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Episode 29: Inbound Sales and Social

Welcome to Episode 29 of HubShots!

Recorded: Wednesday 13 April 2016

Welcome

Breaking news versus valuable news

Shot 1: Inbound Thought of the Week

What is Inbound actually like?

Thinking through some of the big benefits from attending Inbound:

  • the motivation that it creates, and momentum that follows
  • the quality relationships that are formed

Craig’s latest HubSpot prediction: HubSpot (CRM and Marketing) adds social chat feature to allow teams to chat with each other within the product (i.e. similar to Salesforce chatter)

Shot 2: HubSpot Feature/Tip of the Week

*Finally* Send workflow internal notifications to multiple recipients: https://app.hubspot.com/notifications/1639603/Product/2722864
Watch out of where the Save button is!!!

Has the Workflows layout changed?

New Productivity Beta -> Confusingly named ‘Projects’

Projects in HubSpot Productivity

Shot 3: Challenge of the Week

Reminder to listen to Sam Shoolman’s interview: https://hubshots.com/episode-27/

Customer trying to change the definitions of what a lead is to fit their rapidly growing business processes – much better to embrace a known and proven approach
eg wanting to change the Lifecycle stages: http://knowledge.hubspot.com/contacts-user-guide-v2/how-to-use-lifecycle-stages

Shot 4: General Tip of the Week

Inbound Sales

Following on from last week’s episode about the inbound sales certification:

Link to post by Mark Roberge > http://blog.hubspot.com/sales/inbound-sales-transforming-the-way-you-sell

Here’s an example of a hypothetical sales process, mapped to the buying journey:
Inbound Sales Buyer Seller Journey

The 1-10 Closing Technique from the Inbound Sales Certification training: http://academy.hubspot.com/isc16/intro-to-inbound-sales
Taking feedback from Sales and using it as an input in your content strategy.

Shot 5: State of Inbound Item of the Week

There’s a shift in how buyers operate: https://research.hubspot.com/charts/sales-sees-that-power-has-shifted-to-buyers

HubShot Research

btw the latest survey seems to be down:
http://www.stateofinbound.com/

https://soi2016.questionpro.com/

Shot 6: Motivation of the Week

Q: Should I guarantee results for a customer?
A: Whatever you can control, you can guarantee

example: if I can control content and channels I can guarantee 100 B2B leads per month

Shot 7: Community Item of the Week

Dharmesh responds to the Dan Lyons book
https://www.linkedin.com/pulse/undisrupted-hubspots-reflections-disrupted-dan-lyons-dharmesh-shah

Shot 8: Opinion of the Week

Picking 2 or 3 key channels and doing them well. Social has so many shiny objects…

Is Pinterest something B2B companies should explore?
https://www.exacttarget.com/8-ways-to-make-pinterest-work-for-both-b2c-b2b-marketing
Take a look at how Salesforce are approaching it: but on 6.7K followers (is this indicative, or is it an opportunity):
https://au.pinterest.com/marketingcloud/

Snapchat isn’t for everyone
https://medium.com/life-learning/snapchat-is-not-for-everyone-don-t-believe-the-hype-here-s-why-7d7b87a62417#.po4pwm9nz

Building a Twitter following
https://medium.com/@larrykim/why-buy-twitter-followers-10-things-you-need-to-know-about-followers-campaigns-on-twitter-d1ef6199e7e9#.rbkpjkh9g

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HubShots Episode 29

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About the Author

HubShots: A weekly podcast for Marketing Managers discussing HubSpot and Inbound Marketing. Hosted by Ian Jacob and Craig Bailey.

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