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Recommended Agenda

Sales - Executive Strategy

Tuesday November 8th

SALES AND MARKETING ALIGNMENT FOR LEADERS

8:30 AM - 12:00 PM

This training covers why sales and marketing alignment (smarketing) is critical to your organization’s success. You will dig into how sales and marketing leaders should work together to develop reporting, service level agreements, and the necessary communication channels to see a meaningful impact on bottom line results.

HubSpot CRM for Sales Leaders

1:00 PM - 4:30 PM

In this training, you will learn how to customize the architecture of the HubSpot CRM to align with your sales team and promote the inbound approach to sales. You will return home armed with the knowledge and next steps necessary for your sales team to get the most out of the CRM.

Welcome Keynote

Gary Vaynerchuk | 6:00 PM - 7:00 PM

Make sure to get to INBOUND in time to hear Gary Vaynerchuck welcome you to the week!

Note

Tuesday is an optional training day. If you'd like to participate, you much purchase training(s) as an add-on to your registration.

The Tuesday welcome keynote is open to all attendees, regardless of whether or not you're participating in trainings.

Tuesday the 8th is also Election Day in the US. But never fear, it's easy to get an absentee ballot if INBOUND will prevent you from voting in person. Check out this page for all the details and to request your absentee ballot.

Learn More About Trainings »

Wednesday November 9th

Welcome & Opening Keynote

8:30 - 10:00 AM

Be welcomed to INBOUND by movers and shakers in the inbound movement and hear from our amazing opening keynote speaker - announcing soon!

Inbound Sales + Account Based Selling: Friends, foes or frenemies?

Steve McKenzie | 10:30 - 11:15 AM

The world of sales has changed and now, more than ever, the cards are stacked in the buyer’s favor. Progressive sales teams are adapting to leverage technologies and processes that align with the buyer’s journey -- not the seller’s goals. Amongst the approaches that sales teams are adopting, two methodologies have risen to the top: Inbound Sales and Account-Based Selling. Are they bitter rivals, complementary strategies, or something in between? Learn from sales leader, Steve McKenzie, about the benefits of both approaches, and why you might be leaving money on the table if you only ask “Which one is right for my sales team?”.

Take a break, check out Club INBOUND, and charge up your devices!

11:45 AM - 12:30 PM

Once in a while it's important to take a break from sessions so you can recharge (yourself and your devices), check out all the action in Club INBOUND, and connect with some of your fellow attendees.

3 Things Sales Leaders DESPERATELY Need... But Don't Get

Jason Jordan | 1:00 - 1:45 PM

Accurate sales forecasts. Healthy sales pipelines. Impactful sales coaching. These are 3 expectations of every sales leader that CRM was created to enable. So why do we still suffer anemic pipelines, erratic forecasts, and feeble coaching? Join best-selling author Jason Jordan as he reveals specific best practices that are proven to turn CRM into the high-leverage investment it should be.

Brian Halligan & Dharmesh Shah Keynote

Brian Halligan & Dharmesh Shah | 2:15 - 3:45 PM

Hear from the HubSpot co-founders about the inbound movement and the future of marketing and sales.

One Team, One Goal - Aligning Marketing & Sales for Successful Social Selling

Jill Rowley | 4:15 - 5:00 PM

The lines between marketing and sales are blurring and the roles are blending. A study by SiriusDecisions found that B2B organizations with tightly aligned marketing and sales achieved 24% faster revenue growth and 27% faster profit growth over a three-year period. In her session, Jill will share: - Data that illustrates the benefits of aligning Sales and Marketing - The key elements required to effectively align Sales & Marketing teams - How salespeople can leverage content to visible and valuable to buyers - The mindset, skillset and toolkit required to successfully find, relate, connect, engage and nurture modern buyers

Note

Wednesday night means Seaport Parties! Hit the town in the Seaport neighborhood—one of Boston's hubs for tech and innovation, not to mention home to some pretty great restaurants and bars.

Thursday November 10th

Keynote

8:30 - 10:00 AM

Stay tuned for information about this keynote!

How to Build a Sales Team Onboarding Program from Scratch

Andrew Quinn | 10:30 - 11:15 AM

This session will teach you how to structure and execute a well conceived sales on-boarding program that will allow you to scale predictable sales behaviors that will yield predicable revenue. Andrew Quinn has hundreds of new hires at HubSpot over the last nearly decade. You'll learn how to build a sales training program that ramps up rep's productivity quickly while setting them up for success.

SPOTLIGHT SESSION

Tim Urban | 11:45 AM - 12:30 PM

From a corporate keynote in Davos to the main stage at TED2016, Tim Urban is redefining the live speaking experience for the digital era. With head-spinning thinking, quirky graphics and his signature stick figures, he’s proving that complex and long form thinking can capture and captivate a short attention span world.

As the creative force behind the extremely popular Wait But Why blog, Tim has authored dozens of viral articles on subjects ranging from why we procrastinate to why we haven’t yet encountered alien life forms.

How to Find and Keep the Best Sales Reps

Matt Sunshine | 1:00 - 1:45 PM

Tune in to hear insider tips on where to find your next superstar seller, and learn how to build and maintain a strong talent bank so you are never left short-handed again. You’ll hear expert advice on how to think beyond your candidates' resumes to truly understand their potential for performance, and you learn the specific behaviors that are scientifically proven to lead to B2B sales success.

Top Professional Sports Teams Meditate & Why Today's Sales Professionals Should Too

Jordan Benjamin | 2:15 - 3:00 PM

Countless case studies are coming out recently around the mental and physical benefits of meditation and mindfulness practices. Companies like Google, LinkedIn, Nike Salesforce and more all have different mindfulness programs for their leaders and employees to help create happier, more productive employees. A recent lunch conversation with George Mumford (mindfulness coach with Phil Jackson, Michael Jordan and many other professional athletes) got me thinking about the different ways mindfulness and meditation practices are a vital part of the new Inbound Sales Teams toolbox. As individuals and teams learn better emotional intelligence, listening skills, resiliency and are overall healthier it leads to better long term success for individuals, customers and the company as a whole. This talk will focus on some of the easy ways to approach mindfulness and how they will help sales reps improve their sales skills and abilities to help customers find the right solution for their specific goals.

Life at Tesla: Mission, Meaning, Selling without Selling

Jon McNeill | 3:30 - 4:15 PM

Learn how Tesla&rsquo;s unconventional approach to selling and serving customers is disrupting several industries at once. &nbsp;Tesla's President of Global Sales and Services dives into how to the company's unique selling methodology and it compliments employees pursuing meaningful work.

Sales at DropBox: How End Users have Changed the World of Sales

Kevin Egan | 4:45 - 5:30 PM

Modern sales is really about understanding why end users are consuming your product. For example, the iPhone has a preferred UX and that's why it sells so well compared to Android and Blackberry. At DropBox, end users consume the personal product for their work life, despite it being different from what IT supports. This session uncovers how DropBox personalizes each sales process based on end user adoption vs. the traditional top down selling model. You'll learn takeaways to implement in your business about how to customize a sales process to the buyer's context.

NOTE

Thursday night is the biggest night of the week: INBOUND Rocks! Stay tuned for more details about who'll be headlining.

Friday November 11

Alec Baldwin Keynote

8:30 - 10:00 AM

Start the morning with Alec Baldwin as he talks about his career as an award-winning actor and, more recently, acclaimed podcast host.

Senior Sales Execs: What if You're the One Preventing Your Sales Team from Succeeding

Mike Weinberg | 10:30 - 11:15 AM

Instead of pointing fingers at the sales team for underperformance, maybe senior execs should look in the mirror first. This session is a blunt wakeup call for entrepreneurs, senior execs and sales leaders that they might actually be causing their less than optimal sales results.

The Death of Field Sales

Justin Roff-Marsh | 11:45 - 12:30 PM

The truth is, field sales is dead already. It’s been ailing for so long that no one noticed its actual time of passing! Pretty much everyone knows (intuitively, at least) that field sales is dead. But no one’s prepared to acknowledge it. Even those organizations with inside sales teams still cling to assumptions from the days of field sales—to the detriment of their teams' performance. In this session, Justin Roff-Marsh will explain why: 1. Why you should view sales as essentially an inside function 2. Why salespeople should NOT be autonomous (and should NOT be paid commissions) 3. Why salespeople should do nothing but sell (30 meaningful selling interactions a day) 4. Why the distinction between sales and marketing departments is a false (and a devastating) one 5. Why qualification is a value-destroying activity Justin is the author of, The Machine, which recently. won GOLD in the Axiom Business Book of the Year Awards

The Science of Selling

David Hoffeld | 1:00 - 1:45 PM

In this session, David Hoffeld will share groundbreaking sales strategies, based on solid research from neuroscience and behavioral science that reveal how the human brain is wired to be influenced and make decisions. These strategies are proven to enhance anyone’s ability to positively and ethically influence others and generate more sales. What’s more, David will also clearly connect the dots between this powerful science and the situations and challenges that sales and marketing professionals face every day. So you’ll be shown how to execute each strategy in the real world and also gain an understanding of the science behind why it works. If you want to learn how to boost your ability to influence others and guide people through their decision-making process, this session is for you.

Closing Keynote

2:15 - 3:15 PM

End INBOUND on a high note with our last keynote of 2016. Stay tuned for updates on who will be closing out the week.

NOTES

We end things a little early on Friday so that you can fly out the same day and get home to see your family, pets, or favorite binge-watching spot.

Don't forget to register for INBOUND 2017 before you leave!