
Align sales teams, increase visibility and improve agility with social goals:
• Public commitment ensures accountability
• Connect individual and team sales goals to company mission
• Set meaningful personal development and professional goals
ACV
Leads
Company
Mission
Pipe
Quota
#SalesPerformance
13. Boost Sales Performance with Coaching Feedback &
Coaching
Use data to diagnose skill gaps and 1:1 coaching to fill them:
• Focus reps on the right leads
• Create more opportunities
• Increase close rates
#SalesPerformance
14. Increase Sales Discipline Feedback &
Coaching
Drive a high-performing sales culture with regular 1:1 coaching
Ensure accurate Increase pipeline Improve forecasting
data inputs predictably accuracy
#SalesPerformance
15. Develop Engaged Reps
Feedback &
Coaching
Drive sales rep performance with real-time feedback
Feedback
Feedback
• Empower reps to request feedback when they need it
• Apply today’s learnings to tomorrow’s sales call
• Get a comprehensive feedback from managers, peers and customers
#SalesPerformance
16. Amplify Winning Sales Behaviors Thanks
Recognize great work when and where it happens:
• Promote key sales skills and company values
• Motivate reps to feel like they’re winning club every day
• Share success stories across sales team
#SalesPerformance
19. My mission as a sales executive…
Predictable,
scalable
Revenue growth
#SalesPerformance
20. Strategy
If I can…
1. Hire the same type of successful sales person
2. Train the sales people in the same way
3. Provide each sales person with the same quantity and quality of leads
4. Have the sales people work the leads using the same process
5. Develop leaders to execute the process
…then I will achieve my goal.
#SalesPerformance
21. Hold Sales Team Accountable to Effective Coaching
1st Day of Month 2nd Day of Month
Sales Person / Manager Independent Director Meets with Manager
Reviews Review Skill/Development
Morning Think through qualitative performance Plans for each sales person
Review individual metrics
Think about Skill/Development Plan
Manager Meets with Sales Person VP Meets with Director
Afternoon Discuss qualitative performance Review Skill/Development
Review individual metrics Plans for each sales person
Co-Create Skill/Development Plan
#SalesPerformance
23. Diagnose the Skill Issue: Start at the Top
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
24. Diagnose: Prospecting Issues
CAUSES OF PROSPECTING
ISSUES
o Over-investment in unqualified
opportunities
o Time management issues
o Lack of personal goals
o Call reluctance
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
25. Diagnose: Conversion to Opportunity Issues
CAUSES OF OPPORTUNITY
ISSUES
o Prospecting depth
o Prospecting personalization
o Building trust on the connect
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
26. Diagnose: Conversion to Customer Issues
CAUSES OF CLOSE RATE
ISSUES
Developing sense of urgency
Getting beyond surface pain
Reaching the authority
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
27. Diagnose: “Peel 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
#SalesPerformance
29. Co-Creating the Skill/Development
Plan
ONE-ON-ONE AGENDA
o Self assess qualitative
performance
o Self assess quantitative
performance
o Agree on a skill to work on – prefer
one
o Co-create a development plan
o Schedule the plan
#SalesPerformance
30.
31.
32. Development: Common Tactics We Use
COMMON DEVELOPMENT TACTICS
o Group and 1-on-1 film reviews
o Role playing / modeling
o Prospecting call observations
o Call prep and post mortem
discussions
o Pipeline reviews with specific
content check
o Daily reporting on specific
content/activity
#SalesPerformance
36. Development: Overcoming Sense of Urgency Issues
WHAT TO LOOK FOR FROM SALES PERSON
o Trust with prospect is a pre-requisite
o 3rd level pain through the “3 Whys”
o Pain is quantified and implicated
o What happens to the prospect if they delay
purchase?
#SalesPerformance
38. Development: Motivation through Explicit Goal Setting
SMART Goal Framework Types of Goals
(S)pecific Performance
(M)easurable Professional
(A)ttainable Financial
(R)ealistic Personal
(T)imely
#SalesPerformance
39. Motivate Your Extended Sales Team Social
Rewards
Tangible rewards from Amazon.com allow you to:
• Celebrate big wins throughout your entire company
• Reward people outside your compensation structure
• Track and report reward activity
Marketing Product
Sales
Sales
Engineer Support
#SalesPerformance
40. Give Reps the Tools to Close Social
Goals
Thanks
Create specific goals and custom badges to drive ongoing
training and certification:
• Reps always have up-to-date and consistent product knowledge
• Accelerate learning and mastery of new skills
• Accurate view of sales skills that lets you target coaching
#SalesPerformance
41. Spend More Time Selling Performance
Summaries
Write performance summaries in half the time:
VS.
• Performance data captured in one place
• No more email scavenger hunts
• Provide structured feedback when it matters
• Go beyond the numbers to develop winning behaviors
#SalesPerformance
42. Build the Most Competitive Sales Teams Calibration
Get a complete and accurate view of your sales talent:
• Look across your entire team to identify top performers
• Facilitate productive conversations to promote key talent
• Build a foundation of talent for future growth
Top Performers
#SalesPerformance
45. Two Great Ebooks for You:
http://bit.ly/Aligning- http://bit.ly/Unified-
SM SM
#SalesPerformance
46. Find out how Get your
HubSpot can help custom
you take your
inbound marketing demo
to the next level. today.
WWW.HUBSPOT.COM/DEMO
47. Improve Sales Performance with Work.com
View a demo at work.com/demo
Sales Team Goals
Better
Employee
Performance
Align Motivate Perform
+10x +200% +75%
Improvement in Increase in Increase in satisfaction
understanding of goals recognition given with performance cycle
Source: Work.com Customer Survey #SalesPerformance