JHB HUG
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Transcript of JHB HUG
WELCOME
• What is a HUG?
• Your Host @darynsmith
• Share, present or workshop @ the HUG
• http://capetown.hubspotusergroups.com
• Inbound 2015 Promo Code:
• “JohannesburgHUG15” - $50 discount
COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50% MORE SALES READY LEADS AT 33% LOWER COST. (FORRESTER)
COMPANIES THAT AUTOMATE LEAD MANAGEMENT SEE A 10% OR GREATER INCREASE IN REVENUE IN 6-9 MONTHS. (GARTNER)
CRM VS. MARKETING AUTOMATION
Feature CRM Marketing Automation
Account Management Yes No
Contacts Management Yes Yes
Opportunity Management Yes No
Sales Forecasting Yes No
Sales Process Yes No
Call Logging Yes No
Quotes Yes No
Contracts Yes No
Ticketing & Customer Service Sometimes No
Lead Scoring Sometimes Yes
Lead Nurturing No Yes
Web Visitor Tracking No Yes
Landing Pages No Yes
Dynamic Forms No Yes
Newsletters Sometimes Yes
Social Media Sometimes Sometimes
ARE LEADS TURNING INTO CUSTOMERS &ARE THERE ENOUGH LEADS?
LEADS MQL SQL CUSTOMER
1000 100 25 5
3 MONTHS
PROGRAMME TYPES
• SALES PROCESS PROGRAMES
• Based on deal stage• 10% - Initial contact
• 50% - Proof of Concept
• 80% - Presented Proposal
• Based on lead score
• Based on any other known variable• Deal value etc.
• Call cycles / reminders
• LEAD NURTURING PROGRAMMES
• When reading your email
• When visiting your website
• Downloading content
• Requesting a demo, trial, entering a competition
New Lead
Email 1
Call
Email 2 with whitepaper
Survey
Call
HUBSPOT CRM
• Rudimental compared to SalesForce, for now.• All contacts in marketing automation are in CRM and vice versa.• Minimal training required.
HUBSPOT CRM – TASKS
• Tasks Dashboard• Link to contact, company or deal.• Create from within any of above.
HUBSPOT CRM – NOTES, EMAIL, CALL, ETC.
• Notes, Email, Log Activity• Call and Call Recording – not in SA
SALESFORCE – HUBSPOT TAB
• Contact timeline – what they have viewed, opened and when. Make informed sales calls.