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)