A presentation on HubSpot's Sales Professional tools and how they fit into a 7-step system for inbound selling.

1. Q2 2016 MEETUP

2. HELLO HUGGERS!

3. A 7-STEP PROCESS FOR
SUCCESSFUL INBOUND SALES

5. Sales Professional

6. PROSPECTS
Build a view in Prospects, subscribe, and
receive a daily digest of targeted
companies to sell to. The redesigned
Prospects email shows companies who
match your criteria, connections you
have at those companies, and recent
news stories about those companies.
Sales Professional

7. MESSAGES
Encourage users to contact you direct
from selected pages on your website.
Low-touch, ease of use means more
visitors can enter your funnel with less
friction. Couple with Meetings tool to
allow true prospects to book time in your
diary, and start the conversation.
Sales Professional

8. TEMPLATES
HubSpot Sales lets you build a shared library of
templates across your entire team. Choose the right
email template without leaving your inbox.
Personalization tokens automatically fill in basic
details about your prospect. Every template you
send is tracked. Get instant desktop notifications
when your messages are opened or clicked, or drill
into the details on an individual contacts' record.
Sales Professional

9. SEQUENCES
Sequences makes following up easier and better for
both the buyer and the sales rep. Sequences allows
salespeople to schedule a series of highly targeted,
timed emails to nurture a prospect over time. Edit
individual details to make each message feel
personal, and schedule right from your inbox with
Sidekick.
Sales Professional

10. CONNECTIONS
Sidekick Connections is a new way to discover warm
connections you already have to companies you want to get in
touch with. Connections builds a network based on the email
history of other Connections users within your team and
organizes it in a useful way.
When you visit a company's website or view details on a
company inside Sidekick, Connections will show you any warm
pathways that exist between people on your team and people at
that company. When you find a warm pathway you want to
pursue, request an introduction from your connection right inside
Sidekick.
Sales Professional

11. MEETINGS
Set your availability and your personalized booking
screen makes it easy for prospects to book you without
the hassle of email back and forth. Your booking link is
yours - use it anywhere. Copy & paste it into emails, or
drop it in with one click from Gmail. Use it in your subject
line to make it easy for prospects to book you anytime.
As prospects book meetings through your booking
screen, HubSpot Sales automatically creates new
records for new people, helping you organize and grow
your database over time.
Sales Professional

12. DOCUMENTS
Build a unified library that contains all of your sales
content. Easily access the library from your inbox
and share documents in seconds.
When a prospect clicks a link to open your
document, or shares it with a colleague, you'll
know, in real time.
See deep analytics on how often your team is using
different pieces of content, and how your prospects
are responding to your content.
Sales Professional

13. ACTIVITY STREAM
Track the messages that matter with a single click from
Gmail, Outlook, or HubSpot CRM. When your messages
get opened or clicked, you'll know about it in real time.
When your prospect engages with your message, you'll
know about it in real time with an instant notification from
Google Chrome. You'll even see the device they opened
your message on and their relative location.
The stream view shows you the full history of email
interactions - email opens and clicks over time, and
messages that haven't yet been opened.
Sales Professional

14. CALLING IN GMAIL
Sidekick for Business users will now have
the choice of making calls right from the
Sidekick sidebarin Gmail. Connectwith one
click, take notes, record calls (optional) - it all
syncs back to your CRM system and
Sidekick for Business instantly.
Sales Professional

15. SALESFORCE EXPERIENCE
Sidekick for Business users will now have full
access to the Sidekick sidebar right inside
Salesforce. This includes all of the current
sidebar functionality, including the ability to
make calls right from the sidebar. Improved
activity logging will also mean that email opens
& clicks appear in a prospects’ activity history,
rounding out the list of activities we now sync to
Salesforce.
Sales Professional

16. Those 7 Steps…
1. Identify: Prospects tool
Website visitors, # visits, # page views. Focus on people who are actively seeking help in the area of marketing and sales
2. Identify: Messages tool
Add this to pages that talk about solutions and services - reduce friction - better than a form with x number of fields
3. Connect: Templates
Tailor the messages to the source, situation, company type – don’t make emails generic - research the prospect!
4. Connect: Sequences tools
Let the technology take the strain of following up, and plug gaps in the sales journey
5. Connect: Meetings tool
Include link to diary, and schedule more appointments with eager buyers
6. Explore: Documents tool
Test the prospect’s response to different assets, and adjust/target your approach accordingly
7. Advise: Activity Stream Tool
See activity per prospect, and call from direct in the stream - listen for signs of interest to tailor the next step

20. Next Event: Q3 Meetup
Tuesday 27th September
12:30-14:30 The Ship Hotel, Weybridge
Sign up at surrey.hubspotusergroups.com