Date post: | 14-Jul-2015 |
Category: |
Sales |
Upload: | peter-caputa |
View: | 284 times |
Download: | 3 times |
Media geek since grade school.
Engineer turned entrepreneur.
Startup bug in the first boom.
Learned sales.
15th employee @HubSpot.
@pc4media
Peter Caputa IV
HUBSPOT UPDATED MARKETING BY INTRODUCING
INBOUND. THE SAME PRINCIPLES CAN BE APPLIED TO
SALES.
12,000CUSTOMERS
1.5MMONTHLY BLOG
VIEWS
1M+FOLLOWERS ON
SOCIAL MEDIA
1,900PARTNER
AGENCIES
10,000+ATTENDEES AT
INBOUND 2014
FACT:
TODAY, PROSPECTS HAVE MADE 60% OF THEIR PURCHASE DECISION BEFORE EVEN TALKING TO A SALES REP.*
*SOURCE: Corporate Executive Board
NOW, THE PROSPECT
HAS ALL THE POWER.
ALL THE INFORMATION HE
OR SHE NEEDS IS JUST A
FEW CLICKS OR TWEETS
AWAY.
How to Prospect an
Outbound Lead
How to Prospect an
Inbound Lead
Hi there, this is Joe from XYZ company. We
help sales executives streamline their selling
process with innovative email technology. Are
you free at 2pm tomorrow to discuss?
Hi there, this is Joe from XYZ company. We
launched some new email capabilities to help
sales executives make their team more
efficient. Are you free at 2pm tomorrow to
discuss?
Hi there, this is Joe from XYZ company. We
helped a sales exec at a company like yours
grow sales 2x. Calling to see if we can help
you. Are you free at 2pm tomorrow to
discuss?
#1
#2
#3
Research
Monitor
Make Multiple Attempts on Inbound Leads
“Hi John. This is Mark from HubSpot. I noticed you downloaded our eBook on B2B Lead Generation through Facebook. I took a look at your company Facebook presence and had two quick ideas to run by you. I will email them to you now. Let me if you would like to go over them.”
“Hi John. This is Mark from HubSpot. I found a case study of one of you customers that is in your industry that increased their lead flow by 50% using Facebook. I will email you the case study and am happy to walk you through their process when you have a moment.”
“Hi John. This is Mark from HubSpot. I actually ran your marketing grader report side by side with the HubSpot customer in your vertical. The report yields a few additional opportunities for lead generation in social media. I’ll email you the report now and am happy to walk you through it.”
“Hi John. This is Mark from HubSpot. I have not heard back from you so I am going to assume that generating more leads through social media in 2013 is no longer a priority. Call me anytime if things change.”