Frontline was lucky to have Mark Roberge, Chief Revenue Officer at Hubspot, join us for a CXO session with our portfolio CEOs. In this session, Mark covers demand generation, various inbound strategies, the enterprise sales cycle, hiring, and much more.

TOPICS
0:00 Demand generation & inbound strategies
3:42 Channel selection
10:44 Measuring success of inbound efforts
14:00 Social media strategies
16:12 Lead nurturing
17:36 Enterprise sales cycle
19:56 Setting up a sales process
23:07 Price points
28:08 Door-to-door sales
32:06 Incentivization of sales force
35:36 Hiring
42:54 5 criteria for hiring salespeople
43:46 Walkthrough of sales interview
49:46 New territories

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Scaling Saas Sales with Mark Roberge of Hubspot [CXO Event]

This month's Frontline CXO event featured Allyson Barr, VP of Marketing at Boxever (one of our portfolio companies!). In this session, Allyson covers lead generation and qualification, budgeting, measuring success, building personas, and more. 

Follow along on the accompanying deck: http://www.slideshare.net/FrontlineVC/frontline-marketing-session-abv1

TOPICS
0:00 Introduction
5:05 Modeling - page 4
7:20 Demand funnel - page 5
9:00 Defining the stages of leads - page 6
17:40 Modeling - page 7
24:50 Complex demand funnel - page 8
30:30 Budgeting - page 9
37:40 Sample budget - page 10
38:55 Sample persona - page 11
45:57 BDRs - page 12
48:49 BANT-C - page 13
53:55 Measuring success - page 14
56:40 Distorted figures
1:01:30 Webinars
1:03:36 Tools
1:05:00 Events strategy

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Lead Gen & Qualification Tactics with Allyson Barr of Boxever [CXO Event]

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