Farese and Cefalu - Fundamentals of Sales Enablement

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INBOUND

INBOUND 2015

Marketing

INBOUND15
Fundamentals of Sales
Enablement With
HubSpot CRM &
Sidekick for Business
Debbie Farese & Rosalia Cefalu
HubSpot

INBOUND15
Fiction
Sales reps are
a$$holes.

INBOUND15
Fact
Reps are
motivated by more
than money.

INBOUND15
Fiction
Marketers have
their heads in
the clouds.

INBOUND15
Fact
A marketer is a
jack of all trades.

INBOUND15
So how do you bring
these two together?

#INBOUND15
Sales Reps are always hungry for more leads.

INBOUND15
A Marketer’s Job Is
Never Done

INBOUND15
Marketers Need to Think About the Full Funnel

INBOUND15
HubSpot’s Software
& the Sales Process

INBOUND15
HubSpot’s Sales Products
CRM Basics – Contacts,
Companies, Deals, Tasks
Free – No Limits on Users,
Storage, or Time
Notifications & Inbox
Productivity Tools
Inbox Productivity Tools
Free, 200+ Notifications
$10/mo
Templates, Calling,
Documents,
Prospecting
$50/user/month
Free tastes in HubSpot
CRM

INBOUND15
The Sales Process (Generalized)

INBOUND15
Sales Rep
Find good fit leads that
need my help.
Marketer
Provide good lead
characteristics.
Sidekick for Business
Prospects App
Visit Notifications

INBOUND15
Sales Rep
Find a good
reason to call.
Marketer
Collect data on the
prospect.
Sidekick for Business
Company Insights

INBOUND15
Sales Rep
Engage in a
conversation that
moves things forward.
Marketer
Provide warm leads.
Sidekick for Business
Connections
Calling

INBOUND15
Sales Rep
Deliver info that
accelerates the buyer’s
evaluation.
Marketer
Provide compelling
messaging and
triggers.
Sidekick for Business
Templates
Email Notifications

INBOUND15
Sales Rep
Demonstrate how your
product helps achieve
the prospect’s goals.
Marketer
Provide collateral that
resonates with the
target persona.
Sidekick for Business
Documents

INBOUND15
Sales Rep
See which of your
tactics are working.
Marketer
Identify the most
effective messaging &
collateral.
Sidekick for Business
Reporting

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Farese and Cefalu - Fundamentals of Sales Enablement

1. INBOUND15 Fundamentals of Sales Enablement With HubSpot CRM & Sidekick for Business Debbie Farese & Rosalia Cefalu HubSpot

2. INBOUND15 How to Make “Smarketing” Work

3. INBOUND15 Fiction Sales reps are a$$holes.

4. INBOUND15 Fact Reps are motivated by more than money.

5. INBOUND15 Fiction Marketers have their heads in the clouds.

6. INBOUND15 Fact A marketer is a jack of all trades.

7. INBOUND15 So how do you bring these two together?

8. #INBOUND15 Sales Reps are always hungry for more leads.

9. #INBOUND15 But not just any old leads.

10. #INBOUND15 And not just leads…

11. INBOUND15 A Marketer’s Job Is Never Done

12. INBOUND15 Marketers Need to Think About the Full Funnel

13. INBOUND15 HubSpot’s Software & the Sales Process

14. INBOUND15 HubSpot’s Sales Products CRM Basics – Contacts, Companies, Deals, Tasks Free – No Limits on Users, Storage, or Time Notifications & Inbox Productivity Tools Inbox Productivity Tools Free, 200+ Notifications $10/mo Templates, Calling, Documents, Prospecting $50/user/month Free tastes in HubSpot CRM

15. INBOUND15 The Sales Process (Generalized)

16. INBOUND15 Sales Rep Find good fit leads that need my help. Marketer Provide good lead characteristics. Sidekick for Business Prospects App Visit Notifications

17. INBOUND15 Sales Rep Find a good reason to call. Marketer Collect data on the prospect. Sidekick for Business Company Insights

18. INBOUND15 Sales Rep Engage in a conversation that moves things forward. Marketer Provide warm leads. Sidekick for Business Connections Calling

19. INBOUND15 Sales Rep Deliver info that accelerates the buyer’s evaluation. Marketer Provide compelling messaging and triggers. Sidekick for Business Templates Email Notifications

20. INBOUND15 Sales Rep Demonstrate how your product helps achieve the prospect’s goals. Marketer Provide collateral that resonates with the target persona. Sidekick for Business Documents

21. INBOUND15 Sales Rep See which of your tactics are working. Marketer Identify the most effective messaging & collateral. Sidekick for Business Reporting

22. INBOUND15 3 Putting it All Together

23. #INBOUND15

24. INBOUND15 Questions?

Farese and Cefalu - Fundamentals of Sales Enablement

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