16: Dan Tyre shares a HubSpot Sales global launch exclusively with The Daily Hub

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Dan Tyre is the Sales Director at HubSpot and a HubSpot legend. He joined HubSpot as a member of the very original team in May of 2007, and has led the recruiting, training, and growth of HubSpots sales team with the most incredible vigour and he really walks the walk. An authority on inbound marketing and sales, Dan is a regular speaker, writer, and coach to those who yearn for inbound success. Dan pioneered the term Smarketing which means the alignment of Sales and Marketing and we talk about that on the show today. Dan also shares a global exclusive relating to HubSpot Sales in today’s episode that hasn’t been announced anywhere else! Listen to find out all about it.

[spp-tweet tweet=”@dantyre shares a HubSpot Sales global launch exclusively with The Daily Hub”]

 

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Time Stamped Show Notes

(click the time stamp to jump directly to that point in the episode.)

[spp-tweet tweet=”@dantyre The more people you help, the more successful you’re gonna be”]
  • [04:23] – Dan explains why playing bass in a heavy rock and roll band is a great metaphor for business.
  • [06:54] – Dan says that in the early stages of HubSpot, they don’t have any inbound leads and he would cold call people and explain inbound.
  • [09:26] – Samantha asks Dan how the nature of sales has changed since his first role. Dan says that in the early days, HubSpot had a very valid hypothesis that they were trying to prove. Now they’ve proved it beyond a doubt with thousands of case studies worldwide and all industries. He also shared the story of how HubSpot began.
  • [15:31] – Dan shares the modern day sales process and quizzes Samantha on her buying process. Samantha says that it feels like she has the control of the buying process to the extent to which the information is available online.
  • [16:30] – Dan asks Samantha which among Google and a Salesperson she would trust more. Samantha says that she would trust Google more because of the diversity of information. She can get reviews and other opinions of other buyers, therefore getting the full picture.
  • [17:39] – Dan says “The biggest change in the last 50 years is that the buyer is now in control”.
  • [18:53] – Dan says that if you are a legacy salesperson that uses pushy sales techniques, it is curtains. Because it doesn’t just stay between you and I, it gets broadcast to the world via social media.
  • [19:03] – Dan says that the most important thing any salesperson has is their reputation and integrity. If they don’t do the right thing, the whole world will find out about it quickly.
  • [19:25] – Dan says that the evolution of the sales process is that it’s no longer a funnel, it’s now a hairball.
[spp-tweet tweet=”@dantyre The biggest change in the last 50 years is that the buyer is now in control of the sales process”]
  • [21:45] – Samantha asks Dan about the sales process and what it is today. Dan says that sales people have become more important than ever before.  He says that today, a salesperson must be much smarter. They no longer just do product demonstrations, now they have to act like they are consultants.
  • [24:06] – Dan says that today, starting a company is easy. The challenge is to scale up and builing relationships and get customers. He also said that one of the key components is making sure that you have a helpful sales process where you’re engaging with people to help them out.
  • [28:55] – Samantha asks Dan what made him pioneer the term “Smarketing” and what is it all about. Dan shared the story about how he came up with the term. He says that Sales and Marketing should be aligned and must have the same goals.
  • [36:05] – Samantha asks Dan about the process he went through to achieve the ‘alignment’ that drove 1,316 prospects from 43 blog posts which took 86 hours to publish. Dan says that they have a process where lots of people in HubSpot contributed to the content. The idea about a series of blog posts is that they need to be helpful and answer the questions that your prospective customers may have.
  • [37:32] – Dan says that you must have have the “Smarketing” philosophy.  Marketing and Sales need to both own the revenue goal and break it down to work on together. You also have to be meeting on a regular basis to know whether you are ahead or behind.
  • [40:15] – Dan revealed the new HubSpot Sales Partner Program exclusively on The Daily Hub!  The program is about cultivating the hundreds of thousands of sales consultants world wide who play a critical role in facilitating the transition from legacy selling to inbound sales. Just as we’ve seen in the last 10 years that inbound marketing has revolutionised every organisation, the same thing will happen in the sales realm. This program engages with the partners, consultants and people who are actively coaching people in the sales process.
  • [43:20] – The Lightning Round
    • This content is available to The Daily Hub Subscribers.  If you’d like to see Bob’s answers to the lightening round questions below, subscribe now and you’ll receive access to the full interview and lightening round answers right in your inbox. Questions covered here are:
        • What exactly is your Breakfast Sandwich challenge? 
        • What is the Spider Monkey team at HubSpot? 
  • Note: If you are a subscriber to The Daily Hub and can’t see the answers above you need to login to view the answers.

3 Key Points:

      1. The more people you help, the more successful you’re going to be
      2. The biggest change in the last 50 years is that the buyer is now in control of the sales process
      3. The new HubSpot Sales Partner Program will revolutionise business worldwide by transforming the world of sales from legacy selling to inbound sales

Resources Mentioned:

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