HubSpot's David Weinhaus gave a special presentation to the Austin HubSpot User Group on how marketing can use simple sales enablement solutions to give sales the support they need.

1. How to be a Hero to Your Sales Team
with Simple Sales Enablement Solutions
#saleshero
David Weinhaus
Manager, Partner Sales Learning & Development
@HubSpotAgencies
@davidweinhaus

3. Pop quiz
Inbound
marketing
drives...

4. When inbound drives...

5. Who feels the heat?

6. What one word (or phrase) best describes
your sales team? __________
(p.s. - it’s anonymous :-)
Slido.com - code: 2243

7. Marketers love
marketing…
But sales reps
need love too :-)

8. Source: Qvidian

9. Duh!
But sales has been slower to catch up than
marketing

10. Marketing could use a little love too
Are you on
the
sidelines?
In the huddle? Or a hero to
your sales
team?

11. How to Become a Hero
with Simple Sales
Enablement Solutions

12. “I need
more
good
leads!!”
Sales reps have challenges

13. Most sales teams miss the really
easy stuff

14. Has anyone bought from a
salesperson in the last 60 days at
work (or considered it)?

15. Who would you buy from?

16. Quick Tip - Bring in a
photographer for headshots

17. Help your reps be proud of and
promote their Linkedin profile

18. Sales people don’t like big
initiatives
A word on how to ‘sell’ sales teams
“Let’s redesign the
reps’ LinkedIn pages
so they can take
advantage of social
media and boost their
profile online!”
“Are they open to dropping a link in their
email signature?”
“Would the sales team like to see which
prospects are checking them out
online?”
Sales people like quick actionable wins
that help them sell
“Would it be helpful to get some
professional headshots and spruce up
the profiles?”

19. Let’s take it up a notch

20. Introducing personalized rep
landing pages

21. Personalized landing pages helps rep stand out
Be personal, unique, and helpful.

22. All part of a hero’s job
Helping your
reps walk with
a little more
#swagger

23. “I need
more
good
leads!!”
Sales reps have challenges
“I need help
following up
with my
leads”

24. Ask a rep “Do you follow up with
your leads?’
They’ll say “Of course”
…….but dig deeper

25. Sales Reps
like low
hanging fruit

26. When reps are scrambling they often turn to
closed lost opportunities

27. Consider a closed lost nurturing campaign

28. Hooray! Our campaign got
a click-through. What
happens next?

29. Guess what often happens?!

30. Consider a campaign triggered off page views
For pricing, product, about us, and other high leverage pages
Meetings Link

31. Don’t stop there - alert the rep via email

32. All part of a hero’s job
Helping your reps
turn closed lost
opportunities into
#moredeals

33. “I need
more
good
leads!!”
Sales reps have challenges
“I need
decks, case
studies, and
more, ugh!
“I need help
following up
with leads”

34. I do. It’s not very good, but
go for it!
Hey, anybody have a
presentation deck I
can use?
The typical sales team content creation process

35. Some content you can
create to help the sales
team...

36. Content from the HubSpot Sales Enablement Team
Case studies
Presentation Deck
Competitive comparisons “2-pager”

37. Use HubSpot Sales Pro feature ‘Documents’ to make
collateral shareable and trackable
Trackable by content
Trackable by viewer

38. How to sell the sales team
Get a seat at the table!

39. Make it rain for your sales team!

40. “I need
more
good
leads!!”
In Summary
“I need
decks, case
studies, and
more, ugh!
“I need help
following up
with leads”

41. QUESTIONS?

42. THANK YOU

43. TYPICAL CLOSED LOST OPPORTUNITIES
Call me back in 6 months
Um, okay. (yeah right!)
We are going to go with a competitor
Ok, see ya (though I won’t!)
(Silence)
(Hmm, oh well. Where are some new leads?!)

44. A word on how to ‘sell’ sales teams
“We are going to create
some great Closed
Lost Campaigns. Can
you follow up with the
leads that
click-through?
“It’s for a subset of reps who want to re-ignite
high potential older deals.
“We are thinking of running a pilot Closed
Lost Campaign”
“We’ll need a little help following up with leads
when they click through, but we’ll do the
work getting them engaged to begin with”
“Who are the best reps to take part?”
Sales people don’t like being told
what to do
But, they don’t like being excluded