Marketing Campaigns

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The Kickoff call is your first and best opportunity to make your customer successful. Sets the stage for success.Set expectations RE: your roleGet setup off and runningGet the customer psyched up to move forward12HubSpotPartner Success WorkshopsThursdays, Bi-Monthly @ 2pm ESTYour Host:Nick SalvatorielloSenior Inbound Marketing Consultanthttp://nicksalinbound.com/nick-sal

2Recognition Guest SpeakerSkillz Training VAR Announcements/Calendar1234Our AgendaAttitude/Final Thought5

3https://wiki.hubspotcentral.com/display/IMC/Partner+Product+WorkShopshttps://www.evernote.com/shard/s11/sh/054e01d7-66ab-41e2-b93f-c054fe26af65/ab58b12ea6f18d04f9bba58c66f66819http://wunderli.st/code/1S1C1y20461JWiki sales sheets/Imoverview: https://wiki.hubspotcentral.com/display/marketing/Index+of+Sales+Tools3Partner Success Workshop Archive Pagehttp://bit.ly/VARPSW

A conversion process is only as good as the offer. You can create the best landing page and thank you page in the world, but if no one wants what you are offering in return for their information the conversion process will fail.Lets quickly review some offers that tend to be successful

Create an offer in-house Use templates provided by HubSpotLeverage a partner

Take a full class on offers available once a month,4

PCMACCHAT WITH US!MESSAGE ME USING THE QUESTION PANEL:-1.) Who you are, where youre calling from-2.) Name of business-3.) What youre excited about

5

1Recognition

Recognizing [Movers + Shakers!]73PR Success: What VARs are Making Headlines?2Inbound Marketing Success: What content have you been creating in HubSpot?On-boarding success: What VARs recently were certified?Sales Tiers Success: Who are our newest leaders on the rise?41

[Webinar]: The Art & Science of Selling Agency Services: How to Stop the Churn1Which VAR Featured on HubSpots VAR Webinar Series?500 Registered Attendees.

10Question:Why arent there more partners making headlines?

.Do you have an inbound-oriented event coming up youd like to promote?Who has begun publishing on HubSpot?1st Offer1st Email1st Blog 2

1313Current Section TitleHighlight the current section if using agenda slides as section breaks123

Who published a Hubspot Blog Post for the first time?Recognizing:CONTENT CREATION SUCCESSWho on the call published a lead-gen offer for the first time?Who on the call published a marketing email in HUBSPOT for the first time?VAR All-Star Board:Leaders inActivation+Usage+Results2

Your Partner All-Star Product Usage Leader Board: 10-12-2012

RESOURCE: http://www.hubspot.com/agency-partners/partner-definition-pages/what-is-CHI/15Question:If you havent begun, when will you start? What can we help you with?Which VARs just got HubSpot Certified since last meeting?33Anchor Mobile, (IMC = Tim Dearlove)2RocketFuel, LLC (IMC = Nick Sal)Crocodile Marketing, Austrialia VAR! (IMC = Tim Dearlove)Fruition Interactive (IMC = Al Biedrzycki)41

VAR Training OverviewCampaign Building: Lead GenerationHow to Run a 6 and 12 Month Check InGoal Setting & PlanningCampaign Progress AssessmentGoal: Review Advanced Campaign PerformanceGoal: Integration & Lead GenerationLanding Pages SessionCTAs and Thank You Pages SessionEmail Training SessionGoal: Campaign Development & Execution Contacts and Prospects TrainingCampaign Building: PromoteCampaign PerformanceDriving ROI SessionAnalytics & Sources SessionGrowing Your Business with HubSpotWinning with a Consultative Sales ProcessMaking Happy and Successful Clients with HubSpotOnboarding StrategyHow to Renew & Retain your HubSpot ClientsGoal: Selling & Onboarding Ongoing Product TrainingGoal: Account Management & RetentionVAR Orientation Session

Question:Have you completed the VAR Campaign Courses?If not now, when?If not you, who?

Sales Tiers SuccessMOVIE4

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2LeadershipSpeakerMOVIE

VAR On-Boarding Success Training:GUEST STAR

Photo Credit: http://eatlosewin.com/category/gold-stars/23

The Case for Staying Small Building a Successful HubSpot VAR

Presented by:Todd Hockenberry, Top Line ResultsGOLD Tier HubSpot VAR

Todd has over 20 years of experience in direct selling and leading companies selling technology and capital equipment to companies in global industrial markets. He has developed and cultivated direct sales teams as well as managed sales representative and distribution networks--all to significant sales improvements.24Things we will discuss.Top Line Results Who we areWhy we did it the way we didThinking smallBuilding bigPicking the right clientsStructure for success

#inbound12#inbound121Who we are

#inbound12#inbound122627Top Line Results321HubSpotter Since: 2010www.top-line-results.comTodd Hockenberry Owner, Founder, SalesmanNumber of HubSpotter Powered Clients: 17 New Accounts, 28 HS customer projectsVisits and Leads Generated with HubSpot: way more for our customers than for us!

SLIDE 1: Background Info

Company Name:Company Website:Name/Position of Presenter:(add a picture if you have one on hand)HubSpotter Since: (date you started)Number of HubSpot Powered Clients youre currently working with:Total Number of Visits and leads you generated for your own site:* screen shot of dashboard2728TLRS G P C T321Goals For HubSpotPlan/StrategyChallenges You Faced Before HubSpot

Use it to add value for our clients not to reach a certain revenue level for TLR Integrate HubSpot with our marketing and sales expertise to deliver extraordinary value to B2B clientsLead generation for B2B clientsTimelineAs long as HubSpot is the industry leaderGoals - plan challenges timeline for the success story

Feel free to use the examples and fill inQuick overview of your goals coming into hubspot (are you on your way to reaching them?), go over your plans and upcoming plans, challenges you face/struggles with HubSpot (quick info on how you delt with the challenges have you moven past them or do these challenges still exist?) Timeline for HubSpot how long you wanted to reach the goals? How long until you were a certified partner?)28Our value statementWe help B2B companies grow their top line by helping people implement common sense sales, marketing, and business development principles.#inbound12#inbound122why we did it this way#inbound12#inbound1230profitabilityfocuslifestyle

#inbound12#inbound123WHY YOU CAN STAY SMALL AND SUCCEED#inbound12#inbound12You do not need to be a 30 person firm to work with a large client.

You just need to be valuable.

#inbound12#inbound12Business owners want resultsrevenue growthprofitabilitybuilding management processesstrategypeople developmentexecution

#inbound1234Other reasons to stay smalloutsourcing/contingent workerstechnology enables itrisk reducedmany headaches eliminated profitability Increasedbecome a trusted advisor longer relationships, consult on broader range of issuesLifestyle

#inbound12#inbound12IF YOU SELL RESULTS.. SIZE DOES NOT MATTER#inbound12#inbound124How?#inbound12#inbound12Specialize in specific business needs not Inbound Marketing tactics

Create real expertise add Inbound Marketing to it

Diagnose in your marketing, deliver the answers in the engagement

USE inbound marketing to reach goals

#inbound12#inbound12Begin with the end in mind what do you want your business to be, do you want it to be delivering tactical to do items or be a strategic partner385Picking the right clients

#inbound12#inbound12WaltWalt does not usually hire an agency - he hires people he trusts and knows

#inbound1240SellingONLY deal with the economic buyerbuild relationship first, not a proposal or menucome to agreement on the issues, the benefits they should expect, and your role in delivering valuethen present a summation of your agreement

#inbound12#inbound1241How do you add value?Help them reach their business goals

Create meaningful engagements not projects.

You are a business person, a peer to your clients, not an account manager.

A consultant helps set the goals and keep the client on track to meet them.

#inbound12#inbound12426Structure for success#inbound12#inbound12Structurebuild you own marketing enginefocus on core client personaspartnershipsoutsourcing

#inbound12#inbound12Marketinginbound service Marketplacereferralsnetworkingup sell, cross sell

#inbound1245Build strategic partnershipsDo what you do best and outsource the rest

designgraphicsP/RPPCwriting

#inbound12#inbound12What to outsource?Is it core to the goals of your company?Is it critical to the success of engagements?Is it a commodity or easily replaced?Is it efficient for you to do the work?Do you make high margins on this work?Do you enjoy it?

#inbound12#inbound12Cut to growCut the bottom and replace with higher value clients

Do you like working with them?

#inbound12#inbound12Set limitsdo not be afraid to make your clients follow them#inbound12#inbound12@toplineresults.comwww.top-line-results.com

todd@top-line-results.com

#inbound12#inbound12QUESTIONS?Q&A- your time to mentor newer VARS- Answer any questions now or provide best way to contact you for follow up51

Lets BrainstormWhats 1 key take away? Whats 1 next step?5253

Promotion [Calendar + Resources!]54Upcoming Training Opportunities:Chip & Dan HeathChip & Dan HeathPRODUCT: Landing Pages Live Training Session: Fridays from 9-11amChris LoDolche, Inbound Marketing Professor : Register Here

VAR BIZ: How to Renew & Retain HubSpot Clients: Fridays from 1pm-2pm EST Register Here

PRODUCT: Blogging on HubSpot Live Training Session: Fridays from 2-3pm ESTSarah Bedrick, Inbound Marketing Professor: Register Here

PRODUCT: Contacts & Prospects Tools Live Training: Tuesdays from 1-2pm EST Alan Perlman, Inbound Marketing Professor Register Here

VAR BIZ: Making Happy, Successful Clients with HubSpot: Wednesdays from 1-2pm EST Adrianne Mayshar, VAR Consulting Team: Register Here

VAR BIZ: Partner Success Workshops, Episode 4: Thursday, 11/1 from 2-3pm ESTGuest Starring . bit.ly/VARPSWhttp://academy.hubspot.com/hubspot-product-training-classes-registration-page/http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/55More Free Consulting Help AvailableAcademy.hubspot.com/register

Lets take a look at the conversion processCTAs is a full 1 hour class and has a pre-requisite which is this classLanding Pages

The landing page & Form are the most critical parts of the conversion process and go hand in hand. The better optimized your landing pages are the more website visitors you can convert into leads. Although the landing page is the focal point to the conversion process, it is important to remember a landing page will do nothing more than capture information if you ignore the reset of the conversion process.

For a successful conversion process each landing page must be accompanied by a Call to Action which drives website visitors to your landing page and a Thank You Page which delivers the offer and provides a path for your new lead to follow once they submit the form56BOOK OF THE MONTH: SWITCH5754321Chip & Dan HeathWhat looks like a people problem, is often a situation problemWhat looks like laziness may actually be exhaustionWhat looks like resistance, may actually be a lack of clarityTools you need to motivate change in your organization & clients

Mission: 30 minutes a day, every day, then publish a recommendation5854321Consider recommending vs. reviewingShare the learning. What juicy nuggets?Keep it short: (250-500 words, 2-3 links, 1 descriptive image)Check the facts (author history, where to buy, stats ect.)Draft a bit of the post each day after reading.

Consulting Guide of the Month:On-Page SEO WorksheetUpdated SEO Strategy + SEO Template from HubSpot's SEO Expert, Rebecca Churt: 10-1-2012

Final Thought.60PSW Speakers Where Are they Now?IMR Corp: Schools Sales Webinar

IMR Corp Sales that Scales!Share the love & support: @imrcorpInbound Marketing for Schools Webinar

a groundbreaking piece of content for you guys to have available to show in your sales process. Talk about SCALING yourself?! I thought this was really great! You just threw it together and executed, and you did it (partially, ha ha) on our new landing pages! EPIC!

Remember, I think this is EPIC and could definitely save you guys a lot of time and effort prospecting if you can get this webinar to be of show-stopping quality so folks could review this webinar, even if they won't give you a live meeting,oryou're not sure they're a good enough fit to give them one.....62

THANK YOUTHANK YOUTHANK YOUQUESTIONS?Q&A- your time to mentor newer VARS- Answer any questions now or provide best way to contact you for follow up64