Growth Consultant Sophie shares her Dan Tyre HubSpot Bootcamp Experience

Our Growth Consultant Sophie recently completed the HubSpot Generation Pipeline Boot Camp with HubSpot’s very own Dan Tyre. Here are her top takes from what she learned...

Chin rubs, Vidyards and long pauses...Tell me more about that

Coming into HubSpot Generation Boot Camp, I was told to expect the unexpected, to be pushed out of my comfort zone and, most of all, have fun!

The first Bootcamp session took place a couple of weeks into my new role as a Growth Consultant and out of all HubSpot practice for about 2 years. Initially, there were the expected nerves and anxieties of jumping on a zoom webinar with Dan Tyre and a group of strangers from around the world, but let’s just say, after the first 5 seconds of Dan setting the tone and jumping on with his larger-than-life signature greeting...’BOOOOOOOOM SPRING LIONS’, all nerves went out the window.

After 8 eventful weeks of Boot Camp, I can honestly say I looked forward to every Tuesday afternoon with my fellow lions and have come so far in my approach to calls. My confidence doubled; I wasn’t fazed anymore by the idea of a dreaded scripted ‘warm call’ role play or sent into a pile of nerves when asked to stand up and speak about HubGem’s positioning statement in front of the group. One of the coolest things about the Boot Camp was the support my 1706’ers all gave to one another as we all grew and achieved new personal milestones along the way.

So, here’s a roundup, of what I have taken from this memorable experience.

The comfort of warm calls or RIP Cold calls

One of my biggest worries is being perceived as a stereotypical ‘sales’ person.

I think the role has such negative connotations but, when I think about it, 99% of my roles in marketing have essentially been sales-focused. Whether that be selling an independent education to parents, designer clothing to women or even my current role introducing educational and non-profit organisations to HubSpot CRM. However, HubSpot’s overall inbound marketing approach steers directly away from the stereotypical disruptive cold sales call angle of, ‘here’s my product, you need to buy this right now’, and towards the much nicer, ‘...I hear and understand your needs, here’s how I can help’.

The idea of calling somebody you have never spoken to before has always been a little daunting to me, but I learnt the importance of a little research before a call to a potential client goes a long way. Dan suggested researching my leads before picking up the phone, via LinkedIn, social media and their websites and it really helped me to approach my calls with a more confident attitude.

My apologetic and uncertain approach to calls grew into a clear and confident voice (lions roar), which came simply from knowing I reached out with a genuine value to add to the person on the other end of the line.

The art of Vidyards

I love Vidyards! We had a special Vidyard expert join us on one of our Boot Camp sessions and I learnt so much!

I’ve always loved video content and there is just something about sending a Vidyard before a call that doesn’t make it seem so out of the blue. Dan explained how much more likely people are to take calls from a real person rather than a faceless name on a cold email or call from a stranger you have never heard of before from a company you know nothing about. It increases the success of email engagement significantly if you send a Vidyard to a HubSpot contact prior to a call, showing and speaking about their business. Or, better yet, with their website/social media on screen and sharing your ideas on ways you can help them improve.

All of these little touches make your client that much more likely to be open to hearing what you have to say after seeing that the call is clearly coming from a specific, helpful and familiar standpoint as opposed to feeling intrusive, robotic and scripted. I felt so much better with making calls this way and the reaction I got from prospects was much friendlier after they saw I had taken the time to understand them.

Listen and Pause

Who would have known the simple art of pausing is so effective? This simple technique is brilliant, and coming from somebody who is guilty of nervously filling the silence on a call with...pretty much anything, this was a lesson that didn’t come easy.

‘Hi it’s Sophie from HubGem Marketing........PAUSE................’.

We were taught to pause until we get a response and when that response takes any longer than 3 seconds, everything in my body starts pushing me to speak again. But it works and I found it was always met with a, ‘How can I help you?’.

Practising this technique throughout the conversation also helped me to drastically improve my listening skills and helped the overall conversation flow better. Instead of constantly panicking about what to say next, I was just so much more present and engaged in the conversation!

Active listening and chin rubs are essential

My first chin rub moment was pretty memorable.

I reached out to a lead on a warm call, after they engaged with my initial email and Vidyard and on this particular call, for the first time, the conversation just naturally flowed.

The key factor here was asking all the right questions. ‘What are your current goals within your company?’, ‘What is preventing you from achieving these at the moment?’, ‘How has the recruitment period been for your admissions and marketing teams this past year with the pandemic?’.

And then simply listening which allowed me to understand and identify the areas where I can help.

When my prospect started to open up, I followed up with the infamous Dan Tyre Bootcamp phrase, '...tell me more about that', which further fuelled the conversation into a great 20-minute phone call with a fantastic fit client and a demo call booking for our services!

That one small active listening phrase is everything and resulted in my best call yet!

To end the Bootcamp on a high, after securing two demo calls at HubGem, our last session ended with Dan Tyre in a Lion costume and a group zoom selfie 😂💁‍♀️

Thank you, Dan Tyre, for changing my approach to calls for the better!

Go Spring Lions Go!

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