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Recommended Agenda

Sales - Advanced Techniques

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!

Why I never met a robot I could not sell to.

Knut Hellan | 10:30 - 11:15 AM

This session is aimed at VPs of sales at B2B companies who have significant growth objectives or are unable to meet growth numbers with their current sales approach. You'll learn how to draw attention to the key elements of sales that are supported by advanced tools like Aritificial Intelligence but still need a human approach applied to the process to close deals.

How to Build Rapport with Anyone --- Old Sales Dog Learns New Tricks - How I Learned to Work Both Ends of the Funnel

Dan Tyre | 11:45 AM - 12:30 PM

30 years of sales experience taught me a lot, but in 2015 I learned how to work both ends of the funnel. I started to take blogging seriously and post ideas, thoughts opinions and put the inbound theory to the test. Is it possible to work both ends of the funnel? Not only is it possible, its predictable, scaleable, lucrative & fun. Learn how to approach your target persona with a authentic voice, address meaty issues & discard the fluff, get visibility on social media and use blogging to your advantage to start the conversation & close the deal. Top 5 tips for sales people blogging Why pictures & titles are so important Dealing with emotional blog readers How spending 1 hour blogging can save you 100 hours prospecting How to get your entire team blogging in 90 days

Sales Development: The Hottest Job in Sales Today

Trish Bertuzzi | 1:00 - 1:45 PM

In this session, long-time Inside Sales veteran and expert, Trish Bertuzzi will share 4 innovative ideas from her newly released book, The Sales Development Playbook, that will take your team from ho hum to kickass!

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.

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

4:15 - 5:00 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.

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 Create Customers for Life

Dr. Tony Alessandra | 10:30 - 11:15 AM

Selling today requires creating long-term customers rather than one-shot sales. It has evolved from a transaction mentality to building relationships; from persuading and telling to problem-solving and helping; from low-price selling to value-added selling. You'll learn everyone in your organization can become more customer-driven; how to create consistent moments of magic for your customers; and how to create more customer retention and customer loyalty.

The Art Of The 5 Minute Response Time

Josh Harcus | 11:45 AM - 12:30 PM

Author of A Closing Culture, Josh Harcus, breaks down the importance of a 5 minute response time for inbound leads--a response that cannot be achieved without the alignment of the marketing and sales departments. Once achieved, the 5 minute response can impact the bottom line with a 6x increase in your sales as it did for Hüify in 2015. This expedited response time also attributed to a decrease in the sales lifecycle from 9 months to 3 weeks. During this session, Josh will share how to implement an immediate followup process, how to gain internal buy-in, and steps you can take to maintain the traction.

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

1:00 - 1:45 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.

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!

Gateway Drugs: How “The 6 Gateways of Sales” Converts Prospects Into Addicts

Jared Fuller | 3:30 - 4:15 PM

Do your prospects agree with your vision? Do they trust you or your reps? What if I told you that a majority of deals are dead before you ever make it to the third gateway? With “The 6 Gateways of Sales,” you’ll learn the tactical steps to transform your company’s sales process to focus on creating addicted customers. On the inbound sales journey Jared will detail how to complete the six gateways, why "price" is always a false objection, and validate that the only time to buy is now.

HOW TO BUILD A SALES TEAM ONBOARDING PROGRAM FROM SCRATCH

ANDREW QUINN | 4:45 - 5:30 PM

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.

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.

What Sales Winners Do Differently: Turning Inbound Leads into Sales Wins

Mike Schultz | 11:45 - 12:30 PM

We all know that prospecting has changed radically in the last 10 years (inbound marketing anyone?), but so has the rest of selling. In this presentation, Mike Schultz, President of RAIN Group, will introduce the findings of a rigorous study of why buyers choose one vendor over another. Along with sharing the overall findings and recommendations, Mike will outline how sellers can win more sales at premium fees with three different kinds of inbound leads.

Selling POWER: Moving beyond simple sales operations

Matt Heinz | 1:00 - 1:45 PM

Learn the latest trends in proactive, strategic sales enablement to increase productivity, velocity, and conversion from across your entire sales team. Not only will you master the fundamentals to drive more business, but also more advanced concepts for your existing sales & marketing teams! Matt will show you why marketing has a direct responsibility to manage sales enablement strategy and execution. You will leave with best practices from leading organizations nationwide that drive lower costs and higher conversions. This session will give you specific implementation guidelines for launching and growing a sales enablement function for the future of your organization.

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!