The Landscape of Marketing and Sales is Constantly Changing

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The landscape of marketing and sales is constantly changing. In the modern age, buyers have more choices than ever for any products they are looking for and as marketers and salespeople we have to adapt to beat our competitors. In this presentation, we explore the changing trends of the market, how we can adapt our processes, and how HubSpot Sales can assist in this process.

1. Aligning Marketing and Sales
2. Lead with Value in the Sales Process
3. A Tour of HubSpot Sales Professional
4. A Story from HubSpot Sales
Agenda

● Sales Engineer at HubSpot
● 2.5 years at HubSpot
● Looking for the best restaurant
in town!
Let’s connect!
https://www.linkedin.com/in/flora-wang/
flora@hubspot.com
Flora Wang

Today, they have more choices for any
given product or service than ever
before.
Buyers have changed

It’s never been a harder
time to be a marketer or
salesperson.

It’s never been a better
time to be a marketer or
a salesperson.

Great Product
+
Exceptional Experience
How can we differentiate ourselves?

How can we leverage
marketing materials in the
sales process?

• Keep your teams updated with marketing
efforts
• Leverage marketing materials in the follow up
process
• Personalize anywhere you can- speak to their
use case and implementation!
Marketing + Sales

How do we lead
with value in the
sales process?

1.Understand the situation
2.Define the problem
3.Clarify the short term and long
term implications
4.What do you benefit from
resolving this issue?
Establish Your Value
First

“Price is what you pay. Value is
what you get.”
Warren Buffett

What’s part of
HubSpot Sales
Professional?

Title Goes
Here
Title Goes
Here
Title Goes
Here
Title Goes
Here
Title Goes
Here
Title Goes
Here
Title Goes
Here

02 03 0401
Companies Deals TasksContacts
All the parts you love from the free
CRM

• Create and manage deals
• Generate and update tasks
• Rotate leads to your sales team
Automation

• Native support for products
• Track multiple deal pipelines
• Easily define required fields
CRM Customization

• Easily track your sales pipeline
• Accurate insights into sales activity
All in one reporting

• Priority Notifications
• Send Time Optimization
• Predictive Lead Scoring
AI - some help!

HubSpot Sales Pro:
Finally, a CRM built
with the sales rep in
mind.

• “He has been helpful and supportive from the jump”
• “He’s genuinely interested in my success”
• “He’s always responsive, always transparent and honest,
and always friendly and professional”
“I won’t use any product other than yours!”
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The Landscape of Marketing and Sales is Constantly Changing

1. Hello Atlanta!

2. Who is an Atlanta native here?

3. Who was at Inbound 2018?

4. Who is a HubSpot customer here?

5. Whose is a HubSpot partner here?

6. 1. Aligning Marketing and Sales 2. Lead with Value in the Sales Process 3. A Tour of HubSpot Sales Professional 4. A Story from HubSpot Sales Agenda

7. ● Sales Engineer at HubSpot ● 2.5 years at HubSpot ● Looking for the best restaurant in town! Let’s connect! https://www.linkedin.com/in/flora-wang/ flora@hubspot.com Flora Wang

8. Today, they have more choices for any given product or service than ever before. Buyers have changed

10.

11.

12.

13.

14. It’s never been a harder time to be a marketer or salesperson.

15. It’s never been a better time to be a marketer or a salesperson.

16. Great Product + Exceptional Experience How can we differentiate ourselves?

17.

18.

19. How can we leverage marketing materials in the sales process?

20.

21. • Keep your teams updated with marketing efforts • Leverage marketing materials in the follow up process • Personalize anywhere you can- speak to their use case and implementation! Marketing + Sales

22. How do we lead with value in the sales process?

23. 1.Understand the situation 2.Define the problem 3.Clarify the short term and long term implications 4.What do you benefit from resolving this issue? Establish Your Value First

24. “Price is what you pay. Value is what you get.” Warren Buffett

25. What’s part of HubSpot Sales Professional?

26. Title Goes Here Title Goes Here Title Goes Here Title Goes Here Title Goes Here Title Goes Here Title Goes Here

27.

28. 02 03 0401 Companies Deals TasksContacts All the parts you love from the free CRM

29. User Features

30. Inbox Sales Enablement Tools

31. Templates and Sequences

32. Snippets

33. Documents

34. Activity Feed

35. Meetings Link

36. Messages

37. Portal Features

38. • Create and manage deals • Generate and update tasks • Rotate leads to your sales team Automation

39. • Native support for products • Track multiple deal pipelines • Easily define required fields CRM Customization

40. • Easily track your sales pipeline • Accurate insights into sales activity All in one reporting

41. • Priority Notifications • Send Time Optimization • Predictive Lead Scoring AI - some help!

42. HubSpot Sales Pro: Finally, a CRM built with the sales rep in mind.

43. What does this look like in practice?

44. A Story from the HubSpot Sales Floor

45.

46. • “He has been helpful and supportive from the jump” • “He’s genuinely interested in my success” • “He’s always responsive, always transparent and honest, and always friendly and professional” “I won’t use any product other than yours!” Highlights

47.

48. Thank you.

Editor's Notes

Section + Time: Orange
How many brands of beer was there before?
How many now?
The market is saturated Your competitor all have the same features We buy on our own timeline Buyers have all of the information, don’t depend on salespeople anymore
HubSpot Story we
Thank You

The Landscape of Marketing and Sales is Constantly Changing

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Editor's Notes