2. SAFE HARBOR
This presentation contains forward-looking statements that are subject to risks and uncertainties. All statements other than statements of historical fact included in this presentation are forward-looking statements. Forward-looking statements give our current expectations and projections relating to our financial condition, results of operations, plans, objectives, future performance and business. All forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from those that we expected. Any forward-looking statement you see or hear during this presentation reflects our current views with respect to future events and is subject to these and other risks, uncertainties, and assumptions, and therefore are not guarantees of future performance. You are cautioned to not place undue reliance on such forward-looking statements because actual results may vary materially from those expressed or implied. All forward-looking statements are based on information available to HubSpot on this date and HubSpot assumes no obligation to, and expressly disclaims any obligation to, update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.
3. My mission as a sales executive
MISSION Predictable, scalable revenue growth STRATEGY If I can…
1.Hire the same type of successful sales person
2.Train the sales people in the same way
3.Provide each sales person with the same quantity and quality of leads
4.Have the sales people work the leads using the same process …then I will achieve my goal.
4. #1: Hire the same type of successful sales person
11. A “ride-along” training strategy is neither scalable nor predictable.
Most top performing sales people succeed in their own unique way.
12. 12 @markroberge
Components of Predictable, Scalable Sales Training
The Sales Methodology
1.Buyer Journey
2.Sales Process
3.Qualifying Matrix Use exams and certifications to measure quality and consistency coming out of training
13. #3: Provide sales people with the same quantity and quality of leads
14. 14 @markroberge
How do you buy? Cold Call? Cold email? Google? Social Media?
26. Implement a metrics-driven sales culture
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color Represents a Different Sales Rep
27. “Peel Back the Onion” for More Insight
* Data has been altered from actual HubSpot data for the purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
28. 28 @markroberge
I want an all-in-one sales enablement platform
Download our free app at www.getsignals.com
29. SEPTEMBER 15-18, 2014 BOSTON, MA
Boston Convention & Exhibition Center (BCEC)
4 DAYS OF INSPIRING EVENTS
5 KEYNOTES
170+
SESSIONS
NETWORKING WITH 7,500+
PASSIONATE ATTENDEES
AND HUBSPOT PRODUCT EXPERTS
INBOUND’s purpose is to provide the inspiration, education, and connections you need to transform your business.
30+
BOLD TALKS
HAPPY HOURS
#INBOUND14
30. 30 @markroberge
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