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Marketing & Sales: May the force be with us

Marketing & Sales: May the force be with us. AGENDA. Why Inbound Leads. 1. 2. How do people buy. 3. What we need to do next. 1. Why Inbound leads . Sales has a Quota. Marketing has a Quota Leads. These are not our normal leads. These are INBOUND LEADS.

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Marketing & Sales: May the force be with us

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  1. Marketing & Sales: May the force be with us

  2. AGENDA Why Inbound Leads 1 2 How do people buy 3 What we need to do next

  3. 1 Why Inbound leads

  4. Sales has a Quota

  5. Marketing has a Quota Leads

  6. These are not our normalleads.

  7. These are INBOUND LEADS.

  8. INBOUND LEADS ARE BETTER

  9. Inbound Leads vs. Outbound Leads Outbound Leads:A lead that is acquired through purchasing, cold-calling, direct mail, advertisingor a contact us form on a website. Inbound Leads: A content-driven, engaged lead that finds you while doing online research.

  10. Inbound Leads close better. Inbound Leads are 8x more likely to close into customers than Outbound Leads. 8x Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM

  11. Inbound Leads close at a higher rate. 14.6% Inbound Leads have a 14.6% close rate. Outbound Sourced Leadshave a 1.7% close rate. 1.7% Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM

  12. SO HOW DO WE FIND THESE INBOUND LEADS?

  13. ACTUALLY, THEY WILL FIND US.

  14. 2 How do people buy

  15. By Show of Hands: WHO RESEARCHES PURCHASES ONLINE?

  16. 88% of Internet users conduct product research online.

  17. PEOPLE ARE ON OUR WEBSITE DOING RESEARCH.

  18. WHAT DO THESE PHRASES MEAN TO YOU? “how to use facebook for business” “lead generation ideas” “how to blog for business” Replace these phrases with your own relevant organic searches. Then delete this note.

  19. HERE ARE A FEW OF THE COMPANIES ON OUR SITE. Research in Motion Limited “marketing automation software” University of Pennsylvania visited from facebook.com Luminex Corporation “marketing plan for start-up company” Replace companies and referrals with data from your Prospects tool. Then delete this note.

  20. WE CREATED EDUCATIONAL CONTENT Replace with screenshots of your own Landing Pages and Calls to Action. Then delete this note.

  21. EDUCATIONAL CONTENT GENERATES INBOUND LEADS Replace with a screenshot of one of your active Contacts. Then delete this note.

  22. It’s the ‘cold’ that’s dead – not the ‘calling.’ “ Trish Bertuzzi Inside Sales Experts Blog February 10, 2011

  23. What we need to do next 3

  24. Set up Salespeople with the Sales Rep User Role

  25. Attend HubSpot Training (no additional cost)

  26. SETUP LEAD REVISIT ALERTS TALK TO THE RIGHT INBOUND LEADS AT THE RIGHT TIME

  27. Learn the Consultative Sales Process http://academy.hubspot.com/sell-process-registration-page/

  28. MOST IMPORTANTLY

  29. THANK YOU.

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