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Welcome to episode 19 of HubShots!\n\nRecorded: Tuesday 09 February 2016\n\nFor show notes please visit:\nhttp://hubshots.com/episode-19/\n\nShot 1: Inbound Thought of the Week\nBrian Halligan on how he is leading HubSpot now that it has moved from being a start-up to being a scale-up: https://readthink.com/scale-up-leadership-lessons-i-ve-learned-over-9-years-as-hubspot-s-ceo-39521f5b7567\n\nAction: Preventing potholes!\n\nHubSpots Culture Code: http://www.slideshare.net/HubSpot/the-hubspot-culture-code-creating-a-company-we-love\n\nSlide 17:\n\nHubSpot Culture Code\n\nSlide 64:\n\nHubSpot Culture Code\n\nShot 2: HubSpot feature/tip of the Week\nUsing the Recent Conversion field: http://knowledge.hubspot.com/articles/kcs_article/contacts/list-of-hubspot-s-default-contact-properties\n\nFull working example of using it: http://xen.com.au/using-the-hubspot-recent-conversion-contact-field/\n\nAction: Go setup a workflow so you can utilise this feature\n\nShot 3: Challenge of the Week\nHaving conversations with sales/people that followup leads. Keeping a track.\n\nAction: Do you on a weekly/fortnightly basis analyse leads with Sales and see if you can extract information that will help to better target campaigns?\n\nShot 4: Opinion of the Week\nSales alignment predictions for 2016: http://blog.hubspot.com/sales/sales-experts-predict-improve-sales-productivity\n\n\u201cIn 2016, sales and marketing managers will map sales and marketing processes to how prospects actually buy \u2014 from awareness to close. While CEB states that almost two-thirds of the buying decision is already made before a prospect ever makes contact with a sales team, prospects do not stop their research at that moment. Client acquisition used to be a relay race. Marketing captured the lead and then nurtured the lead part of the way. Then, Sales ran the rest of the race by themselves. The two did not need to communicate to win, they just needed to hand off the baton properly. But today, it\u2019s a three-legged race with Sales and Marketing\u2019s legs tied together. In the three-legged race, the prospect receives stimuli from both Marketing and Sales throughout the buying process. In order to win, a firm must have two partners with clear shared goals, a defined process, and open continuous communication.\u201d\n\n\u2013 Chris Handy, Founder & CEO, Thinkhandy: http://www.thinkhandy.com/\n\nAction: think about how you can make your process better\u2026\n\nShot 5: General Tip of the Week\nInstagram tips: http://blog.hubspot.com/marketing/instagram-features-tricks\n\nAction: Look and see if you can make changes that help your Instagram\n\nShot 6: State of Inbound Item of the Week\nNew HubSpot Research Hub: http://blog.hubspot.com/marketing/hubspot-research-hub\n\nhttp://research.hubspot.com/\n\nhttp://research.hubspot.com/reports/native-advertising-rises-as-consumers-opt-out\n\nWhy people unsubscribe from emails:\n\nWhy people unsubscribe from emails\n\nAction: Review the emails you are sending out.\n\nNext episode we\u2019ll be looking at what forms of advertising people like/dislike:\n\nWhat advertising do people hate the most?\n\nNotice the bottom 6 \u2013 they were the least negative e.g. Sponsored LinkedIn Posts had a very low negative response: big opportunity!\n\nShot 7: Resource of the Week\nThe cost of bad sales data: https://blog.kissmetrics.com/bad-data-killing-sales\n\nAction item: clean data saves sales time, reduces database sizes, makes analysis more accurate. Look at cleanup workflows.\n\nShot 8: Community Item of the Week\nThe best time to post on Facebook:\n\n\n\nHow To Improve Facebook Engagement: Insights from 1bn Posts from BuzzSumo\nThe best time to post on Facebook\n\nShot 9: Podcast of the Week\nFoundr \u2013 Learn from Proven Entrepreneurs & Startup Founders: https://foundrmag.com/podcast-with-nathan-chan/