Event Recap: May 2015 Port Cities Inbound

Posted by Michael Hurczyn on May 8, 2015

In Inbound Sales, Inbound Marketing, Event Recap

I had the pleasure of attending a great mini Inbound conference on last Wednesday in Portsmouth NH.  Port Cities Inbound was a joint effort put on by the Portsmount HUG and Portland HUG.  I normally try to do a pretty inclusive recap, but since Adam Zais was there recording the event, I'll let him share the inclusive video recap, and I'll leave you with some really great key takeaways from each presenter.  


Opening Keynote


Best Top of Funnel Ideas - Bill Cutrer, CEO, Seapoint Digital

KEY TAKEAWAY- "Twitter is a great place to do keyword research."  



Best Top of Funnel IdeasBen Bassi,

Ben dove into the "67% of the buyer's journey is complete before the customer reaches out to a company or salesperson to buy" idea.  The percentage may very by situation, but the concept is the same.  Your prospects are going online to look for information and being prepared, engaged, attentive, and most importantly human, are all keys to using social selling in today's marketplace.


Best Middle of Funnel Ideas - Lori Richardson,

KEY TAKEAWAY- "Focus on one part of your revenue strategy at a time."  

There are a lot of things you can do to improve revenue, but Lori recommended 5 that have the biggest impact and said to focus on one at a time. (No one multi-tasks well.) Mark Roberge later spoke about how HubSpot has optimized their CRM to aide the sales person on when to follow-up with a call, an email, and it's all based on data collected by HubSpot.  Well, not every salesperson or company has that luxury and salespeople have to find their own strategy, and it's best to focus on one at a time.  Want to know what the 5 things are?  Click Here


Best Middle of Funnel IdeasCarole Mahoney,Sales Coach
KEY TAKEAWAY- "Instead of finding reasons to work together, find the reason why you shouldn't work together."  
A common problem with inbound leads is that they are usually not sales qualified. They aren't the decision maker, they are "just researching" and not ready or able to buy, and they have serious walls up to introduce a sales person to their boss.  Get to the decision maker as soon as possible through a process of disqualification, and if you can get a  yes to these 8 questions you will find your best fits for customer evangelists.


Best Bottom of Funnel Ideas -Michelle Neujahr, Business Coach, Motivational Speaker

Who really decided that they wanted to be a sales person when they were a kid? We don't usually set out with that as our chosen path, and there isn't a lot you can do to prepare yourself. Reading a lot of sales books and going to trainings is not necessarily the thing that will help you close more deals. However the drive and motivation that makes you read and go to training, or hire a coach, IS the thing that will lead you to success. It's not what you do, it's that you are willing to do whatever it takes to make it happen.


Main Speaker - Mark Roberge, Chief Revenue Officer, Hubspot.

HubSpot uses a lot of data to see where the salesperson needs help, and they target their training/coaching to those needs.  Sometime the sales manager finds a dozen metrics wrong and just unloads all those details at once and the salesperson is overwhelmed.  Tackle the first issue, then move to the second.

"If I was going to start a new company, a journalist would be in my first 5-10 hires."

Journalists are trained to discover and write.  Mark feels a journalist could hold 1 interview and get 3-4 blog posts out of it, which could be shared 8-12 times, and so on.  It's a great idea.  

I got the crazy idea that we could use a journalist major as an intern.  We occasionally use writer's access for some blog posts, but this seems like it might be a better way to get better content and better traction.   



that made the event possible. 



Lastly, if you haven't downloaded it yet, get your copy of The Inbound Way To Use LinkedIn. Please share it with your friends and let's help the world use LinkedIn properly.


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