Watch a video and answer the questions
the video is https:/Avww.youtube.com/watch?v=JHHmpujs3f4 &feature=youtu.be
In the very beginning (minute 1) Mark Roberge refers to being in charge of “net revenue” because of the
issue of “churn”. So instead of just leading sales he was also leading “services and support”. Explain how
the incentives (discussed later in the video) he used for his sales force tied together (fixed misalignment) in
A-E-R stages of the customer “journey” such that their customer acquisition approach supported long-term
CLV.
Explain why context matters for finding the right salesperson for their business.
How did he use evaluation, simulation/role-play, and data to improve the hiring process?
Under “#2: Train your sales people’ what is the Hubspot sales “playbook’?
Explain what he means by “consultative sellers” and “getting in your prospects’ head”?
Why does he believe journalist students are under-valued for companies’ “inbound” marketing and “hold
the key to the future of sales’?
Why do you think the “contextual” lead prospecting processes (minute 34) is so effective?
Assume you may work in some sort of inbound marketing/sales/customer account management role over
the next 5 years, what are the three most valuable lessons you learned from this video. Give the time, the
minute mark, in the video in which the lesson was taught:
Sample Solution
