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Recommended Agenda

Sales & Marketing Alignment

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?”.

A Sales & Marketing Love Story: How HubSpot Uses SLAs

Melissa Miller | 11:45 AM - 12:30 PM

Learn how HubSpot's own Marketing team built an SLA to align with Sales. At HubSpot, we have a nightly chart delivered to Sales to surface how Marketing is performing against its goal. In this session, you will learn the benefits and challenges we experienced, along with how the SLA evolved as we grew from a tens of employees to 100s. You will also learn tactical tips to design and launch an SLA.

Ask Outrageously: Mastering High-Stakes Negotiation

Linda Swindling | 1:00 - 1:45 PM

Like me, you may have been taught that asking for more than you "need" is selfish, bad manners or a flaw in your character. The truth is asking outrageously does not mean asking obnoxiously or taking advantage of others. It means not having to second guess yourself or wonder what you might have had What if you never leave a negotiation again and think, “I should’ve asked for more?” Including research conducted for her November 2016 TEDx Talk, Linda shares negotiation strategies for whether you want to positively influence decision makers at work, negotiate significant deals in business or powerfully persuade stakeholders.

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.

The Evolution of Email Spam: What Your Subscribers Expect and How You Can Deliver It

John Bonini | 4:15 - 5:00 PM

It's no longer enough to get permission anymore. Your customers view any irrelevant or unwanted email as spam. According to a Litmus survey of over 1k people, 40% said they're spammed by brands they subscribe to and/or buy from. It doesn’t matter how long they’ve been a customer or if they’ve given you permission—if your email is repeatedly of little to no relevance to them, it’s spam. But relevance is often talked about in mythical terms. What exactly is it, and how can we as marketers ensure it? In an attempt to lift the veil on relevancy, John Bonini, Growth Director at Litmus will detail the strategies Litmus used to ensure a more relevant experience for subscribers. In this talk, the ability to set expectations, personlize the subject matter, and write compelling copy that sells, will be backed by data of more than 13 billion email opens tracked by Litmus to provide even further insights.

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!

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

10:30 - 11:15 AM

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.

Bridging The Sales & Marketing Divide: Using Sales Enablement Strategies to Create Predictable & Scalable Revenue Growth

Doug Davidoff | 11:45 AM - 12:30 PM

Sales Enablement is a hot topic today, but what does it really mean and how can your business take advantage of it? In this actionable idea session Doug Davidoff, founder & CEO of Imagine Business Development, will lead you through the journey to take advantage of this critical linchpin to scale sales. The program will cover: - The sales growth problems that sales enablement solves - How do know when you’re ready to “press on the gas” for growth. - How to utilize sales enablement strategies to increase sales efficiency and velocity. - Designing your sales process to scale growth - Ensuring you’re using technology effectively If you’re leading an effort to accelerate revenue growth in 2017 and beyond, don’t miss this session.

How a HubSpot Sales Rep Generated 919 New Customers in 26 Hours Through Blogging

Leslie Ye | 1:00 - 1:45 PM

How many new sales opportunities could you create in an hour of cold calling? How about 10 hours? How about 50? Over 26 hours of blogging, HubSpot sales rep Dan Tyre and HubSpot Sales Blog writer Leslie Ye have brought 919 new customers to the HubSpot Sales business -- or 35 new opportunities per hour. There's a better way to fill your pipeline than smiling and dialing. Blogging isn't just for professional marketers and writers. By crafting hyper-relevant and helpful posts for your ideal customer, you'll be reaching buyers long before you pick up the phone to call them. In this session, you'll learn why all salespeople should blog, how it builds your credibility with prospects, and how you can get started today.

How to Turn Your Sales Team into Raving Fans of Inbound: From Tools to Culture

Marcus Sheridan | 2:15 - 3:00 PM

When it comes to Inbound, there is one major problem: Too often, Sales Teams don't buy-in. They don't see the what, how, and why of Inbound, and therefore end up resisting the act of embracing an Inbound Culture within the organization, as well as their sales process. But for the companies that have achieved this, the results are often astounding. In this fast and furious session, popular Inbound speaker Marcus Sheridan will help audience members discover: -The biggest keys to getting sales team enamored with Inbound while eliminating the silos that often hinder the best Inbound intentions -How to involve your sales team in the entire Inbound process-- from content ideation, to creation, to implementation. -How to maintain an Inbound culture that is built to last across the entire organization If you're finally ready to have Sales, Marketing, and Leadership on the same Inbound page, this is a session you won't want to miss!

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

3:30 - 4:15 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.

Take your Startup from $0 to $1M in ARR in One Year with Nothing but Inbound

Jen Spencer | 4:45 - 5:30 PM

Last year we took our startup from $0 to $1M in ARR, and we did it all with inbound marketing and sales. When I tell my sales counterparts at other startups that my leads are 100% inbound, they typically look at me with wide eyes and open mouths and ask, “Really? I don’t understand how you can do that.” In this session, I will outline the exact steps we took to reach $1M with inbound marketing, how we came to understand our buyer as an early-stage startup, how we leveraged buyer insights and the buyer journey to create deal-winning content, and how we ultimately convinced our board that inbound was more effective than outbound (when all they wanted was for me to hire a team of SDRs to make 1000s of cold calls), and then made them believers.

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.

Fear-The #1 Killer of Sales. How to Define, Defuse, and Breakthrough to Success

Heather Hansen O'Neill | 10:30 - 11:15 AM

The fear of looking bad, the unknown, losing your job, or failure are just a few of the fears that sales people must overcome on a daily basis. This dynamic talk will provide innovative strategies to define and defuse the fear that is keeping you from being the confident, successful sales professional you can be.

How Outdated Positioning is Killing Your Growth, and What You Can Do About It

April Dunford | 11:45 - 12:30 PM

Ensuring prospects quickly grasp WHAT your offering is and WHY they should care can mean the difference between success and failure - not just for your marketing efforts, but for the entire company. Great positioning provides a key to help customers decode what your products are all about and it underpins all of our marketing and sales efforts. You would think that given how vital positioning is, we would be pretty good at it by now. In fact, we totally suck at it. Why? Because we've been doing it the same way it was taught in the 1970's. This talk will teach you a new way to think about Positioning and more than that, it will give you a modern scalable process for framing your offerings that will give your company and your offerings a distinct, compelling competitive advantage to drive growth.

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!