The slide deck from our May 25th HubSpot Users Group event. We featured Dan Tyre from HubSpot and Amelia Wilcox from Incorporate Massage.

1. #SLCHUG Good morning

2. #SLCHUG
Agenda
• Welcome
• Introductions & House Keeping w/ Doc
• Lead Rotation w/ Brandon
• Inbound Organization w/ Dan
• Sales Mastery Tools w/ Amelia
• Q&A & Wrap-up

3. #SLCHUG
Decks Will Be Available
Recap Post Coming
Recording Presentation

4. #SLCHUG
READY?

5. #SLCHUG
Cool Stuff
• Welcome to the launch of SLC HUG
• Our goal and charter
• Volunteers encouraged

6. #SLCHUG
DARIN
BERNTSON
@iGoByDoc
Founder
Co-Leader SLCHUG

7. #SLCHUG
BRANDON
CARTER
@bscarter
Marcom Manager
HubSpot Customer
Co-Leader of SLCHUG

8. #SLCHUG
Roll Call
• First Event?
• HubSpot Users?
• HubSpot Partner Agencies?
• Awesome Guests?

9. #SLCHUG
Our Goals For SLCHUG
• Education
– Inbound in general
– Some HubSpot specific
• Who is this for?
– HubSpot Customers, Partners & Prospects
– Anyone who wants to sharpen Inbound skills

10. #SLCHUG
Our Goals For SLCHUG
• Frequency
– Minimum 4 times a year
– Is there a demand for more?
• These events are for you
– We are not here to sell anyone
– This is a learning environment
– Let’s be “inbound” and be helpful to each other

11. #SLCHUG
May 26, 2016 - New Digs
The Inbound Organization
in 2016
Like Our New Digs?

12. #SLCHUG

13. #SLCHUG
Who Wants To Sit This Close?

14. #SLCHUG

15. #SLCHUG
Code:
HUGSaltLakeCity
for contest and
$50 Discount

16. #SLCHUG
Save The Date
Our Next SLCHUG Event
Thursday, August 18, 2016
Topic TBD

17. #SLCHUG
PODCASTS?

18. #SLCHUG

19. #SLCHUG
SAVE 20%
SLCHUGdmc
Reg Price $350/$225
Discounted Price
$280 SLCSEM Non-Members
$180 SLCEM Members
Discount ends June 9 - 9PM
Purchase dmc.slcsem.org

20. #SLCHUG
WHEW!
House is clean…

21. #SLCHUG
Let’s Talk
Certifications?

22. #SLCHUG

23. #SLCHUG
Who Has Completed…

24. #SLCHUG
New Certifications

25. #SLCHUG

26. #SLCHUG

27. #SLCHUG
Go Get
Certified

28. #SLCHUG
NEXT UP
Brandon Carter

29. #SLCHUG
BRANDON
CARTER
@bscarter
An Introduction to
Lead Rotation
Live Demo

30. #SLCHUG
DEMO

31. #SLCHUG
NEXT UP
Dan Tyer

32. #SLCHUG
DAN
TYRE
@DanTyre
Director

33. THE INBOUND
ORGANIZATION IN 2016
MAY 25, 2016
DAN TYRE, HUBSPOT
dtyre@hubspot.com

34. #SLCHUG
Cool Stuff
• Welcome to the launch of SLC HUG
• Our goal and charter
• Volunteers encouraged

36. DAN
TYRE
FIVE START UPS SINCE 1983
EMPLOYEE #6 AT HUBSPOT
LEADER, MENTOR, ADVISOR, SPEAKER
INBOUND MACHINE
@dantyre

38. Over the past decade,
there’s been a fundamental
shift in business.

41. At its core, inbound is about
building relationships with
your audience by providing
them with value.

42. The old
86%
skip
TV ads
91%
unsubscribe
from email
200M
on the
Do Not Call list
44%
of direct mail is
never opened
BROKEN.
playbook is

43. INBOUND MARKETING

44. INBOUND SALES

46. INBOUND SALES METHODOLOGY

48. INBOUND SERVICE

49. THE INBOUND ORGANIZATION

51. At HubSpot, we are on a mission to
make the world more inbound by
empowering businesses to
connect with their audience in a
meaningful way.

55. QUESTIONS?

57. #SLCHUG
NEXT UP
Amelia Wilcox

58. #SLCHUG
AMELIA
WILCOX
@AmeliaWilcox
Owner

59. 4 KillerTools for Sales Mastery
AWilcox@IncorporateMassage.com @AmeliaWilcox

60. ✤ Onsite corporate massage programs
and events
✤ Launched in 24 states in last 17
months
✤ Grew Admin team from 4 to 14
✤ Grew MT team from 18 to 250
✤ Growing at rate of 233%
AWilcox@IncorporateMassage.com @AmeliaWilcox

61. Since I Found Hubspot…
Revenue
Website Traffic
Customers
AWilcox@IncorporateMassage.com @AmeliaWilcox

62. How DoYou Scale Uber Fast and Not Die?
AWilcox@IncorporateMassage.com @AmeliaWilcox

63. EmailTemplates
✤ Template for every instance
✤ Maintain company voice/tone
✤ Include links to blog content
AWilcox@IncorporateMassage.com @AmeliaWilcox

64. EmailTemplates
✤ By blog subject
AWilcox@IncorporateMassage.com @AmeliaWilcox

65. EmailTemplates
✤ Effectively map sales process
✤ Consistent customer experience
✤ Reduce sales workload
✤ Arm sales team with content tools
AWilcox@IncorporateMassage.com @AmeliaWilcox

66. #1: Build EmailTemplates to Scale Sales Process
AWilcox@IncorporateMassage.com @AmeliaWilcox

67. Least ExpensiveWay to Increase Revenue?
Sell To Your Existing Customers
AWilcox@IncorporateMassage.com @AmeliaWilcox

68. Work-flowing
Tasking
✤ Property Based Workflows can’t be
triggered by Deal Property, only
Contact Property.
✤ We use “Recent Deal Close Date”.
✤ We select the actual date of service
to be the “Recent Deal Close Date”.
AWilcox@IncorporateMassage.com @AmeliaWilcox

69. ✤ Get feedback on massage therapists
✤ Find ways to improve our services
✤ Increase our Google and Yelp
reviews
✤ Increase revenue from existing
client base
Work-flowing
Tasking
AWilcox@IncorporateMassage.com @AmeliaWilcox

70. #2:AutomateTasking withWorkflows
AWilcox@IncorporateMassage.com @AmeliaWilcox

71. Meet Steph
✤ Bad a** drummer with 3 kids
✤ Works 30 hours a week
✤ 643 leads in her pipeline
AWilcox@IncorporateMassage.com @AmeliaWilcox

72. Sequences
✤ Mini CRM workflows
✤ Manually enroll people
✤ Unenrolled when reply
✤ Automate templated emails
✤ Automate tasking
AWilcox@IncorporateMassage.com @AmeliaWilcox

73. Sequences
✤ Automate email follow up for leads
who submit forms
✤ Touch base with leads to resell
✤ Coming soon: reason-specific
sequences
AWilcox@IncorporateMassage.com @AmeliaWilcox

74. #3: Create SequencesTo Reduce Follow Up
AWilcox@IncorporateMassage.com @AmeliaWilcox

75. Deal Properties
✤ Entire Sales team on the same page
of what info to collect.
✤ Everyone knows where to find the
information they need, and quickly!
✤ Eliminates most errors, less
confusion between departments.
AWilcox@IncorporateMassage.com @AmeliaWilcox

76. #4: Build Deal Properties to Reduce Errors
AWilcox@IncorporateMassage.com @AmeliaWilcox

77. The Nuggets
✤ Build Email Templates to Scale
Sales Process
✤ Automate Tasking with Workflows
✤ Create Sequences to Reduce
Followup
✤ Build Deal Properties to Reduce
Errors
AWilcox@IncorporateMassage.com @AmeliaWilcox

78. Contact Info:
✤ Email:
awilcox@incorporatemassage.com
✤ Twitter: @ameliawilcox

79. #SLCHUG#SLCHUG
Questions?

80. #SLCHUG
80
Search Engine
Optimization
Blogging &
Social Media
Lead Generation
Email &
Automation
Marketing
Analytics
Lead
Management

81. #SLCHUG#SLCHUG
Coming Soon
Webinars, Blog, & Podcast
Diving deeper into HubSpot tools
and Inbound Methodology,
and User Stories
Watch for eMail from Doc

82. #SLCHUG
Save The Date
Our Next SLCHUG Event
Thursday, August 18, 2016
Topic TBD

83. #SLCHUG
SAVE 20%
SLCHUGdmc
Reg Price $350/$225
Discounted Price
$280 SLCSEM Non-Members
$180 SLCEM Members
Discount ends June 9 - 9PM
Purchase dmc.slcsem.org