JHB HUG

CRMMAY 2015

#JOBURGHUG

HTTP://JOHANNESBURG.HUBSPOTUSERGROUPS.COM

WELCOME

• What is a HUG?

• Your Host @darynsmith

• Share, present or workshop @ the HUG

• http://capetown.hubspotusergroups.com

• Inbound 2015 Promo Code:

• “JohannesburgHUG15” - $50 discount

WHY AUTOMATION OF SALES & MARKETING

COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50% MORE SALES READY LEADS AT 33% LOWER COST. (FORRESTER)

COMPANIES THAT AUTOMATE LEAD MANAGEMENT SEE A 10% OR GREATER INCREASE IN REVENUE IN 6-9 MONTHS. (GARTNER)

WHERE CRM STARTS AND

MARKETING AUTOMATION ENDS

CRM VS. MARKETING AUTOMATION

Feature CRM Marketing Automation

Account Management Yes No

Contacts Management Yes Yes

Opportunity Management Yes No

Sales Forecasting Yes No

Sales Process Yes No

Call Logging Yes No

Quotes Yes No

Contracts Yes No

Ticketing & Customer Service Sometimes No

Lead Scoring Sometimes Yes

Lead Nurturing No Yes

Web Visitor Tracking No Yes

Landing Pages No Yes

Dynamic Forms No Yes

Newsletters Sometimes Yes

Social Media Sometimes Sometimes

HUBSPOT CRM INTEGRATIONS

SalesForce Sugar CRM Netsuite Microsoft Dynamics SideKick

MARKETING & CRM PROGRAMMES

ARE LEADS TURNING INTO CUSTOMERS &ARE THERE ENOUGH LEADS?

LEADS MQL SQL CUSTOMER

1000 100 25 5

3 MONTHS

WHICH CHANNEL IS BRING CUSTOMERS?

DELIVER RIGHT MESSAGE AT RIGHT TIME

REPEATABLE, SCALABLE, AUTOMATED

PROGRAMME TYPES

• SALES PROCESS PROGRAMES

• Based on deal stage• 10% - Initial contact

• 50% - Proof of Concept

• 80% - Presented Proposal

• Based on lead score

• Based on any other known variable• Deal value etc.

• Call cycles / reminders

• LEAD NURTURING PROGRAMMES

• When reading your email

• When visiting your website

• Downloading content

• Requesting a demo, trial, entering a competition

New Lead

Email 1

Call

Email 2 with whitepaper

Survey

Call

HOW TO SET THESE UP IN HUBSPOT?

HUBSPOT ACTIONS YOU CAN USE

• HubSpot CRM = Lists & Email

• SalesForce = Tasks & Email

HUBSPOT CRM

HUBSPOT CRM

• Rudimental compared to SalesForce, for now.• All contacts in marketing automation are in CRM and vice versa.• Minimal training required.

HUBSPOT CRM – CONTACTS & COMPANIES

• HubSpot Insights• Contact timeline• Custom fields

HUBSPOT CRM – DEALS

• Drag and drop deals.• Easily create new deals.

HUBSPOT CRM – TASKS

• Tasks Dashboard• Link to contact, company or deal.• Create from within any of above.

HUBSPOT CRM – NOTES, EMAIL, CALL, ETC.

• Notes, Email, Log Activity• Call and Call Recording – not in SA

SALESFORCE INTEGRATION

SALESFORCE - SYNC

• Only sync “Sales Qualified Leads”• Change lifecycle stage based on deal stage

SALESFORCE – HUBSPOT TAB

• Contact timeline – what they have viewed, opened and when. Make informed sales calls.

SIDEKICK

SIDEKICK

NEXTDATESJOHANNESBURG:

30 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES26 NOVEMBER – CONTENT & END OF YEAR

CAPE TOWN:25 JUNE – SOCIAL MEDIA BY RORY KELLY

17 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES3 DECEMBER – CONTENT & END OF YEAR

#JOBURGHUG

HTTP://JOHANNESBURG.HUBSPOTUSERGROUPS.COM

QUESTIONS?