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EXPERTS REVEAL: !
HOW TO PERSONALIZE THE
BUYER EXPERIENCE USING
SALES AND MARKETING!
MARK ROBERGE!
SVP Sales and Services at
HubSpot!
@markroberge!
Ralf VonSosen!
Head of Marketing at
LinkedIn Sales Solution!
@rvonsosen!
The Experts:!
Ken Krogue!
President and Founder of
InsideSales.com!
@kenkrogue!
Mark Roberge!
SVP of Sales and Services, HubSpot!
@markroberge !
The Marketing Playbook is
BROKEN.!
..The Marketing Playbook is
BROKEN.!
View full webinar here:!
Personalize Your Buyer's Experience Using Sales and Marketing
Transformation and Personalization
Not Automation. 

!
1. Align Marketing with Buyer Behavior!
Create Your Content Engine.!
Create Your Content Calendar.!
1
eBook w/ LP / Month
4
Blog Posts / Month
Create Your Content Calendar.!
1
eBook w/ LP / Month
Create Your Content Calendar.!
4
Blog Posts / Month	
  
FB Posts / Month	
  
8
1
eBook w/ LP / Month
Create Your Content Calendar.!
4
Blog Posts / Month	
  
FB Posts / Month	
  
8
Tweets / month	
  
16
1
eBook w/ LP / Month
Create Your Content Calendar.!
4
Blog Posts / Month
FB Posts / month	
  
8
Tweets / month	
  
16
1
Ebook w/ LP / Month
Transformation and Personalization 

Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
Your List Expires at ~25% / Year.	
  
	
  
Year 1! Year 2! Year 3!
50K! 21K!
Attention Expires, Too.!
Transformation and Personalization 

Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
Traditional Marketing Automation.!
CONTEXT! MEDIUM!
Personalization, Not Automation.!
CONTEXT! MEDIUM!
Marke'ng	
  
Mary	
  
	
  Enterprise	
  	
  	
  
Erin	
  
Owner	
  
Ollie	
  
Personalize Your Buyer's Experience Using Sales and Marketing
Transformation and Personalization 

Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
4. Convert Sales Through Personalization!
Most Companies Align by Function.!
MARKETING! SALES!
Generate inbound leads! Convert leads!
Ø  Campaigns focused on
Mary and Erin!
Ø  Weekly Marketing status
meetings!
Ø  Targeting company-wide
lead goals!
Ø  Persona-specific sales
processes!
Ø  Weekly sales status
meetings!
Ø  Targeting person-specific
revenue goals!
Deliver Leads! Deliver Customers!
SERVICES!
Make customers
successful!
Ø  Product-specific services
process!
Ø  Weekly services status
meetings!
Ø  Targeting product-
specific customer
success goals!
HubSpot Aligns by Buyer Persona.!
Owner Ollie Team!
(1-100
employees)!
Marketing Mary Team!
(100-2,000 employees)	
  
Enterprise Erin Team!
(2,000+ employees)	
  
Group Sales & On-Boarding! 1-to-1 Sales & On-Boarding! Multi-Level Sales & On Boarding!
Ollie
Marketing!
Ollie
Sales!
Ollie
Services!
Mary
Marketing!
Mary
Sales!
Mary
Services!
Erin!
Marketing!
Erin
Sales!
Erin
Services!
Transformation and Personalization 

Not Automation.!
1. Align Marketing with Buyer Behavior!
2. Attract Prospects with Your Content Engine!
3. Avoid Death by Marketing Automation!
4. Convert Sales through Personalization!
5. Align Sales and Marketing !
The Marketing SLA. !
Lead Type! Lead Value!
Webinar! $.07!
eBook! $.05!
Free Trial! $.45!
Demo Request! $.95!
Lead Type! Lead Value!
Webinar! $.35!
eBook! $.45!
Free Trial! $2.10!
Demo Request! $2.75!
Lead Type! Lead Value!
Webinar! $.85!
eBook! $1.00!
Free Trial! $4.25!
Demo Request! $6.10!
Owner Ollie Leads!
(1-100 Employees)!
Marketing Mary Leads!
(100-2,000 Employees)!
Enterprise Erin Leads!
(2,000+ Employees)!
•  Data has been altered from !
actual HubSpot data for the!
purposes of this presentation!
The Sales SLA.!
Attempt #!
LTV/COCA!
•  Data has been altered from actual HubSpot data for the purposes of this presentation!
Daily Accountability 

for Marketing & Sales.
* Data has been altered from actual HubSpot data for the purposes of this presentation!
LinkedIn Confidential ©2013 All Rights Reserved
Making Social Selling Real & How
LinkedIn is Using LinkedIn
Ralf VonSosen
Head of Marketing, LinkedIn Sales Solutions
#rvonsosen
This is happening…
…even at LinkedIn
Don’t be that guy…
37
Don’t be that guy…
38
Don’t be that guy…
39
Don’t be that guy…
40
41
Don’t be that guy…
42
Don’t be that guy…
43
Don’t be that guy…
44
Don’t be that guy…
45
Don’t be that guy…
46
Don’t be that guy…
47
Don’t be that guy…
So, you can…
…do Social Smarketing
Marketing & sales working together,
complementing each other’s efforts,
to listen to & engage with prospects
using social media & networks to
generate leads & execute sales.
Social Smarketing
Social Marketing
Social Selling
Social Selling @
LinkedIn
Getting Sales Pro Adoption
Social Selling @ LinkedIn
§ Creating compelling profiles
§ Harnessing the power of relationships
§ Acting as micro-marketers
LinkedIn Confidential ©2013 All Rights Reserved
Creating Compelling Profiles (Dan Swift example)
LinkedIn Confidential ©2013 All Rights Reserved 52
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
LinkedIn Confidential ©2013 All Rights Reserved 53
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
2.  Professional, high resolution, large photo
LinkedIn Confidential ©2013 All Rights Reserved 54
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
2.  Professional, high resolution, large photo
3.  ‘Summary’ that showcases professional brand and includes contact
information and a call to action
LinkedIn Confidential ©2013 All Rights Reserved 55
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
2.  Professional, high resolution, large photo
3.  ‘Summary’ that showcases professional brand and includes contact
information and a call to action
4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact
information, etc.
LinkedIn Confidential ©2013 All Rights Reserved 56
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
2.  Professional, high resolution, large photo
3.  ‘Summary’ that showcases professional brand and includes contact
information and a call to action
4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact
information, etc.
5.  2 content uploads in SlideShare linked to profile sharing insight, best
practice, product insights
LinkedIn Confidential ©2013 All Rights Reserved 57
Creating Compelling Profiles (Dan Swift example)
1.  ‘Professional tagline’
2.  Professional, high resolution, large photo
3.  ‘Summary’ that showcases professional brand and includes contact
information and a call to action
4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact
information, etc.
5.  2 content uploads in SlideShare linked to profile sharing insight, best
practice, product insights
6.  Past positions in your profile has a brief paragraph(s) about how you
help(ed) customers achieve their goals
LinkedIn Confidential ©2013 All Rights Reserved 58
LinkedIn Confidential ©2013 All Rights Reserved 59
Harnessing the Power of Relationships
Example: Sales Navigator would help John find more
warm introductions at Hasbro
LSS 60©2013 LinkedIn Corporation. All Rights Reserved.
John’s…
Example: Sales Navigator would help John find more
warm introductions at Hasbro
LSS 61©2013 LinkedIn Corporation. All Rights Reserved.
John’s…
1
1st degree
connections at Hasbro:
Example: Sales Navigator would help John find more
warm introductions at Hasbro
LSS 62©2013 LinkedIn Corporation. All Rights Reserved.
John’s…
1
+3
1st degree
connections at Hasbro:
2nd degree
connections at Hasbro
through John’s connections:
Example: Sales Navigator would help John find more
warm introductions at Hasbro
LSS 63©2013 LinkedIn Corporation. All Rights Reserved.
John’s…
1
+3
+10
1st degree
connections at Hasbro:
Teamlink 2nd degree
connections at Hasbro
through current colleagues:
2nd degree
connections at Hasbro
through John’s connections:
Acting as micro-marketers
§  Participate in groups
§  Provide updates
§  Publish content
§  Marketing helps provide information
LinkedIn Confidential ©2013 All Rights Reserved 64
LinkedIn Confidential ©2013 All Rights Reserved 65
LinkedIn Confidential ©2013 All Rights Reserved 66
Smarketing @
LinkedIn
Aligning Marketing & Sales
Crystal Ball – Events Based Marketing
68
•  Implicit
•  Job changes
•  Usage analysis
•  Explicit
•  Downloads
•  Registrations
•  Integrate with CRM
Trigger sales pro’s outreach and campaigns
based upon prospect & customer activities.
Social Selling Index
69
•  Visibility into a company’s
social selling activities
•  Identify opportunities for
improvement
•  Benchmark companies against
peers and competitors
Ranks and tracks company utilization of
LinkedIn as a social selling tool.
Social Proximity Index
70
Assigns new leads and opportunities to sales
professionals based upon their relationships.
Personalizing the Buyer Journey
Ken Krogue – President & Founder
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Forbes: forbes.com/sites/kenkrogue
Blog: kenkrogue.com
Ken Krogue
President
& Founder
Forbes Contributor & #1 Blog
#1 ranked Blog in the world on the
topic of ‘Inside Sales’ and
‘Lead Response Management’
Please join the conversation!
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Forbes.com
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
2.00	
  
2.25	
  
2.50	
  
2.75	
  
3.00	
  
3.25	
  
3.50	
  
3.75	
  
2008	
   2009	
   2010	
   2011	
   2012	
  
Millions	
  
Source: 2009 infoUSA/MIT Study
Inside Sales Growth
2.7M 2.8M 2.9M
3.4M
0
2
4
6
8
10
12
14
2011 2012 2013 2020
Millions
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
2.00	
  
2.25	
  
2.50	
  
2.75	
  
3.00	
  
3.25	
  
3.50	
  
3.75	
  
2008	
   2009	
   2010	
   2011	
   2012	
  
Millions	
  
Source: 2009 infoUSA/MIT Study
15x
Inside Sales Growth
2.7M 2.8M 2.9M
3.4M
0
2
4
6
8
10
12
14
2011 2012 2013 2020
Millions
300%
Copyright © InsideSales.com Inc. All Rights Reserved
Changing of the guard
Inside Sales vs. Outside Sales
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
46.5%
41.5%
35.3%
20.2%
13.6%
25.2%
0%
20%
40%
60%
80%
100%
Making
Contact with
Leads
Accessing
Decision
Maker in
Company
Knowing who
to Contact and
When
Inaccurate
Lead
Information
Lack of
Product
Knowledge
Other
Top Sales Rep Obstacles
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Top Personalization Obstacles
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Lead Researcher
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Warning
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Anticipate Need
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Dynamic Websites…
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Remarketing Ads
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Alignment
Mat Greenfield
Josh James
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Follow the Reese’s Pieces
Lead them …
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Follow the Pixies
Lead them
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
May I help you?
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Circle of Influence
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Benefit Pyramid
Preservation
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Benefit Pyramid
Pain Avoidance
Preservation
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Benefit Pyramid
Pleasure
Pain Avoidance
Preservation
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Benefit Pyramid
Prestige
Pleasure
Pain Avoidance
Preservation
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Benefit Pyramid
Profits
Prestige
Pleasure
Pain Avoidance
Preservation
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
1.  Salesforce.com User
2.  30+ Seats
3.  Culture of Productivity
4.  High Tech
5.  Sales Mgr or above
6.  VC Backed
7.  Quota/Effort
8.  Inbound
9.  Pain
10. No CTI
11. Min. Custom Objects
12. Regulated
The InsideSales.com Sweet Spot
12 Primary Qualifiers
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Score
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Forecasting
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Sales Rep vs Buyer (50/50)
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Persogenics
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Persogenics - All Employees
0
50
100
0 50 100
Assertiveness
Responsiveness
Ken Krogue
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Persogenics - Sales
0
50
100
0 50 100
Assertiveness
Responsiveness
Sales
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
B = Budget
A = Authority
N = Need
T = Timing
OLD…
Qualification Models
A = Authority
N = Need
U = Urgency
M = Money
NEW…
R = Rarely
A = Any
N = Need
D = Decision
U = Urgency
M = Money
COMMON…
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
CLOSER Model
CampaignC
L
O
S
E
R
Effort
Skill
Offers
Lists / Leads
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
CLOSER Model
CampaignC
L
O
S
E
R Results / Reporting
Effort
Skill
Offers
Lists / Leads
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
Common Experience
Earned Right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
industry peer
family
C = Campaign Strategy
The Trust LadderTM
Common Experience
Earned Right
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Common Experience
Earned Right
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
common experience
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
earned right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
earned right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
earned right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
earned right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
you
them
boss
CEO
acquaintance
peer
common experience
celebrity
industry peer
industry expert
friends
family
C = Campaign Strategy
earned right
The Trust LadderTM
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
L = Test Lists
0 11
2.5 6.5
Appointments
per day per day
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
INTEREST NEED
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
product slicks
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
product slicks
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
product slicks
buying
signal
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
product slicks
buying
signal
tire kicker
O = Offer Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Inbound Marketing
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Reverse IP Lookup
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Trigger Points & Sales Intelligence
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
•  Who to call
•  When to call
•  When to remind
•  How often to call
•  How to contact
Predictive Analytics
Prospect Personalization
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Personalized Sales Rep
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Michelle
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
The Game of Work
THANK	
  	
  
YOU!	
  
Q+A	
  

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Personalize Your Buyer's Experience Using Sales and Marketing

  • 1. EXPERTS REVEAL: ! HOW TO PERSONALIZE THE BUYER EXPERIENCE USING SALES AND MARKETING!
  • 2. MARK ROBERGE! SVP Sales and Services at HubSpot! @markroberge! Ralf VonSosen! Head of Marketing at LinkedIn Sales Solution! @rvonsosen! The Experts:! Ken Krogue! President and Founder of InsideSales.com! @kenkrogue!
  • 3. Mark Roberge! SVP of Sales and Services, HubSpot! @markroberge !
  • 8. Transformation and Personalization Not Automation. 
 ! 1. Align Marketing with Buyer Behavior!
  • 10. Create Your Content Calendar.! 1 eBook w/ LP / Month
  • 11. 4 Blog Posts / Month Create Your Content Calendar.! 1 eBook w/ LP / Month
  • 12. Create Your Content Calendar.! 4 Blog Posts / Month   FB Posts / Month   8 1 eBook w/ LP / Month
  • 13. Create Your Content Calendar.! 4 Blog Posts / Month   FB Posts / Month   8 Tweets / month   16 1 eBook w/ LP / Month
  • 14. Create Your Content Calendar.! 4 Blog Posts / Month FB Posts / month   8 Tweets / month   16 1 Ebook w/ LP / Month
  • 15. Transformation and Personalization 
 Not Automation.! 1. Align Marketing with Buyer Behavior! 2. Attract Prospects with Your Content Engine!
  • 16. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 17. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 18. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 19. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 20. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 21. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3!
  • 22. Your List Expires at ~25% / Year.     Year 1! Year 2! Year 3! 50K! 21K!
  • 24. Transformation and Personalization 
 Not Automation.! 1. Align Marketing with Buyer Behavior! 2. Attract Prospects with Your Content Engine! 3. Avoid Death by Marketing Automation!
  • 26. Personalization, Not Automation.! CONTEXT! MEDIUM! Marke'ng   Mary    Enterprise       Erin   Owner   Ollie  
  • 28. Transformation and Personalization 
 Not Automation.! 1. Align Marketing with Buyer Behavior! 2. Attract Prospects with Your Content Engine! 3. Avoid Death by Marketing Automation! 4. Convert Sales Through Personalization!
  • 29. Most Companies Align by Function.! MARKETING! SALES! Generate inbound leads! Convert leads! Ø  Campaigns focused on Mary and Erin! Ø  Weekly Marketing status meetings! Ø  Targeting company-wide lead goals! Ø  Persona-specific sales processes! Ø  Weekly sales status meetings! Ø  Targeting person-specific revenue goals! Deliver Leads! Deliver Customers! SERVICES! Make customers successful! Ø  Product-specific services process! Ø  Weekly services status meetings! Ø  Targeting product- specific customer success goals!
  • 30. HubSpot Aligns by Buyer Persona.! Owner Ollie Team! (1-100 employees)! Marketing Mary Team! (100-2,000 employees)   Enterprise Erin Team! (2,000+ employees)   Group Sales & On-Boarding! 1-to-1 Sales & On-Boarding! Multi-Level Sales & On Boarding! Ollie Marketing! Ollie Sales! Ollie Services! Mary Marketing! Mary Sales! Mary Services! Erin! Marketing! Erin Sales! Erin Services!
  • 31. Transformation and Personalization 
 Not Automation.! 1. Align Marketing with Buyer Behavior! 2. Attract Prospects with Your Content Engine! 3. Avoid Death by Marketing Automation! 4. Convert Sales through Personalization! 5. Align Sales and Marketing !
  • 32. The Marketing SLA. ! Lead Type! Lead Value! Webinar! $.07! eBook! $.05! Free Trial! $.45! Demo Request! $.95! Lead Type! Lead Value! Webinar! $.35! eBook! $.45! Free Trial! $2.10! Demo Request! $2.75! Lead Type! Lead Value! Webinar! $.85! eBook! $1.00! Free Trial! $4.25! Demo Request! $6.10! Owner Ollie Leads! (1-100 Employees)! Marketing Mary Leads! (100-2,000 Employees)! Enterprise Erin Leads! (2,000+ Employees)! •  Data has been altered from ! actual HubSpot data for the! purposes of this presentation!
  • 33. The Sales SLA.! Attempt #! LTV/COCA! •  Data has been altered from actual HubSpot data for the purposes of this presentation!
  • 34. Daily Accountability 
 for Marketing & Sales. * Data has been altered from actual HubSpot data for the purposes of this presentation!
  • 35. LinkedIn Confidential ©2013 All Rights Reserved Making Social Selling Real & How LinkedIn is Using LinkedIn Ralf VonSosen Head of Marketing, LinkedIn Sales Solutions #rvonsosen
  • 37. Don’t be that guy… 37
  • 38. Don’t be that guy… 38
  • 39. Don’t be that guy… 39
  • 40. Don’t be that guy… 40
  • 48. So, you can… …do Social Smarketing
  • 49. Marketing & sales working together, complementing each other’s efforts, to listen to & engage with prospects using social media & networks to generate leads & execute sales. Social Smarketing Social Marketing Social Selling
  • 50. Social Selling @ LinkedIn Getting Sales Pro Adoption
  • 51. Social Selling @ LinkedIn § Creating compelling profiles § Harnessing the power of relationships § Acting as micro-marketers LinkedIn Confidential ©2013 All Rights Reserved
  • 52. Creating Compelling Profiles (Dan Swift example) LinkedIn Confidential ©2013 All Rights Reserved 52
  • 53. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ LinkedIn Confidential ©2013 All Rights Reserved 53
  • 54. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ 2.  Professional, high resolution, large photo LinkedIn Confidential ©2013 All Rights Reserved 54
  • 55. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ 2.  Professional, high resolution, large photo 3.  ‘Summary’ that showcases professional brand and includes contact information and a call to action LinkedIn Confidential ©2013 All Rights Reserved 55
  • 56. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ 2.  Professional, high resolution, large photo 3.  ‘Summary’ that showcases professional brand and includes contact information and a call to action 4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact information, etc. LinkedIn Confidential ©2013 All Rights Reserved 56
  • 57. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ 2.  Professional, high resolution, large photo 3.  ‘Summary’ that showcases professional brand and includes contact information and a call to action 4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact information, etc. 5.  2 content uploads in SlideShare linked to profile sharing insight, best practice, product insights LinkedIn Confidential ©2013 All Rights Reserved 57
  • 58. Creating Compelling Profiles (Dan Swift example) 1.  ‘Professional tagline’ 2.  Professional, high resolution, large photo 3.  ‘Summary’ that showcases professional brand and includes contact information and a call to action 4.  3 URLs to promote LinkedIn, Sales Navigator, Twitter handle, contact information, etc. 5.  2 content uploads in SlideShare linked to profile sharing insight, best practice, product insights 6.  Past positions in your profile has a brief paragraph(s) about how you help(ed) customers achieve their goals LinkedIn Confidential ©2013 All Rights Reserved 58
  • 59. LinkedIn Confidential ©2013 All Rights Reserved 59 Harnessing the Power of Relationships
  • 60. Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 60©2013 LinkedIn Corporation. All Rights Reserved. John’s…
  • 61. Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 61©2013 LinkedIn Corporation. All Rights Reserved. John’s… 1 1st degree connections at Hasbro:
  • 62. Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 62©2013 LinkedIn Corporation. All Rights Reserved. John’s… 1 +3 1st degree connections at Hasbro: 2nd degree connections at Hasbro through John’s connections:
  • 63. Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 63©2013 LinkedIn Corporation. All Rights Reserved. John’s… 1 +3 +10 1st degree connections at Hasbro: Teamlink 2nd degree connections at Hasbro through current colleagues: 2nd degree connections at Hasbro through John’s connections:
  • 64. Acting as micro-marketers §  Participate in groups §  Provide updates §  Publish content §  Marketing helps provide information LinkedIn Confidential ©2013 All Rights Reserved 64
  • 65. LinkedIn Confidential ©2013 All Rights Reserved 65
  • 66. LinkedIn Confidential ©2013 All Rights Reserved 66
  • 68. Crystal Ball – Events Based Marketing 68 •  Implicit •  Job changes •  Usage analysis •  Explicit •  Downloads •  Registrations •  Integrate with CRM Trigger sales pro’s outreach and campaigns based upon prospect & customer activities.
  • 69. Social Selling Index 69 •  Visibility into a company’s social selling activities •  Identify opportunities for improvement •  Benchmark companies against peers and competitors Ranks and tracks company utilization of LinkedIn as a social selling tool.
  • 70. Social Proximity Index 70 Assigns new leads and opportunities to sales professionals based upon their relationships.
  • 71. Personalizing the Buyer Journey Ken Krogue – President & Founder
  • 72. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Forbes: forbes.com/sites/kenkrogue Blog: kenkrogue.com Ken Krogue President & Founder Forbes Contributor & #1 Blog #1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’ Please join the conversation!
  • 73. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Forbes.com
  • 74. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 2.00   2.25   2.50   2.75   3.00   3.25   3.50   3.75   2008   2009   2010   2011   2012   Millions   Source: 2009 infoUSA/MIT Study Inside Sales Growth 2.7M 2.8M 2.9M 3.4M 0 2 4 6 8 10 12 14 2011 2012 2013 2020 Millions
  • 75. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 2.00   2.25   2.50   2.75   3.00   3.25   3.50   3.75   2008   2009   2010   2011   2012   Millions   Source: 2009 infoUSA/MIT Study 15x Inside Sales Growth 2.7M 2.8M 2.9M 3.4M 0 2 4 6 8 10 12 14 2011 2012 2013 2020 Millions 300%
  • 76. Copyright © InsideSales.com Inc. All Rights Reserved Changing of the guard Inside Sales vs. Outside Sales
  • 77. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 46.5% 41.5% 35.3% 20.2% 13.6% 25.2% 0% 20% 40% 60% 80% 100% Making Contact with Leads Accessing Decision Maker in Company Knowing who to Contact and When Inaccurate Lead Information Lack of Product Knowledge Other Top Sales Rep Obstacles
  • 78. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Top Personalization Obstacles
  • 79. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Lead Researcher
  • 80. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Warning
  • 81. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Anticipate Need
  • 82. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Dynamic Websites…
  • 83. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Remarketing Ads
  • 84. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Alignment Mat Greenfield Josh James
  • 85. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Follow the Reese’s Pieces Lead them …
  • 86. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Follow the Pixies Lead them
  • 87. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. May I help you?
  • 88. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Circle of Influence
  • 89. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Benefit Pyramid Preservation
  • 90. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Benefit Pyramid Pain Avoidance Preservation
  • 91. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Benefit Pyramid Pleasure Pain Avoidance Preservation
  • 92. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Benefit Pyramid Prestige Pleasure Pain Avoidance Preservation
  • 93. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Benefit Pyramid Profits Prestige Pleasure Pain Avoidance Preservation
  • 94. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. 1.  Salesforce.com User 2.  30+ Seats 3.  Culture of Productivity 4.  High Tech 5.  Sales Mgr or above 6.  VC Backed 7.  Quota/Effort 8.  Inbound 9.  Pain 10. No CTI 11. Min. Custom Objects 12. Regulated The InsideSales.com Sweet Spot 12 Primary Qualifiers
  • 95. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Score
  • 96. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Forecasting
  • 97. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Sales Rep vs Buyer (50/50)
  • 98. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Persogenics
  • 99. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Persogenics - All Employees 0 50 100 0 50 100 Assertiveness Responsiveness Ken Krogue
  • 100. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Persogenics - Sales 0 50 100 0 50 100 Assertiveness Responsiveness Sales
  • 101. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. B = Budget A = Authority N = Need T = Timing OLD… Qualification Models A = Authority N = Need U = Urgency M = Money NEW… R = Rarely A = Any N = Need D = Decision U = Urgency M = Money COMMON…
  • 102. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. CLOSER Model CampaignC L O S E R Effort Skill Offers Lists / Leads
  • 103. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. CLOSER Model CampaignC L O S E R Results / Reporting Effort Skill Offers Lists / Leads
  • 104. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy Common Experience Earned Right The Trust LadderTM
  • 105. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them industry peer family C = Campaign Strategy The Trust LadderTM Common Experience Earned Right
  • 106. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM Common Experience Earned Right
  • 107. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM
  • 108. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM
  • 109. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM
  • 110. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM
  • 111. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy The Trust LadderTM
  • 112. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy common experience The Trust LadderTM
  • 113. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy earned right The Trust LadderTM
  • 114. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy earned right The Trust LadderTM
  • 115. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy earned right The Trust LadderTM
  • 116. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy earned right The Trust LadderTM
  • 117. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. you them boss CEO acquaintance peer common experience celebrity industry peer industry expert friends family C = Campaign Strategy earned right The Trust LadderTM
  • 118. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. L = Test Lists 0 11 2.5 6.5 Appointments per day per day
  • 119. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES O = Offer Personalization
  • 120. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES INTEREST NEED O = Offer Personalization
  • 121. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED O = Offer Personalization
  • 122. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies O = Offer Personalization
  • 123. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers O = Offer Personalization
  • 124. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars O = Offer Personalization
  • 125. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars O = Offer Personalization
  • 126. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books O = Offer Personalization
  • 127. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books O = Offer Personalization
  • 128. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free O = Offer Personalization
  • 129. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing O = Offer Personalization
  • 130. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal O = Offer Personalization
  • 131. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial O = Offer Personalization
  • 132. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo O = Offer Personalization
  • 133. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks O = Offer Personalization
  • 134. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks O = Offer Personalization
  • 135. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks buying signal O = Offer Personalization
  • 136. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks buying signal tire kicker O = Offer Personalization
  • 137. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Inbound Marketing
  • 138. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Reverse IP Lookup
  • 139. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Trigger Points & Sales Intelligence
  • 140. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. •  Who to call •  When to call •  When to remind •  How often to call •  How to contact Predictive Analytics Prospect Personalization
  • 141. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Personalized Sales Rep
  • 142. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Michelle
  • 143. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. The Game of Work
  • 145. Q+A  

Hinweis der Redaktion

  1. With inbound, you succeed by loving up your marketplace, not irritating your marketplace.I have a guy at a Software QA co that cold calls me every Monday and Thursday at 8:07am…not only is that technique not effective, but it is ruining his co’s brand.You want your potential customers to love your brand and talk about them like LuLuLemon, Whole Foods, or Charity Water.NOTE: Improve….just the photos
  2. LinkedIn advances relationships at the right time with the right individual and the right information.
  3. Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
  4. Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
  5. Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
  6. Challenger – Our SolutionObjective – contrast Sales Navigator over free LinkedIn with reach and power
  7. LinkedIn advances relationships at the right time with the right individual and the right information.
  8. Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for yearsIn 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth
  9. Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for yearsIn 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth
  10. Benefit Pyramid by title level.
  11. Benefit Pyramid by title level.
  12. Benefit Pyramid by title level.
  13. Benefit Pyramid by title level.
  14. Benefit Pyramid by title level.
  15. Q&A for both Lauren and Karen
  16. Q&A for both Lauren and Karen