027 - Interview with Sam Shoolman - HubSpot Sales Director ANZ

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)