First, a big thank you to HubSpot for hosting, and also to Pete Caputa and his team for organizing, and thank you to Rick Roberge for taking time out of his busy schedule talking about sales to talk about sales! It was refreshing to hear that I am not alone with some of the sales challenges, but also reassuring to listen to Rick share some of the same advice that he teaches in our coaching sessions.
OK, you're here for a recap. Rick gave out a lot of information, referenced a bunch of articles, and mentioned a number of people during his talk. Here are some links to articles and people Rick mentioned in no particular order.
- One of my personal favorites, a recorded interview with David Weinhaus and Rick on how to get referrals. It teaches you how to get referrals without asking, how to use inbound marketing best practices to get referrals, how to use referrals to grow inbound, and how to turn customers into referring evangelists.
- "The Cost of Nothing" This was a guest blog post by one of Rick's clients, Andy Stoller. A great article on an approach to discussing price and value with a customer.
- Carole Mahoney's Joint Venture with Rick Roberge. Can you answer Yes to at least 2 of these questions?
- Don Battis and Earle Durham, Vistage International is a Peer-to-peer membership organization for CEOs, business owners and executives of small- to mid-size businesses.
- Linda Cohan is Rick's networking wingwoman. I love the bump maneuver, and I definitely will be using that with my half-peaking-out-of-her-shell wingwoman, Heather Hurczyn.
- Rick mentioned my LinkedIn Pulse article, "What's Your Excuse?" LinkedIn Pulse is a great way to share content with your audience. When you call a prospect, they probably are going to look for you on Linkedin, sometimes while you are still on the call with them. This is a great way to give them some insight on your mindset and how you can potentially help them. Job Seekers - this is a great chance to differentiate yourself and give the hiring company some insight to not only how you think, but how you write.
- Justin Hiatt Great Role Play! Justin role played with Rick on overcoming the objection of "the price is too high." The take-away was find out if the prospect doesn't have the money to spend, or if they don't see the value. If they don't have the money, SWSWSWN. If it's value perception problem, you need to start again. Find out why you started talking in the first place, re-establish their goal, and most importantly, WHY do they have that goal.
- Dan McAdam, former Rick Roberge client, current rockstar, and most recently named Sales Manager on the VAR team! Congrats Dan!
- Emma Snider writes for the HubSpot Sales Blog and if you are in sales and not following Emma or the sales blog, you should be!
- Live Sales Lab Bring your pipeline challenges to the live sales lab on January 27, 2015 at 12pm EST with Rick Roberge and Carole Mahoney. They'll tell you how to engage leads, discover needs, add value above the competition, and sell through influencers to reach decision makers.
- Inbound Certification - I'm adding this one myself. Some people I spoke with during the networking portion said they might be looking into working for HubSpot. The Inbound Certification is a great free resource on Inbound Methodology. If you want to work at HubSpot, you may want to start there.
This just in...
- Dave McLaughlin, CEO Vsnap. Right before publishing this post, I saw Rick shared this via Linkedin- Dave's thank you to Rick using his awesome app, Vsnap to send a quick, personal video message. I love seeing companies that eat their own dog food!
I apologize if I missed anything or anyone, but I didn't take notes and this is all I could remember. If you'd like to add your own links or comments, please do so in the comments section below. If your friends couldn't make it, please share this article with them.