Hampton Roads HubSpot User Group

July 9, 2015

Agenda

Introductions

About our host, Hatch Norfolk

Closing leads into sales

Discussion

Over 125 HUGs Worldwide

Hatch Norfolk

Source: http://www.stateofinboundmarketing.com/

Source: http://www.stateofinboundmarketing.com/

Source: http://www.stateofinboundmarketing.com/

Inbound Marketing Methodology

CLOSING LEADS INTO SALES

Inbound Marketing Methodology

UP TO 95% OF QUALIFIED PROSPECTS ON YOUR WEBSITE ARE THERE TO RESEARCH AND ARE NOT YET READY TO TALK WITH A SALES REP

BUT, AS MANY AS 70% WILL EVENTUALLY BUY FROM YOU OR ONE OF YOUR COMPETITORS

Brian Carroll, Lead Generation for the Complex Sale

LEAD NURTURINGTHE PROCESS OF BUILDING RELATIONSHIPS WITH QUALIFIED PROSPECTS REGARDLESS OF WHEN THEY WILL BUY, WITH THE GOAL OF EARNING THEIR BUSINESS WHEN THEY ARE READY.

Lead Nurturing Works

Generates 50% more sales-ready leads at 33% lower cost per lead.

Reduces the percent of marketing-generated leads ignored by sales (from as high as 80% to as low as 25%)

Raises closings on marketing-generated leads (7% points higher) and reduce "no decisions" (6% points lower).

Helps more sales representatives make quota (9% higher) and decrease (by 10%) the ramp up time for new reps.

Source: Forrester, CSO Insights, Marketo

@ArtilleryMarket

Segment Your Leads

Automated Workflows

Keep in Touch!

NEXT MEETUPTHURSDAY, OCTOBER 8, 2015 6PM, HATCH NORFOLK

TOPIC: “TURNING YOUR CUSTOMERS INTO ADVOCATES