1. Welcome Introduction to: Inbound Marketing and Sales 2.0 Stop Pointing Fingers and Get To Work!

2. About Me Independent consultant, with specialization in developing online lead generation systems and strategies for small and medium sized business Certified HubSpot Consultant Founding member of Hold Hands Chicago, a CPS educational consulting firm 10 year career in Sales and Distribution at IBM responsible for managing over $400M over career. Served such clients as United Airlines, WW Grainger, Hyatt, Kellogg’s, CDW, United Stationers, Anixter, Archer Daniels, to name a few. Investment banker at Morgan Stanley Founder Vashion.com a virtual B2B apparel exchange Director of sales Gradschools.com and Studyabroad.com

3. Companies I’ve worked with

4. Questions to ask yourself……..

5. Questions to ask yourself Are you still cold calling with no reason to speak to the other person that adds value?

6. Are you promoting your personal brand?

7. Do you understand the business landscape of your clients. -No I mean really understand it?

8. When people seek out knowledge about your Industry do they come to you?

9. Do people call you and ask to do business with you?

11. Customer controls the conversation (they may be smarter then you on your products!)

12. Customer to customer conversations = more influence

13. Expect instant response and feedback

14. Include your company at the tail end of the sales process

16. Outbound Marketing Isn’t Working 800-555-1234 Annoying Salesperson

17. 4 Steps to Successful Inbound Marketing Create Optimize Promote Convert & Analyze

18. Step 1: Create Content Create Optimize Promote Convert & Analyze

19. Types of Content

21. Publish Everything, Everywhere

22. Blogging Attracts More Visitors Source: Data from over 1,500 small businesses - http://bit.ly/XDkQV

23. Step 2: Optimize Create Optimize Promote Convert & Analyze

24. Google is Judge, Jury & Executioner HubSpot.com/cartoons

25. 25% On-Page SEO (Context) Page Title Clean URL Headers & Content Description

26. 75% Off-Page SEO Determined by Inbound Links

27. Step 3: Promote Create Optimize Promote Convert & Analyze

28. Promote Content via Social Media Remarkable Content

29. Step 4: Convert Create Optimize Promote Convert & Analyze

30. Put Calls to Action on All Your Content

31. Use Landing Pages with Forms

32. Track Your Conversion Rate & Analytics

33. Analyze Your Marketing

34. Inbound Marketing Summary Convert & Analyze

35. SALES 2.0

36. Sales 2.0? People, Process and Technology “Sales 2.0 is a more efficient and effective way of selling for the buyer and the seller enabled by technology.” Sales + Web 2.0 = Sales 2.0

38. Your deals will accelerate to closure faster

39. You’ll be viewed as an expert in your field

40. Your calls will be much more friendly and warm

41. You’ll have more time to prospect and close business

42. You’ll know exactly when to engage with your clientsBut ultimately this is what we salespeople truly care about….

43. Expected Benefits of Incorporating Sales 2.0 into your business Increasing our commissions!!!!!

45. 2/3 of global internet population visit social networks

46. Visiting social sites is now the 4th most popular online activity—Ahead of personal email

47. Visitors spend 5 million minutes per day on Facebook!

49. Sales 2.0 is about Acceleration Prioritize buyers and focus on the most promising prospects Contact the right prospects at the right time Automate lead nurturing to free salespeople from calling on ready prospects …to accelerate sales velocity and volume.

50. Using Personnel Change Triggers CIO and VP of IT moves in Fortune 5000 Bank United: Eddie Buitrago, SVP, Systems Integration, has left the company GE Capital: Martha Poulter has been named VP & Chief Information Officer Quicken Loans: LingLong He has been named Chief Information Officer, replacing Frank Laura who is now on product side ING Americas: Gary Baxter promoted to Chief Information Officer post Walt Disney: Andy Schwalb, Chief Information Officer left Disney for Nascar. Microsoft: Ted Cahall named Corporate Vice President, MSN Online Portal Netjets: Alan Cullop has left as Chief Information Officer. Replacement is Ken Green

51. Setting Trigger Alerts

52. Sales 2.0 is about Collaboration Transform into a smarter and better informed sales organization by… Harness the collective intelligence of the sales organization Leverage online collaboration solutions Extract timely and relevant insights from the “Social Media” …to sell more effectively to smarter and better informed prospects.

53. How IBM Collaborates

55. Not converting online to Face to Face

57. Looking needy

59. T Shape Solutions Services Drive Traffic to your site: SEO Strategy and Health-checks Website Development using Wordpress Keyword Strategy Blog Strategy Social Media Integration Content Creation Services Create and manage monthly editorial calendars Ghost Blogging Email Newsletter creation and distribution Video Production Content Promotion Inbound Marketing Execution Social Media Marketing Search Engine Marketing Convert and Analyze Landing Pages Campaign Analytics Full Marketing to Sales Process Strategy

60. THANK YOU! Scott Taback Scott.taback@tshapesolutions.com @TshapeScott 773-398-3823 www.tshapesolutions.com Connect with me on:

61. Inbound Marketing Is More Important Source: State of Inbound Marketing Report - http://bit.ly/aewfHr

62. Small Companies Do More Inbound Source: State of Inbound Marketing Report - http://bit.ly/aewfHr

63. Blogging More Often Drives Results Source: State of Inbound Marketing Report - http://bit.ly/aewfHr

64. Create Great Content by Blogging Source: Data from over 1,500 small businesses - http://bit.ly/XDkQV

65. Blogging Attracts More Links Source: Data from over 1,500 small businesses - http://bit.ly/XDkQV

66. Leads by Indexed Web Pages Source: State of Inbound Marketing Lead Generation Report - http://bit.ly/cVMpkn