029 - Inbound Sales and Social

Welcome to episode 29 of HubShots! Full show notes available at: http://hubshots.com/episode-29/ 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: http://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