Inbound Selling

Chapter 10Sales Is a Team SportThe Executives' Guide to Transforming into an Inbound Sales Organization

The pages in this chapter contain a series of four interviews I ran across late 2015 and early 2016 with a variety of cross-functional leaders from HubSpot. Despite the fact the premise of this book is that too little is shared from a front-line rep perspective, that does not mean I don't value the perspective of highly experienced business leaders. In addition, for any inbound sales, inside sales, or outside sales organization to be successful, it requires near-perfect synchronization across a variety of functional areas. For those reasons, I decided it was important to gain those deep, cross-functional executive perspectives and share them here with you. The interview series, which was edited for accuracy and length, is laid out as follows:

• Part 1—Inbound Selling and the Future of the Sales Function: An Interview with Hunter Madeley, Chief Sales Officer, HubSpot, Inc.
• Part 2—How to Create Sales and Marketing Alignment to Drive Growth: An Interview with Kipp Bodnar, Chief Marketing Officer, HubSpot, Inc.
• Part 3—The Role of Sales Enablement to Fuel Revenue Growth: An Interview ...