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IT ALL COMES DOWN TO SALESSales Enablement toDrive Revenue & Account Growth

Matthew Cook

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1. It’s Not Enough to Just Do Inbound

2. Sales People Are Having a Hard Time with New Behaviors

3. Do it or Someone Else Will

AGENDA

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1 IT’S NOT ENOUGH JUST TO DO INBOUND

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CUSTOMERS NEED MORE GUIDANCE AFTER A LEAD IS GENERATED

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NO POINT IN LEADS IF THEY CAN’T BE CLOSED

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ALIGNING WITH SALES WILL IMPROVE YOUR INBOUND EFFORTS

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CRM WILL HELP CLOSE THE INBOUND SALES LOOP

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2SALES PEOPLE ARE HAVING A HARD TIME WITH NEW BEHAVIORS

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UNSURE OF HOW TO FOLLOW UP

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NEED COACHING AND TRAINING

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NEED TO UNDERSTAND SOCIAL SELLING

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WITHOUT A CLEAR STRATEGY IN PLACE, THE HUBSPOT TOOLS WON’T MAKE ANY DIFFERENCE TO YOU

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3 DO IT OR SOMEONE ELSE WILL

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• Discuss Revenue & Targets

• Sales Process

• Buying Cycle

• Review Scripts

• Sales Targets

• Interview Sales People

• Sales Quotas

• Close Ratios

• Sales Cycle

How We Start An Engagement

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• Cost of Acquisition

• Understanding Compensation Model of Sales Team

• Review CRM & Databases

• Scoping Document for Inbound

How We Start An Engagement – cont’d

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FIRST SIX MONTHS

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• Marketing Metrics

• MozRank

• Traffic

• Links

• Indexed Pages

• Social Growth

• Content Creation

• Templates

• Sequences

Focusing On

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AFTER SIX MONTHS

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Everything from the first 6 months +

• Leads

• Meetings

• Customers

• Upsell & Cross Sell Opportunities

• New Markets, Products & Services

Focusing On

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ON GOING

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• Coaching & Training for Sales People (Sales, Social Networks)

• Record Phone Calls

• Monthly Coaching Calls

• Run our monthly meetings more like sales meetings

• Write follow up scripts

• Introducing other sales enablement products & services

Continued

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THANK YOU.