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Welcome to Episode 27 of HubShots!\n\nRecorded: Friday 12 February and Wednesday 30 March 2016\n\nInterview: Inbound Sales with Sam Shoolman (@samshoolman) \u2013 Sales Director at HubSpot Asia Pacific\n\nYou can listen to the episode and read the full transcript here:\nhttp://hubshots.com/episode-27/\n\nKey points we discuss:\n\n- what speed do you listen to podcasts at? https://twitter.com/HubShots/status/714947296547500032\n- one key thing successful marketing managers are particularly good at (from a sales manager\u2019s perspective): the willingness to adapt\n- research is showing conclusively that old school tactics (cold calling, trade shows, spamming email lists) don\u2019t work well any more\n- how company culture, if fixed on old school, will limit the benefits you get from embracing the inbound methodology\n- the importance of logging activity and research into the CRM, and getting a habit going\n- why HubSpot gets all of the sales people to get inbound certified and build a marketing site before they are allowed to start selling\n\u2013 Brand New Certification just launched: Inbound Sales Certification: http://academy.hubspot.com/isc16/intro-to-inbound-sales\n- prioritising the activities that need to be focussed on e.g. focusing on questions like: When I come to your site what do you want me to do?\n- the best way to capture more leads at the top of the funnel\n- white bread versus wheat bread leads\n- gamification and the importance of reporting and dashboards for promoting positive activities\n- the smarting virtuous cycle versus the old school vicious cycle\n- the massive changes going on in the industry e.g. focussing on ecommerce industry\n- evolving the culture to embrace change - the constant work in progress\n\nYou can listen here:\nhttp://hubshots.com/episode-27/\n(also includes a full transcript)