Ilya Semen

speaker

182 appearances 1 recordings 1 series first heard Sep 2016 last heard Sep 2016

Ilya Semen’s voice in public audio — every appearance, attributed to the second.

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Top Founders · Datanyze $500k MRR, 500 Customers · 12 Sep 2016 podcast

So they try to leverage data in our system to find high potential leads.

So they use all the different filters to find a good subset of companies that are more likely to use HubSpot.

And then from there, they find the right contact within these companies and then find their email information.

which all these steps we do very well.

So this is how they use it on a daily basis.

Interesting.

Well, actually, at the beginning, we're not doing any marketing, nothing whatsoever.

It was mostly word of mouth and me trying to put my sales hat on and try to reach out to some people.

using different techniques, try to sell my solution to them.

Over time, we've built a great marketing machine as well as outbound machine.

So inbound and outbound.

And of course, for outbound, we eat our own dog food.

We use data nights to find great companies to go after.

And so both of those channels work pretty well.

We have pretty much 50-50% split between inbound and outbound.

For a typical sales rep, they need to close about 50K in ARR on a monthly basis.

Yeah, it's about so, I mean, it depends on the quality of the demo.

It depends on the territory, and territories mean how big the company and things like that.

So I would say it's about 20% conversion rate from demo to closed business.

So let's say if it's a 20K average size deal, they need to close two and a half.

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