Podcasts about hubspot sales

In der neuen Behind the Scenes Episode von Listen & Grow, spricht unser Host York Carsten mit HubSpots Sales Coach Carsten Brendel über seine beruflichen Anfänge und seine abwechslungsreichen Aufgaben als Sales Coach. Außerdem gibt es Tipps & Tricks rund um das Thema Vertrieb und insbesondere für Berufseinsteiger*innen, dazu spannende Einblicke Behind the Scenes und vieles mehr. Themen: [1:11] Was macht ein Sales Coach? [4:55] Welche Qualifikationen benötigt ein Sales Coach? [10:46] Vertriebler*in vs. Sales Coach [16:56] Welche Eigenschaften benötigt ein Sales Coach? [20:07] Tipps für den Start als Vertriebler*in In der Show erwähnt: LinkedIn Profil: https://www.linkedin.com/in/carsten-brendel-655a839b/  HubSpot Jobs Germany HubSpot Vertriebs Blog Feedback? Gerne an podcast-dach@hubspot.com  Mehr über uns unter: https://www.hubspot.de/podcasts/the-digital-helpdesk 

This episode is brought to you by Inbound Back Office.Welcome back to the second part of our two-part sales enablement series on the HubHeroes podcast!  In last week's episode, we rolled up our sleeves and had a challenging (but powerful) discussion as we unpacked why most sales enablement strategies fail ... even with the best of intentions. This week, we're switching gears to talk about implementation; specifically, how you leverage HubSpot to execute and implement your sales enablement strategy. We intentionally split up these topics because, much like you can't look to HubSpot Marketing Hub isn't your inbound marketing strategy — it's the platform by which you execute a strategy you develop — you also can't look at the Big Orange Sprocket as a replacement for doing the work to create your sales enablement strategy: It can't address any trust issues that exist between your sales and marketing teams. It can't tell you what sales enablement content you actually need.  It can't architect what your sales enablement content library should look like.  It can't tell you exactly what playbooks you need to create within the tool or how to use sequences. However, once you have that baller sales enablement strategy baked out and ready to rock, the sky is the freakin' limit when it comes to leveraging HubSpot to make sales enablement a reality. Because if you think only HubSpot Sales Hub has you covered when it comes to serving up the sales enablement goods, hoo boy! You have so much to learn, my friends.And that's exactly what this episode about. If you're a HubSpot user — or you're thinking about how HubSpot can help you with sales enablement — this is the episode for you. Here's what we cover in this episode ... At a high level, what do companies need to be thinking about when they're evaluating how to leverage technology solutions (like HubSpot) for sales enablement? What are the ways in which companies can use HubSpot for their sales enablement means that go beyond what some might consider to be the "obvious" tools in the HubSpot Marketing Hub and Sales Hub? Why are documents one of the most powerful ways to maximize your sales enablement potential with HubSpot? What are the top sales enablement tools that you should be looking at in the HubSpot Sales and Marketing Hubs? What are the most common mistakes folks make when implementing a sales enablement strategy with HubSpot? ... and much more! YOUR ONE THING FROM THIS EPISODEIt doesn't matter if you're entirely new to the HubSpot ecosystem or if you've been using it for years. If sales enablement is a pain point or a focus area for your business, I guarantee you're barely scratching the surface of what the Big Sprocket can do for you. Of course, like we talked about extensively last week, HubSpot is not a replacement for your sales enablement strategy. But with the right one in place, you have countless tools and tactics at your fingertips within HubSpot to make it happen. Make sure you check out the HubHeroes special offer at Inbound Back Office offer at https://www.inboundbackoffice.com/hubheros

Gather 'round the HubHeroes campfire, everybody! It doesn't matter you're already using the HubSpot Sales Hub or you're on the fence about whether or not it's the right fit for your company's revenue objectives, this episode is for you. HubSpot Sales Hub is the powerful CRM and sales automation twin to the big orange's marketing platform – and we've brought the one and only Kyle Jepson of HubSpot Academy on the show this week to talk through everything you need to know about using HubSpot for your sales efforts.Because if you think the HubSpot Sales Hub is just another ho-hum CRM kid on the block, you couldn't be more wrong.IN THIS EPISODE, YOU'LL LEARN ... What is the HubSpot Sales Hub really? Is it more than just a CRM? (Spoiler alert, it's wayyyyy more than a CRM, although the CRM is pretty sweet!) How the HubSpot Sales Hub makes the dreaded – and all too common – sales team CRM adoption problem so much easier. How you can use the HubSpot Sales Hub to not only streamline, but also create powerful visualizations of your sales process in action. The top HubSpot Sales Hub features every business must know about – because even if you have it already, you likely haven't heard of a few of these!  Why Kyle's favorite HubSpot Sales Hub tool is playbooks, and how you need to start using them immediately if you aren't already .... Why if Max had to ask one HubSpot Sales Hub feature to prom, it would 100% be deals-based workflows. The most common HubSpot Sales Hub mistakes companies make. The ongoing content battle between our very own Max and Kyle! And much, much more ... 

Wir von Takeoff empfehlen die Hubspot Plattform fast allen unseren Kunden. Nicht nur unsere Inbound Marketing Methode "They Ask - You Answer" funktioniert bestens auf der Basis von Hubspot, die Software kann noch einiges mehr. Es gibt viele Marketing Automation Tools, doch keines davon hat uns so überzeugt wie die Hubspot Plattform. Mit Marketing-, Vertriebs- und Servicetools kann Hubspot die Customer Journey so abbilden, wie es kaum eine andere Software bewerkstelligt. Dafür kostet sie allerdings auch. In dieser Folge dreht sich alles um die Kosten und den Mehrwert von Hubspot. Takeoff CEO Martin Bredl und Hubspot Experte Anton Schendl schlüsseln die potenziellen Kosten auf, und erklären in dieser Episode, was Hubspot leisten kann.Dabei widmen wir uns folgenden Themen:→ Wovon hängt es ab, wieviel Hubspot kostet?→ Was bekommt man bei Hubspot für sein Geld? Wo liegt der tatsächliche Mehrwert?→ Wie Hubspot bei Geschäftsentscheidungen unterstützt→ Was Hubspot mit A.I. zu tun hat Mehr zu takeoff: https://www.takeoffpr.com/Mehr zu Hubspot:https://www.hubspot.de/ 

Ever wonder what you get when you sign up for HubSpot Sales Hub? Now you don't have to! HubSpot Account Manager (and resident HubSpot expert) Hunter, is here to break down exactly what is included in HubSpot Sales Hub, from starter to enterprise. 

Welcome back to From Vendorship → Partnership, Season 2: Seller's Journey! Our guest this week is the one and only Mark Roberge: co-founder at Stage 2 Capital, author of the best-selling The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales. To say the least, Mark has a ton of incredible sales insights to share (way more than we could cover in 20 minutes!) Subscribe for more content like this, and check out the Stage 2 Capital Accelerator that Mark mentions in the episode. About Mark: Mark Roberge is Co-Founder at Stage 2 Capital, the first VC fund run and backed by go-to-market executives. He is also Senior Lecturer at the Harvard Business School. Prior to these roles, Mark served as Chief Revenue Officer at HubSpot where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark is the author of the bestselling book, The Sales Acceleration Formula, and has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures.

Want to grow your personal brand on LinkedIn? Secure your spot in the September cohort here. Seating is limited! In this episode, Matt chats with Brian McVicker about the sales frameworks and how he has become one of the most prolific sales leaders in the industry. Brian is the VP of Sales at Payroll Network. He is an award-winning and record-setting sales professional. He has reached the highest level of achievement as both a leader and an individual contributor in multiple organizations. They talk about the following and more: Brian's Five P Framework for Sales Success How to grow a sales machine The "quarters in the cushions" you are currently missing How to determine what niches you should focus on More! Subscribe Now! Apple | Google | Spotify Enjoying the show? *Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve. *Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message *Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters About Brian Brian is a dynamic, award-winning leader with extensive experience building high-performing sales organizations. As VP of Sales for Payroll Network he hired and trained the sales team while leading the integration of HubSpot Sales and Marketing Automation and CRM systems, resulting in explosive revenue growth. Personable and empathetic, Brian is adept at building trusting relationships and facilitating collaboration with cross functional stakeholders, especially his marketing colleagues. By closely aligning sales and marketing, while adopting an automated digital sales and marketing strategy focused on niches, Brian has helped transform company culture and exceed sales objectives. As a field-relevant leader, Brian coaches his team to follow a methodology he perfected as a top-performing individual contributor. He is a graduate of York College of Pennsylvania. --- Send in a voice message: https://anchor.fm/payrollin/message

HIGHLIGHTS02:28 Growing in people leadership with Apple and joining HubSpot09:10 Embodying people leadership and paying it forward10:52 Mindset shift: From working for someone to serving your people13:09 Leading versus selling: Proactive versus reactive16:36 Servant leaders set intention, write them down and have boundaries19:54 Measure success: Set priorities and know your team's goals25:49 Leaders teach positive habits through repetition28:43 Bouncing back from setbacks and having conversations about change36:40 Be okay that change can be uncomfortable but goals make it worth it38:37 Leaders with a human touch inspire their organizations42:24 Connect with KellyQUOTES27:06 "What I see a lot is new leader step in, and they forget that not everyone has those habits. And it's not always a will thing. Often it's a skill thing. with, we need to teach them their role as a leader is to teach those habits... They need to do a lot more repetition."30:14 "Okay, I had a bummer quarter. I could look at that as like a big, hairy goal. How do I break that down to say, okay, well, what would a better quarter look like moving forward and how does that translate into what I'm going to do today? What is the behavior I'm going to do today to make that outcome?"34:00 "Oftentimes resistance to change comes from lack of understanding or from sometimes overestimating the amount that is changing. And so I think taking the change and creating clarity in what is changing and, just as importantly, what isn't changing is really important for people."35:53 "It's so important to figure out how you feel about it, be part of the conversation, be authentic. And also, if things are objectively crummy, like if a change is negatively impacting someone, I think it's okay to acknowledge that." 41:18 "It's not even a big losses. It can be micro losses, but winning and winning in a sustainable, repeatable, predictable way is a product of reflection and commitment to the process. And I don't think that you get there without some kind of loss or some kind of hardship."You can learn more about Kelly and ask her about available positions in HubSpot in the links below.LinkedIn - https://www.linkedin.com/in/kellycbrooks/Website (Hubspot Careers) - https://www.hubspot.com/careersIf you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - Jordan@MyCoreOS.comTwitter - https://twitter.com/jbenj09

This edition we dive into: •The relief of single, simple steps •HubSpot blocking knowledge base listing pages (not articles) •HubSpot Email Health Report tips (selecting by Subscription type) •HubSpot Sales reports •HubSpot Rotate Owner Workflow Action (and quick tip) •Avoiding the flight to tactics temptation •HubSpot Password Security reset date setting •Is it still worth it to create content on our sites? Full show notes available at: www.hubshots.com/episodes/episode-260 Recorded: Monday 13 September 2021 | Published: Friday 17 September 2021

In this episode, Paul and Fab riff on sales processes and HubSpot. Often the sales process implemented in the CRM ends up being a list of tasks and to-dos. Your CRM is only a tool. Your sales process is the strategy you want to deploy to attract, find and engage new clients. This strategic effort is made up of three parts. If you're struggling with your sales process, you'll want to listen to this. --- Send in a voice message: https://anchor.fm/sales-marketing/message

Tu veux augmenter le revenu de ton entreprise ? Bien sûr ! À un certain moment, tu as besoin de différents logiciels pour le faire... CRM, outils marketing, logiciels de service à la clientèle. Il existe plusieurs options. HubSpot en est une. Pourquoi c'est l'outil qu'il te faut? Outil intégré Outil qui te permet d'y intégrer ton processus Outil qui évolue avec toi et ton entreprise... Lors de cet épisode, Louis Chaussé et moi partageons ️nos avis sur HubSpot Marketing, HubSpot Sales et HubSpot CMS. --- Send in a voice message: https://anchor.fm/fabcalando/message

Welcome to HubShots Episode 229: How To Improve Your Sales Results using HubSpot Sales Professional This edition we dive into: • Deal stage, task, and lead rotation automation • Sales analytics • Record customization • Required fields • Custom reporting • Sequences • 1:1 video creation • Smart send times • eSignature Full show notes available at: www.hubshots.com/episodes/episode-229 You can listen to this episode of the show here. Did a colleague forward this episode to you? Sign up here to get yours every Friday. Please forward this on to your work colleagues. Recorded: Monday 30 November 2020 | Published: Friday 04 December 2020

There has been so much talk about the value of a college degree today vs yesterday. Everything from Google distributing the higher system to defining how to land your dream job today. Tune in to get some Insight from a HubSpot sales guru. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/thespincycle/support

"Sales is one of the toughest jobs. If you can do that, you open up a lot of doors." - Jonathan Greenberg in today's Tip 613 How about you? What's your story? Join the conversation at DailySales.Tips/613 and learn more about Jonathan! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

In the fourth episode of PodSpot, the unofficial UK HubSpot podcast, Matt Wood, Digital Strategist at Karman Digital, talks with Jon Pittham, Managing Director at Karman Digital. Together they discuss sales tools, describing how HubSpot's sales features can revolutionise salespeople's capabilities.   Formerly hosted by ClientsFirst.

We were lucky enough to be joined by two HubSpot heavyweights—Dan Tyre, director of Sales (and one of HubSpot's earliest hires), and Sophie Salzman, Principal Channel Account Manager (and Channel Account Manager of the year). Salzman and Tyre are very near and dear to our hearts, as Salzman is our Channel Account Manager, or CAM, and Tyre is currently working with our Chief Growth Officer Bryan Koegel in a number of HubSpot boot camps. The two provide background on CAMs, sales at HubSpot and detail the training resources they make available for salespeople (HubSpot specific and beyond) like training boot camps, blogs and literature. You can find Dan Tyre on LinkedIn, Twitter, his website and through email. You can find Sophie Salzman on LinkedIn and through email. Additional Links: HubSpot For Startups Dan Tyre's Blogs Always Be Closing Is Dead: How to Always Be Helping in 2020 HubSpot Bootcamps Inbound Organization by Dan Tyre and Todd Hockenberry Megaphone vs. Magnet: Why Softer Sales Approaches Reign Supreme Today 'Inbound & Down' S04 E12: Mindfulness, With Special Guest Jordan Benjamin If you enjoyed this podcast, please subscribe, share with your friends and rate and review on Apple Podcasts and Podchaser. If you have a question or suggestion for future episodes, send an email to inbound@moreycreative.com. Don't forget to subscribe to the 'Inbound & Down' Question of the Day for a daily email containing a multiple-choice question on topics such as Inbound, SEO, design, agency life, and more! Subscribe to Grow For Good™ wherever you get your podcasts to be notified when future episodes drop. This episode is sponsored by HubSearch. Learn more online at hubsearch.com/podcast

Sales Hub Product Feature: 3 Steps to Frictionless Selling. In this interview, we talk to Inbound 19 speaker Lou Orfanos. We talk about #INBOUND19, Sales Hub, Sales Friction, and so much more.

The following experiment shows how using HubSpot’s sales tools correctly can help sales reps redirect 30 hours a month back to selling and building relationships. These days, the line between jargon and effective business communication is razor thin. When you are running a fast-paced business, the language you use can bring clarity. However, words can also add confusion. If you have ever tried explaining your job to a friend or relative who is not in your industry, it quickly becomes apparent that we cram too much meaning into business terminology. For instance, take the following terms: “Sales enablement” “Lead generation” “CRM” “Marketing automation” “Sales tools” “Lead management” “Sales efficiency” If I asked 10 executives in my network to define each term, I would get 10 different answers for each. In addition to business terms meaning different things to different people, marketers have dulled the meaning of business terms so that one term can cover a broad range of business functions. When you read the terms above, it’s easy to assume their meaning without ever needing to understand the nuances of each strategy and how to implement them successfully in your organization. “Of course, I want more lead generation.” “Of course, my team needs a CRM.” “Of course, marketing automation is important.” “Of course, my sales reps would benefit from the right sales tools.” “Of course, my company needs a lead management process.” We are all in agreement that busy people demand concise language. However, this attempt to sum up a business function in a couple of short words leaves the conversation at a surface level without ever getting to the heart of how to use these tools and tactics to grow your business. Moving The "Sales Tools Conversation" From Theory to Real-Life I am in the business of making a big impact on companies and their employees. General use of business terms, such as  “We will work on sales enablement,” or “Let’s use our CRM to grow faster,” is not enough. When most people first hear about the HubSpot Sales Tools, they think, “Those sound cool.” This initial reaction is often a major factor in selecting the HubSpot CRM and sales platform. However, implementing the HubSpot Sales Tools and getting your sales team to use them is a different story. I talk to HubSpot customers every week that have access to the HubSpot sales accelerator tools, but are not using them. They are either unaware of how using these tools could benefit their company, or are simply choosing not to use them. I could share my Hubspot story with these clients until I am blue in the face, but it still would not enact change at some organizations. So, I took a different approach. I collected real data. We Ran A HubSpot Sales Tools Experiment To get this data, my team and I at Small Marketing Teams did an experiment!   We wanted to know how meaningful the time savings was from just TWO of HubSpot Sales Tools: task queues and email templates. We Started With A Common Sales Rep Scenario Sales reps have to handle a lot of different types of communication - from prospecting and re-engagement to proposals and follow-ups. When a new marketing or lead nurturing offer is created, the marketing team will send the content to most of your company’s list. However, for the leads and opportunities that are engaged with a sales rep, you don’t want marketing interfering with the relationship and messaging that the sales rep is establishing. For leads they are working, sales reps often distribute new content offers themselves. Having sales reps distribute new white papers, invitations to webinars, and other relevant resources is also a common practice in account-based marketing, where there is a small number of target accounts. To normalize this scenario for our experiment, we sent five contacts that we are engaged with a personal invitation to an upcoming webinar training we are hosting. Testing Two Approaches to Sales Productivity The experiment was simple. We compared the amount of time it took to send five emails to contacts using two different productivity approaches. First, I created and sent an email to each of the five contacts inviting them to the webinar. I manually sent them using the HubSpot CRM, but I could have typed these emails in any CRM or email client. I located each contact in the CRM. [CLICK] I opened a new outgoing email. [CLICK] I typed a subject line. [TYPE] I wrote the email. [TYPE] I inserted the link to the webinar. [CLICK] I proofread the email. [READ] I clicked send. [CLICK] I used this approach for each email to all five contacts.. Next, we sent five invitations to the aforementioned webinar using the task queue and email template tool built into HubSpot’s sales platform. The five contacts were already in a task queue and the email copy was in a HubSpot sales email template. All I did was click start on the task queue before I: Opened a new outgoing email. [CLICK] Selected the template I want to send. [CLICK] Personalized the first sentence of the email. [TYPE] Proofread the email. [READ] Clicked send. [CLICK] After I clicked “send” on the email, I merely clicked “next” in the task queue and HubSpot took me to the next contact in the queue. The Results Of This Sales Efficiency Experiment Before you read the results of this HubSpot sales automation experiment below, take a minute to make your best guess as to the time it took to: Send 5 emails to contacts by writing and sending each email individually (Sales Productivity Approach #1). Send 5 emails using HubSpot’s email template and task queue feature (Sales Productivity Approach #2). Now on the findings of our test… If you look carefully at the series of steps for each approach outlined above, you’ll see that in addition to more overall steps, the manual approach (#1) included more thinking and typing than the approach that utilized the tools in HubSpot’s sales platform (#2). More Clicks With Less Thinking and Typing This experiment highlights the speed in which sales reps can interact with leads, and therefore, bring significantly more leads through the sales process. Sales Productivity Approach #1 Total time to send 5 emails: 13 minutes, 29 seconds Sales Productivity Approach #2 Total time to send 5 emails: 3 minutes, 49 seconds By using only two tools inside the HubSpot Sales platform, I saved roughly 10 minutes when reaching out to five contacts via email.   The Major Implications for Sales Teams This “5 email” task was chosen because the activity of emailing leads is very common among salespeople. From these results, you can easily see how choosing the more efficient approach can impact a sales rep's day, week, month, or quarter. If you are an SDR or a BDR… This means you are prospecting for new opportunities or qualifying new inbound leads. Assume you are working 200 leads at one time. Also, assume that you reach out to these 200 contacts once per week. Leveraging “Sales Productivity Approach #2” would save you 6 hours and 40 minutes hours a week. That gives each sales rep back: 30 hours each month. 120 hours each quarter. 480 hours in a year. If you are an account executive being fed opportunities by your SDR or BDR... This means opportunities are turned over to you once they have been qualified. Assume you are working 20 opportunities at once with an average of 3 contacts each. Also, assume that you reach out to these 60 contacts once per week. Following “Sales Productivity Approach #2” would give you 2 hours back a week. That comes out to: 9 hours each month. 27 hours each quarter. 108 hours in a year. If you don’t have an SDR or BDR layer in your sales organization… This means you cover the sales process from initial connection to close. Assume that you are working 60 leads at once. Also, assume that you reach out to these 60 contacts twice per week. Utilizing “Sales Productivity Approach #2” would give you 4 extra hours a week that you can redirect back to selling. That is: 18 hours each month. 54 hours each quarter. 216 hours in a year. If your situation is slightly different, this model gives you the data and framework to build assumptions specific to your organization. The Takeaway for Executives, Marketers, and Sales Leaders Your sales team is performing at its current level using their current process, habits, and tools. According to widely-published sales efficiency research, most sales reps only spend 2-3 hours per day on selling activities. The rest of the time is spent on CRM, data entry, and admin activities. How would your company’s sales performance change if you could give your sales team an extra hour or two of selling time each day? If your sales managers can translate those “found” hours into productive selling time and not watercooler hours, it can have a significant impact on your company’s growth. Ultimately, this time saving translates to 30-50% more sales conversations, demos, proposal calls, or negotiations. How To Take Steps Toward Improving Sales Efficiency If you use HubSpot, make sure your team is using the tools inside the sales platform. Also, make sure your lead management process and sales tools are set up correctly. If you want guidance on how to train your sales team or set up your sales process in HubSpot, ask me about a free consultation today. . If you don’t currently use HubSpot’s CRM and sales platform, find similar sales productivity tools that work with your CRM. The integration and data won’t be as tight, but you’ll be able to gain some efficiency. The bottom line is that when you fully adopt processes and tools to create more “selling hours” in the day, you have a competitive advantage. However, neglecting to arm your sales reps with time-saving tools to help them touch more prospective customers without losing any personalization puts your company at a disadvantage (from which it can take years to recover). Your Turn… Do you have any quantifiable data around how HubSpot’s sales tools have made your sales team more productive?

In this week’s episode, I chat with George B. Thomas about his YouTube channel HubSpot Sprocket Talk. About George The HubSpot Sprocket Talk channel is dedicated to bringing you Hubspot tutorials, updates, and interviews. We dig deep into the HubSpot Marketing, HubSpot Sales, and HubSpot Services Hub tools to help you achieve more ROI with your HubSpot account. Connect With George Here: YouTube Channel Twitter Instagram Support the show on Patreon here for day-to-day interaction with myself and the community on discord. Subscribe to my new Podcast “The Entrepreneurs Minute” here! Links Discussed In This Episode Canon 70D – A Fantastic Camera at a great price. TubeBuddy – A tool that makes your YouTube Life EASIER and Helps grow your channel. AudioHero – A Fantastic source for copyright free music to use with your content. The Netflix of AUDIO. Use our Code CREATOR at checkout for a special promotional price. Screenflow — A fantastic Screen Recording software for Mac to create beautiful screencast videos. Adobe Audition — Audio editing software. AudioBlocks – A Fantastic Resource for royalty free music. Support The YouTube Creators Hub Podcast Here: If this podcast is bringing you value SUPPORT THE SHOW AT THE FOLLOWING LOCATIONS: TubeBuddy – A tool that makes your YouTube Life EASIER and Helps grow your channel. Patreon – Get Your Channel Featured On The Show AND Acess to an exclusive YouTube Creators Facebook Group AudioHero – A Fantastic source for copyright free music to use with your content. The Netflix of AUDIO. Use our Code CREATOR at checkout for a special promotional price. Bluehost – If you need a website use this link to get a free Domain Name and a great deal on hosting.

Welcome to Episode 155 of HubShots! Welcome to HubShots, APAC’s number 1 HubSpot focussed podcast, where we discuss HubSpot tips and tricks, new features, and strategies for growing your marketing results. This episode we look at a recap of what is inbound sales, importing contacts from your phone into HubSpot with a couple of clicks, prospect insights and contact lead intelligence. Full show notes available at: https://hubshots.com/episode-155/ HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. Subscribe to our YouTube channel here: https://www.youtube.com/channel/UCD3Uo4X-IxPJLE8ygPDQhNQ Join the Facebook group here: https://www.facebook.com/groups/hubshots/ Follow us on Twitter here: https://twitter.com/hubshots Follow us on Instagram here: https://www.instagram.com/hubshotspodcast/ Recorded: Thursday 18 April 2019 | Published: Friday 3 May 2019

Sales software savant, Doug Davidoff, joined us on Ground Up to discuss the 37 (yes, 37!) features of HubSpot Sales Enterprise.

What does it take for a company like HubSpot to double its website conversions and inbound call volume, increase demo requests by 35%, and increase product sign ups by 27% This week on The Inbound Success Podcast, conversion copywriting expert Joel Klettke shares the process he used, along with a team from HubSpot, to achieve such remarkable results. Known as "the guy who 2x'd HubSpot's conversions," Joel is a world renowned conversion copywriting expert and the founder of Case Study Buddy. Listen to the podcast to learn exactly what Joel and the team from HubSpot did and get specific takeaways you can use to improve the copy on your site and increase conversions. Transcript Kathleen Booth (host): Welcome back to The Inbound Success podcast. My name's Kathleen Booth and I'm your host. This week, my guest is Joel Klettke. Joel came to the podcast via a casual mention at first by Ian Cleary who was on a few episodes ago. And Ian, for those of you who don't know, is the founder of RazorSocial and OutreachPlus, and a well known marketer and keynote speaker. He happened to mention the great work that Joel did at HubSpot and then lo and behold, Andy Crestodina, one of our past guests as well, commented, "Joel, you should come on the podcast." I love when this happens! So Joel, I'm so excited to have you on and I love that you came via Andy and Ian. Welcome to the podcast. Joel Klettke (guest): Yeah, thanks so much for having me. I'm really pumped to get a chance to chat with you. Kathleen: For my listeners, Joel is a conversion copywriter who has worked with some incredible brands and gotten really great results. I already mentioned that he did some work for HubSpot. He's also worked for WP Engine, which is a platform that we love here at IMPACT, InsightSquared and others. He is also the founder of Case Study Buddy. So Joel, I could probably talk a lot about you - you've got a long and interesting resume - but I'm going to ask you to tell the audience a little bit about yourself. Joel: Yeah. I mean, the quick and interesting, hopefully interesting version, is that I got my start kind of fresh out of business school. I knew more about the type of place I wanted to be than what I wanted to do. I sort of randomly found my way working agency side doing search engine optimization (SEO) and that was my whole world for about five years. I really enjoyed the analytical side of it, but always had this sort of passion for writing. I just never thought there was a job in it for me. I didn't want to be an author and that whole world of kind of writing websites and landing pages wasn't on my radar until I started working on them for SEO and went, "You know what? Someone's got to write these. And it's not enough that they get found, they probably have to convert people." And so little by little, over time, I got to pick up more of those types of projects. And in 2013 I went out on my own focusing mostly on the content pieces at that point - so blogs and E-books - and then kept getting deeper into this conversion stuff and it finally became my whole focus by 2015. So I've been doing it since then working with a lot of cool companies like you mentioned - HubSpot and WP Engine and InsightSquared - to get more customers to convert. And then about two years ago, I saw an opportunity to build a business product. I was kind of working on making case studies available to these awesome agencies and software companies. This was an area I saw them really struggling in, struggling to capture these stories, share them, how do you use them. And so I saw an opportunity and created Case Study Buddy. I've got a team and we've been kind of stealthily moving along and this year it's becoming increasingly part of my focus. Kathleen: I think it's really interesting what you're doing with Case Study Buddy, because having been in this business for a long time and owned an agency and worked with just a ton of different companies, case studies seem to be one of those areas where we as marketers really phone it in. Like, there's this formula like "This was the challenge. This was the solution. They came to us, and here's what we did, and here's the results." It's that three part formula and I think we feel like as long as we're following the formula we can say, "Check! I did a case study." I have to believe tremendous opportunity to innovate in that area because we know from experience that case studies are of huge interest to different audiences. Everybody wants to see examples of your experience. They want to see the proof that you know what you're talking about. But for something that that is so valued by the consuming audience, it's amazing how little effort we put into them. Joel: Yeah, absolutely. I mean, it's funny too, because it is formulated. People always say "Well how hard can it really be?" and they go off and they slap these things together, but they don't realize that there's so much to capturing a story worth telling. And then telling it in a way that's worth reading. Even though the "problem - solution - results," yes, that's always going to be the heart and soul of it. But what's different, what's interesting, is how you tell that story and how you bring in the customer and how you weave it all together. And then increasingly too, how you use it. Where and how you wield that proof to make it useful. So a lot of companies, the big problem, once they have a case study is it gets relegated to a little resources section. And maybe sales pulls it out once in a while, but they don't have a plan for it. Both in the creation side of things it kind of gets overlooked or neglected or slapdash, and then in the actual using it, we're kind of like, "Well, okay. We'll email it out." Then we're yelling, "We have it and resources section, good work for us." And that makes me sad, because case studies are the one content asset that can play across the entire funnel. From acquisition, to nurturing, to upsells, to retention -- you can use them everywhere, but we don't. And so that's why I'm so excited about that space. Kathleen: Oh, I love it. Well before we dive too deeply into case studies, I really want to talk about the work that you did with HubSpot. Because as I mentioned, this came up when I had Ian Cleary on as a guest and I don't remember the context of exactly what we were talking about, but he was like ... he didn't even mention your name. He said, "There's this guy who was at HubSpot and he 2X'd their conversions." And it was so funny because HubSpot is a company that is known for being good at maximizing conversions. Like that's what they're all about is lead generation. And so, to know that there was an outside expert who came in and helped HubSpot take it to the next level - that immediately caught my attention and I was like, "Ooh, who is this guy?" And that was when I think it was Andy who chimed in and said, "That guy happens to be Joel." So, I would love to hear this story of what you did at HubSpot. We could start with what was it? Problem-solution-results or you tell a story that makes it interesting. Joel: Yeah. Well, before I dive into that piece, I want to make one thing really clear, because I love the fact that people are talking about it. This was such a rare opportunity to come into a situation and work with a company who is known for their lead gen. I want to make sure people understand that this is not something that I did alone. There's a great team there. People like Pam Vaughan were really instrumental. Austin Knight who was doing their design at the time was so instrumental. So this was definitely a team effort and I couldn't have done it alone. And it was a fantastic kind of case study, I guess, as we'll dive into here, in what can happen when you've got a whole team of people committed to doing this and committing to getting it right. So with that as the backstory, I want to kind of lead up into how this happened. So I had known Matt Barby for some time outside of that context before he was even at HubSpot. And so Matt and I had kind of chatted on Twitter during my agency days and we just continued to have a casual friend relationship. When Matt went into HubSpot, something he identified really quickly was despite the fact that yes, they are known for lead acquisition and they're quite good at this whole inbound mentality, he saw opportunity for them to grow. Opportunity for someone else to come in and objectively look at what they were doing and make some recommendations. And so because he'd followed me along, he knew where I was at in my career, which was I was working with one or more software companies on this type of thing. And so we decided, "Okay, well, we don't have buy in for the full project from the outset." You can imagine that for a company like HubSpot, they've got this brilliant team and there's a lot of moving pieces. So we thought, let's just focus on doing one section at the beginning. So originally, I got to work with Matt on revamping the CRM page. So just that product. What I introduced there with Matt was a very customer driven approach to writing copy. Customer driven research. So we were doing things like running a customer survey. And we were looking at things like, when people talk about the CRM out in the wild, what are they saying? What benefits are they mentioning? What pain points are they saying that it solved? And how does that stack up against how the company itself is talking about things on this CRM page? And so as we dug into this customer research, and as we pulled in the data from these surveys, we learned a lot of things. We learned, for example, that there was some language customers were using about the outcomes they achieved that we could pull in and we could put into the headlines. We learned that the things that the company thought was really important as far as features to be emphasizing, didn't necessarily align with what customers thought was important and the features they wanted emphasized. So, we revamped that landing page, saw positive uptake and that was the buy in that Matt needed. So, from there, I got a chance to be brought in for the whole big website project, which as you can imagine was a big endeavor with a short timeline. HubSpot wanted to have a brand new site ready for their INBOUND Conference. So our timeline was about 2.5 to three months to do the whole thing. Kathleen: What? Joel: Yeah. Kathleen: Oh, my God. Joel: Yeah. And that's why I say, you can imagine it took a village. I cannot pretend like I just was the hero riding in on the white horse. It took everybody being committed, and Kieran Flannigan and all those guys were there and present and so instrumental. I want to break down the process we used a little bit more to get the result that we got and how we did this on a scale. We took what we did with the CRM page, but we took it some steps further. So what we want to do when we're working on conversion copy, you can only sell to a customer you really understand. Everyone talks about understanding your customer but hardly any companies actually put the rubber to the road and do what it takes to do that. So again, we had a tight timeline, but thankfully HubSpot has got a huge customer base. So we ran some surveys to learn about how people were using it, whether or not they understood what the products could do for them and what the role of each was. HubSpot had recently split into these three products and the historical perception was that it was one thing. It was just HubSpot Marketing, but now they had HubSpot Sales and HubSpot Marketing and HubSpot CRM. And these are just different products. So we looked at customer surveys, and we asked questions like "What was going on in your life that led you to look for this solution?" And then we asked "How do you use this solution day to day?" to get them talking about the problems they solve with it. And then we got them to force rank the different features of the products they used by what was most important to them, again giving us a hierarchy for how we organize the page so people see that. The second kind of interesting thing we did that I always, whenever I give a talk on this, I always recommend companies do because it's so easy and it can be free, is we made sure that we went and looked at their chat logs. You can launch chat on your site tomorrow. It's dead simple. A lot of people are hesitant, because they're like, "Well, I can't monitor it 24 hours." You don't have to. Just make yourself commit to making yourself or your team available to do chat for a two week period and I promise you're going to be tempted to continue. After that point, you're going to want to make it a priority. But we looked at their chat logs, and we were looking for questions that came up again and again. Because those questions would be the things that the copy of their website wasn't doing a great job of answering. So if people are constantly asking questions like, "Which of the three products do I need to accomplish X?" Kathleen: Yeah. Joel: We found out really quickly that there was some confusion in the market about which product was right for each and how they interplayed and that sort of thing. So we started getting some insight into where people are at, what awareness level they're at, and what they're struggling with. We took all that information, combined it with the survey data and then worked closely with the internal HubSpot team and Austin -- as I mentioned, just probably the best UX designer I've ever had the privilege to work with -- and we started revamping the pages around addressing customer questions, around addressing features and benefits in a hierarchical way that met what the customer wanted to see and needed to see first. And then probably the most impactful thing we did, and I think it's still live on the site to this day (as you can imagine HubSpot's continually evolving) was we found some great language for talking about the way that their new tool suite worked. And so that's where the lines like "HubSpot tools are powerful on their own and even better together" come from. And we started being able to break down what each one was for and the benefits of each and then once you combine them, how they work well together. So clarity just went up and up and up. People started to finally get the picture of what HubSpot is today. Kathleen: That's really interesting. Let's go back to how you gather data because what I find interesting is you had a 2.5 to three month time frame for this massive website redesign. And having been through enough of these projects, I mean, I know that lots of people would hear that and it would feel like their hair was on fire and they just had to start writing and building pages from the day that the project began. But you guys stopped and slowed yourself down and did some homework. What I think is really interesting is not only did you do the surveys, which I feel like there's definitely people out there who do that, but I love the notion that your data already exists and you can find it by looking at the chat logs and looking specifically at the questions. Were there other existing sources of data that you drew upon? Joel: Yeah. Kathleen: And how long did this research process take? Because I can imagine you were under pressure to get it done pretty quickly. Joel: Yeah, really, really great question. I talked about surveys already and when you've got the customer base of a HubSpot, you can do that really quickly. But I should mention, you don't need 2,000 responses. Our threshold online is if we can get 1,000 or sorry, 100 really good responses. After that, you start seeing kind of diminishing returns. Chat logs were available to us, but other places that more companies who aren't at HubSpot's level can go are things like your testimonials, your reviews, and your case studies. We talked to sales. We interviewed their internal team. We asked sales and support, like, "What questions do you get all the time? What do you find yourself constantly having to explain that you wish you didn't have to constantly explain? So, myself and Josh Garofalo -- who I brought into the project to help me kind of cover the huge scope of it, because I couldn't possibly write all the pages alone -- interviewed that internal team. Often what our role becomes or what my role becomes in projects like this, is I'm unifying departments. Because they're all great at their own thing, and they all understand their own area, but sales might not have talked to customer support in a while. And marketing might not have talked to sales in a while. We can pull all these perspectives together, and then present to them and say, "Here's where you guys are actually at and where you're creating problems for the other side or where they're having an opportunity that you're not capitalizing on." So talking to your sales team, looking at existing reviews and testimonials to see what are these people already talking about, how are they talking about it -- those are existing data sources that are already there. One thing I want to drop as well. If you don't have a lot of these, go look at your competitors. And positive reviews are one thing for them, but go look at their negative reviews. Because those are things that you can exploit and position yourself against. So if, for example, people are saying, "Well, this solution is really slow and clunky." You can emphasize that you're agile and fast and easy to use. So by getting kind of a landscape of what your competitors struggle with, it also helps you understand how you can position yourself against them. Kathleen: That is a great idea. It's interesting because I feel like a lot of companies do the opposite, which is they look at the competitors but they look at the competitor websites. And they look at what the competitors are saying they do, as opposed to looking at what the customers feel that they don't do well. The result, when you look at your competitors and try to emulate them, is everybody starts to sound the same. Joel: Totally. Kathleen: And that actually suppresses conversions instead of improving them. Joel: There's this crazy fallacy that companies have that somehow their competitor knows what they're doing. They don't. I've written for the competitors. I've come into situations where I have written for both sides, the people being evaluated and the people being ... Often they're starting from the same point. Every company is just trying to figure it out. Just because someone launches a timer on their homepage, they didn't necessarily do that because it works. They're just trying stuff to see what works. Kathleen: They're throwing a bunch of darts at the wall to see what sticks. Joel: Completely. I would say more companies don't know what they're doing than really do, because why I'm so excited about conversion optimization and conversion copywriting as a whole, is I very much see what I'm doing now as in the same vain as where SEO was eight to ten years ago or inbound marketing was five to eight years ago or whatever it might be. It's still so young and so much opportunity and companies are waking up to the value of this. The tools are getting cheaper, the methodology is getting very defined. It's a fantastic time for companies to start thinking about this and to be moving ahead because we're getting to the point where if you're not, your competitor is. But there's still so much time to move and be the first to really measure and test and do this well. Kathleen: Oh, I couldn't agree more. CRO, conversion rate optimization, there's so much buzz and interest around it but there are so few people who really can claim to be experts in it, with true experience. One thing I want to talk about... so we start with all the homework you need to do before you can even sit down and put pen to paper or virtual pen to paper, however you decide to do it. Then there's really understanding the audience. There's the insights that come out of that. Obviously what you've talked about is to truly write for the audience but are there also certain universal truths or rules in terms of either how you structure copy on a page? I'm thinking of Joanna Wiebe who has her "problem-agitation-solution" formula or certain words that you should or should not use. Are there those universal truths out there that we should know about? Joel: Yeah. You know, everybody wants there to be this formula or this code. Plug in X, get out Y, but I think even Joanna would tell you the PAS, the problem agitation solution, that's a fantastic framework that can do brilliantly in some contexts and miserably in others. Joanna uses it all the time for emails and email series and that kind of thing. It works great. Let's put it in this context. There's different stages of awareness. So, if your customer already knows your brand and they already know they're sold on you, then a problem-agitation-solution format is just wasting their time because all they want to know is the deal. So, they just want to see okay, $50 off, boom. I know the deal. I know the value. I'm there. So, for that audience, a different formula entirely works. Whereas if someone is completely ... You know, they don't understand their pain even yet, they're still coming into the point where they realize that they've got a problem, then that pain can be addressed better. But there isn't just this sort of absolute truth. I think there's guidelines, there's best practices. For example, on language, there's some misconceptions. You can go read a bunch of blog posts that say never use jargon or never use a cliché or never use an acronym. Well, even in my work for InsightSquared, their audience uses and loves and understands acronyms. If we don't use acronyms, we're the weirdo. We're the ones who don't look like we understand the niche. If there is an absolute truth that I've found, if there are things that I can say every time, 100% of the time go and do this, it's you cannot be in the business of conversion without being in the business of talking to customers and having structured, documented conversations with them. You can't do it. You can guess, you can pull levers on a wall, you can change button color aimlessly, but you can't be in the business of writing conversion copy or optimizing your copy if you're trying to cut customers out of the equation and not spend time talking to them or researching them. It sounds so intuitive, but I guarantee there are companies listening to this where their methodology right now for how they come up with new copy is to huddle in a board room, copy up with a new tagline that they all feel is clever and represents management's vision, and never talk to a single customer until it launches. So, I wish I could tell you there are frameworks for these things, but there's best practices. It's more like a journey of well, if X, then Y. If you understand this piece then try this. But there's no one black and white this definitely works or this definitely doesn't work. Kathleen: So, when you develop that understanding of the customer, at some point you do have to sit down and write. The way you write and the volume of writing you do has to also be in alignment with the actual visual design of the page. Can you talk a little bit about how you think front end designers and content creators should work together on these projects? Which comes first? The chicken or the egg? Joel: Yeah. I'm so glad that you're asking about this because this honestly to me is what made the HubSpot project successful. When you've got a timeline like that, first, let's establish that if there is an absolute, its that copy should always lead design. You cannot just pop words into a pretty picture, otherwise you may be cramming a story into a frame it wasn't fit for. We knew that. We also knew we couldn't wait for copy to be done or design wouldn't have time to do it. So, the process that we used, and what made this successful, is that what you can do is you can iterate. So, when you understand the customer and when you've got a good understanding of "Okay, they're pain aware or solution aware or brand aware," then you know okay, you can define together with design. You can say, "We know these are the types of sections we're going to need to cover. We know this is the flow we're going to need to cover them in. We don't have specific copy yet but we know right now for example, we need a hero section. After that we need about a paragraph of narrative to agitate the pain. Then we're going to need this section on emphasizing particular features that solve that pain." So, when you've got an understanding of the customer you can sit down with design. What we did is we came up with a base framework, a base wire frame for the different types of pages on the site. In some cases you can template this a bit. So, one of the people that the project could never have been achieved without was Pamela Vaughan. Kathleen: I love her. Can I just say? I have to stop you for one second. I'm a huge fan girl of Pamela Vaughan's, because I've attended a number of her presentations and as a marketer, you can go to lots of conference presentations that are full of fluff and lots of "You should do this for this reason," but not a lot of "And here's how you actually do it." She gives the most detailed, useful, actionable information of ... Probably she's in the top three of anybody I've seen present. So, that's the end of my fan rant on Pam Vaughan. Joel: No, it's well earned. I mean, literally we could not have done it without her. She wrote a huge swath of the copy that ... You know, like the individual features pages. Those were Pam's. So, we worked together to define the template for common pages and then we were able to use that same template to kind of inform. So, we started with the base wire framed together with copy and design. Design was able to go away and mock something up while copy was working on our piece of the puzzle. Then we converged together, sent our wires to design and they would make our wire frames better and send it back. So, it was an iterative, collaborative process. That's the way it has to be. I love Unbounce and I love these companies that have these templated landing pages. They're great as a starting point, but if you're switching your brain off and not defining who the audience is or what they need to hear and just picking a template because "Oh I like the way that looks," you're missing the point. I think Unbounce does a good job of educating people there. Yeah, the design piece was a collaborative, iterative thing and for anyone listening who's thinking "I want to get into conversion copywriting" or "I want to hire a conversion copywriter," look for someone who's not just going to hand you a Word doc. Learn to wire frame. Josh and I both use Balsamiq. That was a common tool of communication so writing could be on the same page as design. It's a skill that I didn't anticipate ever having to learn as a writer, and it's one I'm loving exploring because the more I understand how the design interplays with the words that I write, the more effective I can be, and the more designers are going to like to work with me. So, the two are unbreakable, and actually Austin wrote a counter piece to my piece from design's perspective, so you can go read my piece on the HubSpot blog and you can read his. You can see where we both came from and how we made it work. Kathleen: That's great. I love that you mentioned Balsamiq because my next question was going to be are there certain tools that you find are really helpful through this process? It's funny, I'm not a designer either but I've had to create wire frames. There are many wire framing tools out there. We have one that our actual design team uses. I don't remember, I think it's called Moqups and it's super detailed. It's amazing, but it's too much for me. It would be like me going into InDesign and trying to create a webpage. I like Balsamiq because it's really streamlined and simple, and for a non-designer it's a great wire framing tool. Any other tools that you have used either in that project or in other projects that are really helpful for this kind of thing? Joel: Yeah. Basically, so for mock ups and wire frames Balsamiq has been the tool that I've found easiest to use, most versatile for me. I know the platform inside and out. I've also heard really good things about InFlow. So, inFlow is another one where you can experiment with that. I'm not an affiliate for any of the tools I'm about to mention, so none of this is a paid ad but I genuinely love them. Typeform is what we constantly use for surveys. Fantastic interface. Fantastic ability to use logic jumps to show different questions to different groups, which when you're segmenting information like we were was totally invaluable to be able to just naturally do that. So, Typeform is great. For chat, the one I always recommend to companies is Drift. Drift continues to innovate, continues to do really cool things and on their basic free plan you can get your feet wet, you can control manually the hours it's live and not live so you don't have to worry about being present at four in the morning. So, Typeform and Drift. Balsamiq is really helpful. These days I've been using Hotjar to look at both heat maps and recorded user sessions and I've been really pleased taht they just announced some innovations today where they can capture more in those recorded user sessions, so that's really exciting to me. We can get a deeper look at how people are actually interacting. So, those are kind of my old standbys. Then I'm increasingly looking at Google Analytics, which you know, it's kind of people are like ... It's been around forever but people still don't have a clue the fraction of the power you can get out of Analytics. One guy that I really admire in this space who is worth following and learning from is Michael Aagaard. He just knows the analytics piece really well. I think he would even tell you, he comes by it honestly, he's not necessarily like a numbers and analytics guy but he's found all these cool shortcuts and custom reports and ways to very quickly get at data that can highlight a problem so that you can respond quickly. So, that's kind of my stack. That's my toolkit. Occasionally you'll see things like FullStory or whatever, but I think that's one thing I want to communicate, is you don't need to have tens of thousands of dollars of budget to do this type of work. You just need to have the willingness to make the most of these free or basic plans for the period that you're using them. The barrier to entry to doing this stuff is only getting lower. The tools are only getting better. So, there's really no excuse for companies to just be turning a blind eye to this and saying well it's too complicated or too complex. No way. You can start doing this stuff tomorrow. Kathleen: Yeah, you could do it all probably in Google Docs too if you really had to. Joel: Totally. I used to wire frame in Word with like tables. I mean, it's not as pretty as Balsamiq. It's not as easy to communicate, but it gets the job done. If you're going to start there, start there. Just go with what you know and evolve, but just get started. Kathleen: Yeah. Absolutely. I love all the tools you mentioned. We use a lot of those. On my team we use Drift. We have Drift on our site, so I'm absolutely going to go back and look at the chat logs after we stop talking. You know, a number of those other tools ... One of the other ones that we're huge fans of, which if you haven't checked it out you might want to, is GatherContent. It's awesome. Our content manager has hacked it in a way that when we do website pages she's able to create blocks for the different content pieces that are needed and she can add in background on personas and guidance on how it should be written. It's really cool for content collaboration. Joel: Yeah. That actually ... Kathleen: That was my addition to the list. Joel: That reminds me, there's one more. It's funny I forgot. The tool that I'm really, really excited about I haven't had the chance to use it as much as I'd like but RightMessage. Brennan Dunn launched this tool. They continue to launch all these different sub tools, but RightMessage, if you believe in conversion optimization, if you believe that this is going to be important and integral for the future, RightMessage is what comes next. It's personalization. I have yet to see a tool working harder to make that easier, working harder to make it more intuitive, to make it more accessible. So, I'm really, really excited about what Brennan and his team are doing over there. I'm trying to bake it into my proposals more often because more people need to use this stuff. Kathleen: Oh, I'll definitely check that out. Now, circling back to the project at HubSpot. You somehow got this website rewritten, you and the other team of people in this two to three month time period. The new site launched. I've heard lots of different numbers thrown around about the results you guys got. Can you break it down for us? What was the change? Joel: Yeah. I'll pull those numbers up here, but the biggest change was we effectively doubled site wide conversions. So, on the biggest broadest level across all of their conversions, we saw a doubling there.  Then, to we break down some of the more specific conversions, HubSpot started seeing two times the inbound call volume. So, not just conversions on the site. Twice as many people phoning in. They saw a 35% increase in demo requests. They saw a 27% increase in product sign ups. For a company the size of HubSpot, with the traffic of HubSpot, those are some serious, serious numbers. So, the efficacy of having customer driven copy and really a design team who cares about conversion and about telling the story the right way, and then a support team and a sales team who are open about what's working for them and how to nail that down, it all comes together to create impacts like that. Kathleen: So, I have to ask. To what do you attribute that increase in inbound call volume? Because that's an interesting stat that I was not expecting you to mention. Joel: Yeah. That one was surprising to me too. You know, if you haven't ever had Matt Barby on the program, having him come in to talk about attribution and tracking and that sort of thing I think would be fascinating. Kathleen: Oh, I would love that. Matt, if you're listening, call me! Joel: Yeah. So, I mean, Matt. Matt would be the guy to really help pin that down. Not only did we change the site, and the copy, and the way we presented their products, during this time they also started playing around with kind of a freemium model and looking at some of these more freemium-type calls, so it's possible that maybe kind of having that angle correlated with more people being willing to check it out. I really do think, though, that it was the clarity, it was the ability for people to understand on their own very quickly how the different pieces of the tool connected to feel comfortable enough to make that call so they wouldn't feel like an idiot, or they wouldn't feel they'd have to spend all day trying to just sort up with sales, getting a sales pitch on everything, they could ask more direct questions about the things they actually needed. So, that's my hypothesis, that's what I would guess. But it would be fascinating for you to have somebody on the in-house side come in. And they continue to do some really cool and innovative things, and the site's changed and grown since then, so I'm sure they'll have even more stories. Kathleen: Yeah, there's so many very, very, very smart people on that team. Joel: Mm-hmm. Kathleen: I would take any one of them as a guest. So I assume that some of the lessons that came out of that particular project, or things you have applied in other places, fast forward to today and are there certain things that you're really excited about when it comes to conversion copyrighting, or conversion rate optimization? Joel: Yeah, two things in particular. So the first is that personalization piece. With RightMessage, like I mentioned, that's becoming more possible. What I'm really fascinated by is just before, if you wanted to have different conversations with individuals, it was clunky. You had to create a whole bunch of different stuff, just even pages upon pages, and you had to really do a ton of work to try to make it happen technically. So it wasn't always possible, and I love that the bar for that is coming down. I'm really having a fun time learning more and more about how to segment and identify the differences in user groups. So, that piece, I think, is so important. It is the future of this stuff, and I'm really excited about that. For me personally, where I'm seeing the most growth for myself, this year, interestingly, I've made more off of audits and reviews than any writing. So, I still continue to offer writing, but I'm doing more and more analysis and helping companies identify what's going wrong and how they can fix it with copywriting, and UX exchanges, and things like that. So for me, what I'm excited about and continue to grow in to, it's nothing sexy, but Google Analytics. Just unpacking the power available on Google Analytics, and how to deploy that properly, and the types of things you can learn. I want to share ... I'll make it quick, but I want to share a quick story, just kind of the stuff you can learn when you're paying attention. So, I was working with a client, and I was doing a review of their site. They offer divorce packages in the UK. One of those stats we found that was fascinating to us through Google Analytics that sent up a little red flag was men converted better than women, and we know that more women initiate divorce than men. So it was kind of like, that's an oddity. Something is amiss here. So, long story short, through Google Analytics, a combination of looking at Google Analytics, the times people were actually on the site, combined with chat logs to learn what challenges were unique to women, we were able to come up with a cool hypothesis that women are in more financially vulnerable situations, they're working multiple jobs, so they want to convert in later hours, but chat was off during those hours. Kathleen: Oh, interesting. Joel: So through that, we figured out well let's test extending chat hours and see what the impact is. So, stuff like that just gets me pumped up because it's ... The amount of stuff you can learn when you're paying attention is fascinating. Kathleen: Oh, I love it. I love ... I always say I'm a marketing nerd, and I feel a sense of kinship with you on this because when I discover the little nuggets like that, it does, it gets me super excited. And I'll admit, I definitely am not as much of an expert in Google Analytics as I would like to be. I feel like every time I start to get really proficient, it's like the grocery store when they reorganize it, and then you don't know where the milk is. Joel: Right. Kathleen: Google Analytics likes to do that to us sometimes, too, but it's like an ice berg, and we kind of see the tip, but there's so much there under the surface, so much power and so much data. But I think I agree, there is so much to be learned. Joel: Totally. Kathleen's Two Questions Kathleen: So two questions that I ask all of my guests. I want to make sure I ask you before we wrap up today. One is, company or individual, who do you think is doing inbound marketing really well right now? Joel: The women are crushing it. All of the people that I- Kathleen: Yes. Joel: Most admire doing this right now are all women, and they're doing brilliant jobs in really different ways. So as an individual, someone who recently came on my radar and now I'm so excited to be able to collaborate with is a woman named Val Geisler. I'm not sure how you pronounce her last name. She does email onboarding series and optimizes those. What she's done, you know, she's a one woman shop, so she doesn't have the ability to publish thousands of things, but she does such targeted, relevant content. She does these really cool email tear downs of companies people know and respect. Her candor in those, you know, she's not rude or mean, but she's also very honest and very great at exposing it. "Here's what they're doing. Here's what they could do better." So Val is doing fantastic. Claire and Gia at Forget the Funnel, so they've launched this really ... Like, they are, to me, a lot of people ... we talk about blogs, we talk about e-books, but what we don't often talk about as much is building yourself a platform, giving people a reason to want to listen to you and come to you, and see you as an authority. That's what Claire and Gia have done. Two extremely bright, very talented women, who have launched this thing, and created this avenue to get exactly the right customers that they want to work with, exactly the right sets of people to listen to what they have to say. They do these great webinars, and they do these great interviews. So those would be two examples. Then one group of fellows, I think who is doing is good, is Grow and Convert, and they're putting out some really great case studies, and really great content, and really great pieces that are helping Mark [Rozano 00:38:06] and myself just stay relevant and level up what they're doing. Kathleen: Okay, what's really cool about what you just said is those are three groups of people, places, brands, etc. that are totally new to me. I love when I get answers like that, and I have new places to check out. I'm particular interested in these email onboarding series right now, because we're revamping ours, so I will definitely be checking that one out. Second question, and I'm going to narrow it down. I usually ask people, with digital marketing changing so quickly, how do you stay up to date. But I want to get a little bit more specific than that with you, because I'm intrigued that you're focused on conversion rate optimization. I want to ask you how you stay educated for yourself, and build your skills in the field of conversion rate optimization? Joel: Yeah. So there's some really important sources that I consult and I look to, just to see what they're publishing. So, Joanna Wiebe, obviously. Anytime she's publishing a case study, or puts out a course, that's relevant to me. I'm almost always going to buy it. I'm really tuned in with her, and she's got tons of free content, but even if you can find her legacy content. It's just as relevant as it was then. Conversion XL continues to publish really valuable things. So, that's been really helpful. To me, in particular, and Michael Aagaard, like I said, he's done some recent webinars and that sort of thing. Expanding beyond that though, what's been really important for me in this field, and I think anyone coming in to should know, is that it is still young, and there is so much bad information out there where's it's like we change a button color and things would- Kathleen: Yeah. Joel: You can really educate yourself the wrong way, or you can educate yourself into a corner where you're like, "Well here are the rules. And here's what worked well in this situation," and you can treat it like gospel and try to apply it everywhere. So what's been really valuable to me is I've got Mastermind, just a little group of people in the same space, and we compare notes. We talk about what's going on with each other, and what they're learning, what they're coming across. In this industry, I think in all industries, it's valuable. But in this niche in particular, being tuned into what's going on with others, and what they're learning, and the context they learn it in is really important. Then the last one I'll mention is a site called GoodUI.com. He publishes a lot of, kind of tests and examples of stuff that people are trying out. Actually, one more that I really want to mention, and I'm excited to mention because it's not going to be on hardly anybody's radar, but I guarantee it's about to be on everybody's radar- Kathleen: Ooh. Joel: There's a company called User Insights. They have launched just the best tool for user testing that I have ever seen. Small batch user testing, very targeted, way cheaper than the competition, just as good, faster, but that service aside, that's really exciting. But they are doing some very interesting stuff. They haven't launched it all yet, but they're doing some very interesting stuff with case studies and actually testing in context a lot of different things that I know people are like, "Well should I have this? Or should I have that?" They're doing a lot of that practically now with ... across multiple sites, and verifiable outcomes. So they will be on people's radar because they're doing it at a scale I don't think anybody else is yet. So, I'm learning a bit from the people running that quietly in the background, and they're about to blow up. I'm sure of it. Kathleen: I can't wait to check all of this out. I feel like that's going to keep me busy for a while. That's great. I assume that everything you've learned through all of these projects, these engagements that you've done, you are bringing to bear with Case Study Buddy to help people improve their case studies. And you have a team there, right? Joel: Yeah, so Case Study Buddy is a different kind of a venture for me. Like I said, what excites me are these content assets that are easy to get wrong, super valuable when done well, companies struggle with the process, the strategy, the ownership of it. And so I've brought kind of all this stuff I'm doing in conversion. I'm trying to bring into the elements of how do we write something that appeals to multiple different scanners and readers and user groups, and how do we educate our clients on how to use these? For example, something I learned recently that I found fascinating is lots of companies are doing cold outreach. They're sending these cold emails. I can't remember the name of the company who did this study, but they tested out what is the impact of mentioning a famous "customer", so just a known customer in these cold outreach emails. And they've tripled the number of interested responses. Kathleen: Wow. Joel: So, the power is there, and if you can imagine attaching a case study, the impact that would have. Yeah, it's a different adventure. I've gotten to build a team and work outside of myself, and all the joys and pains that come with that. Yeah, it's been really fun, and that's going to be, like I mentioned, I'm still going to be doing this conversion work and that will be my bread and butter, especially on the back half of this year, growing Case Study Buddy, and getting it in front of more people and growing that initiative is high on my priority list. Kathleen: I can't wait to see where you take it. It sounds like you're on to something here. Joel: Thank you. Kathleen: Well, I know I've had a million questions throughout this, and I've had the opportunity to have you answer many of them, but if somebody's listening, and they wanted to reach out to you and ask a question, or get more information on something you've talked about today, what's the best way for them to find you online? Joel: Yeah, so I'm very active on Twitter. I do my best to respond to everything that comes in, whether it's a DM or a Tweet, or whatever. You can find me @JoelKlettke. That's one way to get at me fast. You can also email me. You can check out my ancient and desperately-in-need-of-being-updated site at BusinessCasualCopyrighting.com. Don't judge me. I built in 2013. It's due for an upgrade, but you can email me through there. I'm happy to field questions and if there's something you're struggling with. Then surprisingly, I always kind of shun the platform, but the past two months I've gotten a ton of value out of having conversations on LinkedIn. So, another space that you can see. I publish more there, actually, these days than my own blog. I do little snippets, and pushes, and tips and tricks there. I always try to make sure I'm responding to people who come through that channel, too. Kathleen: Yeah, LinkedIn- Joel: Those are kind of the three places. Kathleen: LinkedIn's making a comeback big time. Joel: Oh, huge. Kathleen: A lot of people are mentioning that on this podcast. Joel: They went from being the platform nobody wanted to talk about, to the platform everybody's publishing on. Kathleen: Yeah. Joel: It's remarkable. Even begrudgingly, there's still the joke about wanting to connect on LinkedIn, and after the apocalypse, only those emails remain. But joke all you want, they've become a serious contender. It's amazing that that team has done. Kathleen: Definitely. I agree. Well, thank you. This has been fascinating. I've learned so much. I have a feeling I'm going to learn a lot more when I go check out all those websites you mentioned. So I really appreciate you spending the time on the podcast. If you're listening and you liked what you heard, you learned something, I'm going to ask if you would please take a moment and go on iTunes, or Stitcher, or whatever platform you choose to listen to the podcast on, and leave a review. It would mean a lot. Finally, if you know someone doing kickass inbound marketing work, Tweet me @WorkMommyWork, because I would love to interview them. Thank you so much, Joel. Joel: Yeah, thank you so much for having me. It was really fun.

Learn copywriting secrets (backed by psychology) that tripled HubSpot Sales revenue from Scott Tousley, the Head of User Acquisition of HubSpot Customer Hub. In this episode, you’ll also get Scott’s tips on the quickest way to become a T-shaped marketer and the top mistakes marketers make when it comes with email marketing.

In the latest episode of Inbound Influencers I had the pleasure of interviewing Dan Tyre, Sales Director at HubSpot. We talk all things sales and marketing alignment...

Welcome to Episode 86 of HubShots! Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. Join our WhatsApp group here: https://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ Recorded: Wednesday 17 May 2017 | Published: Friday 26 May 2017 Full show notes available here: https://hubshots.com/episode-86/

Welcome to Episode 78 of HubShots! Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. Full show notes available here: https://hubshots.com/episode-78/ Join our WhatsApp group here: http://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ We’re also testing a new Facebook Messenger HubShots Room: https://www.messenger.com/t/1099519836821248 https://m.me/g/AbYPyswc4gtK5d5c HubShots Facebook Chatbot: http://m.me/HubShotsPodcast Recorded: Wednesday 29 March 2017 | Published: Friday 31 March 2017

In this episode of Inbound Sales Journey, Gray and Ryan talk about their 8 favorite features of the Hubspot Sales Pro tool and the Hubspot CRM. Enjoy!

Welcome to Episode 76 of HubShots! Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. In this episode there are a lot of learnings lol. Seriously though, the Moz analysis of Google Search User behaviour is fascinating, and we spend a ton of time going through some HubSpot marketing and sales items in detail. Plus a few tips around sales calls and some ecommerce optimisation recommendations. Join our WhatsApp group here: http://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ We’re also testing a new Facebook Messenger HubShots Room: https://www.messenger.com/t/1099519836821248 https://m.me/g/AbYPyswc4gtK5d5c HubShots Facebook Chatbot: http://m.me/HubShotsPodcast Recorded: Wednesday 15 March 2017 | Published: Thursday 16 March 2017 Full show notes available at: https://hubshots.com/episode-76/

In this episode of Inbound Sales Journey, Gray and Ryan talk about why your agency shouldn't use HubSpot sales for managing your agency sales process. Enjoy!

In Episode #222, Eric and Neil discuss the 7 free marketing tools that you ought to use. People oftentimes become overwhelmed about where to start with their marketing campaigns with little knowledge of the tools that are already at their disposal. Eric and Neil give you 7 free tools and describe what they are, how they add value to your website, and how they improve your ranking. Time Stamped Show Notes: 00:27 – Today’s topic: 7 Free Marketing Tools that You Ought to Use 00:34 – First is Ubersuggest 00:38 – It is great for content generation 00:54 – Second is Google Tag Manager 01:05 – It makes adding tools to your website easier 01:15 – Make sure you have the right retargeting pixel and other pixels 01:46 – Collect the data 01:56 – HubSpot Sales 02:19 – It tracks your email and tells the receivers’ actions 02:33 – Mixmax will let you track, too 02:48 – You can personalize your outreach email 03:06 – You can integrate it with your team 03:20 – Yesware and HubSpot Sales does the same thing as Mixmax 03:35 – Google Webmaster Tool 03:50 – It allows you to see what is happening on your website 04:02 – BuiltWith tells you what your competition is doing, for free 04:25 – If you know what your competition is using, you might as well use it, as well! 04:35 – SimilarWeb is good for competitive analysis and it has a free and premium version 05:06 – That’s it for today’s episode! 3 Key Points: There are tons of free marketing tools available – sift through and find the ones that will be helpful to your site. Knowing your competitors behavior will help you improve your process. Email is still one of the best marketing channels out there - tracking and personalizing your emails is key in maximizing its utility. Leave some feedback: What should we talk about next? Please let us know in the comments below. Did you enjoy this episode? If so, please leave a short review. Connect with us: NeilPatel.com Quick Sprout Growth Everywhere Single Grain Twitter @neilpatel Twitter @ericosiu

In Episode #222, Eric and Neil discuss the 7 free marketing tools that you ought to use. People oftentimes become overwhelmed about where to start with their marketing campaigns with little knowledge of the tools that are already at their disposal. Eric and Neil give you 7 free tools and describe what they are, how they add value to your website, and how they improve your ranking. Time Stamped Show Notes: 00:27 – Today's topic: 7 Free Marketing Tools that You Ought to Use 00:34 – First is Ubersuggest 00:38 – It is great for content generation 00:54 – Second is Google Tag Manager 01:05 – It makes adding tools to your website easier 01:15 – Make sure you have the right retargeting pixel and other pixels 01:46 – Collect the data 01:56 – HubSpot Sales 02:19 – It tracks your email and tells the receivers' actions 02:33 – Mixmax will let you track, too 02:48 – You can personalize your outreach email 03:06 – You can integrate it with your team 03:20 – Yesware and HubSpot Sales does the same thing as Mixmax 03:35 – Google Webmaster Tool 03:50 – It allows you to see what is happening on your website 04:02 – BuiltWith tells you what your competition is doing, for free 04:25 – If you know what your competition is using, you might as well use it, as well! 04:35 – SimilarWeb is good for competitive analysis and it has a free and premium version 05:06 – That's it for today's episode! 3 Key Points: There are tons of free marketing tools available – sift through and find the ones that will be helpful to your site. Knowing your competitors behavior will help you improve your process. Email is still one of the best marketing channels out there - tracking and personalizing your emails is key in maximizing its utility. Leave some feedback: What should we talk about next? Please let us know in the comments below. Did you enjoy this episode? If so, please leave a short review. Connect with us: NeilPatel.com Quick Sprout Growth Everywhere Single Grain Twitter @neilpatel Twitter @ericosiu

Welcome to Episode 75 of HubShots! Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. Join our WhatsApp group here: http://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ We’re also testing a new Facebook Messenger HubShots Room: https://www.messenger.com/t/1099519836821248 https://m.me/g/AbYPyswc4gtK5d5c HubShots Facebook Chatbot: http://m.me/HubShotsPodcast Recorded: Wednesday 08 March 2017 | Published: Thursday 09 February 2017 Full show notes available here: https://hubshots.com/episode-75/

Welcome to Episode 74 of HubShots! Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. In this episode: Announcing the HubShots Chat Bot, and discussing chatbots in general. Plus HubSpot's keyword tool history drill down. Also some HubSpot frustrations, plus a bogus tip! Join our WhatsApp group here: http://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ We’re also testing a new Facebook Messenger HubShots Room: https://www.messenger.com/t/1099519836821248 https://m.me/g/AbYPyswc4gtK5d5c Recorded: Monday 27 February February 2017 | Published: Thursday 23 February 2017 Full show notes available here: https://hubshots.com/episode-74/

Content vs. marketing automation? What comes first? Our Inbound marketing experts, Adam Steinhardt and Zaahn Johnson discuss powerful marketing automation workflows, or is it content marketing? What should be created first? Discover five helpful workflows that your HubSpot portal must have to maximise your sales funnel activity. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. (Demand Gen Report, 2016) (Source: https://www.hubspot.com/marketing-statistics) Find out what the optimum level of content that you need in your HubSpot Sales and Marketing automation stack firing more sales leads for your business. Discover why lead scoring is so important for the HubSpot Pro and Enterprise portals. If you have it, then its a must have to use to maximise your automation processes. We discover some engaging ways to use the HubSpot CRM filters to ensure your deal pipeline is easily kept up to date. Zaahn has a brilliant idea of being able to download the HubSpot Academy accreditation content to watch offline. We also discovered a brand new quiz by the HubSpot Academy quiz. "Get in the game with the Inbound Speed Round! Are you ready to compete against the clock to become a digital marketing trivia all-star! In HubSpot Academy's first-ever trivia game, you get 2 minutes to answer as many digital marketing related questions as you can. Proud of your score? Publish it to the public leaderboard and challenge your friends!" Check it out here http://academy.hubspot.com/marketing-trivia-game

Welcome to Episode 70 of HubShots! Another Late Night Special Welcome to HubShots, the podcast for marketing managers who use HubSpot hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems. Join our WhatsApp group here: http://hubshots.com/whatsapp/ Join the Facebook group here: https://www.facebook.com/groups/1608138752821574/ Recorded: Wednesday 01 February 2017 | Published: Thursday 02 February 2017 Full show notes available here: https://hubshots.com/episode-70/

Episode 012: Alex and David discuss how agencies can sell the HubSpot Sales tool with help from longtime HubSpotter, Dan Sally.

Welcome to Episode 27 of HubShots! Recorded: Friday 12 February and Wednesday 30 March 2016 Interview: Inbound Sales with Sam Shoolman (@samshoolman) – Sales Director at HubSpot Asia Pacific You can listen to the episode and read the full transcript here: http://hubshots.com/episode-27/ Key points we discuss: - what speed do you listen to podcasts at? https://twitter.com/HubShots/status/714947296547500032 - one key thing successful marketing managers are particularly good at (from a sales manager’s perspective): the willingness to adapt - research is showing conclusively that old school tactics (cold calling, trade shows, spamming email lists) don’t work well any more - how company culture, if fixed on old school, will limit the benefits you get from embracing the inbound methodology - the importance of logging activity and research into the CRM, and getting a habit going - why HubSpot gets all of the sales people to get inbound certified and build a marketing site before they are allowed to start selling – Brand New Certification just launched: Inbound Sales Certification: http://academy.hubspot.com/isc16/intro-to-inbound-sales - prioritising the activities that need to be focussed on e.g. focusing on questions like: When I come to your site what do you want me to do? - the best way to capture more leads at the top of the funnel - white bread versus wheat bread leads - gamification and the importance of reporting and dashboards for promoting positive activities - the smarting virtuous cycle versus the old school vicious cycle - the massive changes going on in the industry e.g. focussing on ecommerce industry - evolving the culture to embrace change - the constant work in progress You can listen here: http://hubshots.com/episode-27/ (also includes a full transcript)

Welcome to Episode 23 of HubShots! Recorded: Friday 12 February and Wednesday 24 February 2016 Show notes available at: http://hubshots.com/episode-23/ In this episode we interview Rosalia Cefalu, Sales Enablement Marketing Manager for HubSpot Asia Pacific and discuss: – how marketers can get a better understanding of the sales process and what the sales team do – the benefits of marketing working more closely with sales – why everyone using the same platform is so important – why the reporting add-on is designed for using with both sales and marketing together – why marketing managers should be reporting on sales results so they can understand lead quality – the differences between marketing and sales in Australia versus North America – the ways Australia is ahead of the US in terms of selling, and where we can learn – what the best marketing managers are good at – being willing to challenge the status quo – how advocacy programs are helping to significantly scale businesses

Welcome to episode 1 of HubShots Recorded: Tuesday 06 October 2015 In this episode we cover: Shot 1: Inbound thoughts Still on a high? shout out to Ryan, Niti, and the Sydney HubSpot team Key takeaways Ian: the possibilities Craig: reminder about inbound marketing essentials: personas, lead scoring, buyer’s journey Shot 2: Growth Driven Design the rise of growth driven design: http://www.growthdrivendesign.com/ Shot 3: Tip of the Week HubSpot Emails new click visualisation map in emails Shot 4: Resource of the week HubSpot’s persona generator : http://makemypersona.com/ Shot 5: Opinion of the week Craig: the US is way ahead of AU, good motivation to lift our game… Shot 6: Challenge of the week Public holidays HubSpot workflows to the rescue! http://knowledge.hubspot.com/workflows-user-guide-v2/how-to-set-up-a-workflow-in-hubspot Shot 7: Community recommendation of the week Sydney HubSpot User Group: http://sydney.hubspotusergroups.com/ Chris Fell and the team: http://www.g2msolutions.com.au/chris-fell-g2m-solutions Shot 8: Sales HubSpot CRM: http://www.hubspot.com/products/crm using the HubSpot CRM app we’ll be talking more about the ‘HubSpot Sales platform’ next week, especially Sidekick for Business