Attending INBOUND 101: Tips to Maximize Your Experience at HubSpot’s Flagship Event

Headed to INBOUND this year? Whether you’re a first-timer or a seasoned attendee, this quick episode of The B2B Sales & Marketing Hotline is packed with practical tips to help you make the most of HubSpot’s annual conference (now in a brand-new location: San Francisco)!

Emily and Maryanne share everything they’ve learned from past INBOUND experiences, including:

- How to set clear goals for your trip (and plan accordingly)

- What to pack, what to wear, and how to avoid conference burnout

- The power of Brain Dates, expo hall networking, and post-session speaker chats

- Must-do activities that go beyond just booking sessions in the app

If you're attending INBOUND, this episode is your go-to prep guide. And if you're not? Tune in anyway, because, chances are, a big industry event is in your future, and these tips still apply.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily dive into the often-overlooked powerhouse of your CRM—reporting and dashboards. From avoiding common mistakes to building dashboards that actually drive action, this episode is packed with practical guidance for sales and marketing leaders.

Together, Maryanne and Emily break down:

- The difference between HubSpot’s pre-built and custom reports—and when to use each

- How to build dashboards that answer real business questions and support team accountability

- Pro tips for designing leadership, sales, and marketing dashboards that fuel performance and simplify one-on-ones

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Emily and Maryanne break down what separates a “meh” sales playbook from a high-impact resource that actually drives results. Whether you're building one from scratch or trying to get more value from the one you have, this episode is packed with actionable advice to help you get there.

Here’s what you’ll learn:

- What to include in a winning sales playbook — from buyer personas and sales process mapping to objection-handling plays, KPIs, battle cards, and tech stack guidance.

- How to get your sales team to actually use the playbook — and how to keep it updated so it doesn't collect dust.

- Why customization is key — and how tailoring your playbook by role, product line, or sales motion ensures it delivers value across your entire team.

Tune in and take the guesswork out of playbook building.

Plus, stick around for the listener Q&A segment where Emily and Maryanne tackle lead qualification and CRM adoption.

Sample Sales Play:

https://leadg2.thecenterforsalesstrategy.com/sample-play-from-the-sales-playbook

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily break down the power of customer success stories and how to use them strategically in both sales and marketing. From building trust to shortening the sales cycle, they share insights on crafting case studies that actually move the needle—and how to avoid common pitfalls.

In this episode, you’ll learn:

- How to structure a compelling, results-driven case study that resonates with your ideal audience

- Why social proof is critical in B2B sales—and how to make it work harder for you

- Ways to repurpose, promote, and track the impact of your success stories across your sales and marketing efforts

LeadG2 Case Studies:

https://leadg2.thecenterforsalesstrategy.com/case-studies

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of the B2B Sales and Marketing Hotline, Emily and Maryanne explore how becoming a thought leader helps build trust in B2B relationships

Together, they break down:

- How to define and differentiate thought leadership from personal branding in the B2B context.

- Simple strategies to get started with thought leadership using content you already have, such as company materials and industry publications.

- And, finally, how consistency, engagement with others, and authentic sharing are crucial to building trust and standing out as a thought leader in B2B sales.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

Emily and Maryanne dive into the essentials of adopting a new CRM, sharing their top do’s and don’ts to help you get the most out of your CRM implementation. Whether you're upgrading or starting fresh, they cover best practices for setting up, training, and optimizing your CRM system.

Together, they cover:

- Key do’s for CRM setup, including evaluating options and setting business goals

- Common don’ts to avoid, like overcomplicating workflows and neglecting data quality

- The importance of training, user feedback, and ongoing adjustments

Tune in for actionable tips to successfully integrate and maximize your CRM, plus expert advice in a Q&A session on B2B content and audience engagement.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of the B2B Sales & Marketing Hotline, Emily and Maryanne dive into the latest trends within HubSpot's Marketing Hub, offering insightful strategies to elevate your marketing efforts NOW.

Together, they explore:

- How HubSpot's marketing automation can save time while delivering highly personalized content based on CRM data.

- How effective lead scoring allows for more detailed and actionable insights, helping you prioritize leads more effectively.

- And, finally, how HubSpot's AI tools help streamline marketing efforts while ensuring high relevance to target audiences.

Tune in for an in-depth discussion on how to harness these powerful tools to boost your marketing performance in the coming year.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily explore practical ways to leverage AI for B2B sales and marketing success.

Together, they break down:

- The importance of testing different AI tools to see what works best for your business

- How AI can enhance sales enablement, streamline email communications, and improve lead scoring.

- How AI tools like ChatGPT and HubSpot's Breeze can optimize marketing strategies by personalizing content and analyzing KPIs.

Tune in to uncover actionable insights and take your B2B efforts to the next level.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily dive into the complexities of the B2B buying process, exploring the gap between the ideal scenario and the reality. While many envision a seamless journey from lead generation to closing a sale, the truth involves multiple touchpoints and extended timelines.

Together, they break down:

- How businesses often overlook the importance of nurturing leads through various stages, emphasizing the need for tailored strategies.

- Why understanding industry-specific sales cycles is essential

- How to leverage case studies effectively

Tune in to learn how to navigate the intricate B2B buying landscape and set realistic expectations for success.

Link to the much discussed "graphic":

https://www.linkedin.com/posts/emily-hartzell_b2bsales-buyingjourney-salesstrategy-activity-7237564186057170945-4uc3/

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily dive into the art of crafting a compelling B2B podcast, taking you from concept to launch.

Together, they explore:

- The benefits of this medium, from boosting brand awareness to generating leads

- How podcasting offers a unique blend of personality and thought leadership that other formats may lack.

- How to effectively measure podcast success.

Whether you're a seasoned pro or new to the podcasting world, this episode offers valuable insights to elevate your B2B efforts.

We Want to Hear From You!

Ask us any of your burning B2B Sales & Marketing questions below!

Email Us:

Leave Us A Voicemail:

https://www.speakpipe.com/B2Bsalesandmarketinghotline

Connect with the Hosts!

Maryanne McWhirter:

https://www.linkedin.com/in/maryannemcwhirter/

Emily Hartzell:

https://www.linkedin.com/in/emily-hartzell/

Learn More About LeadG2!

LeadG2:

https://leadg2.thecenterforsalesstrategy.com/