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Our call will begin in just a moment Please dial in to GoToMeeting ...

Our call will begin in just a moment Please dial in to GoToMeeting . HubSpot Partner Success Workshops. Thursdays, Bi-Monthly @ 2pm EST. Your Host: Nick “ Sal”vatoriello Senior Inbound Marketing Consultant http://nicksalinbound.com/nick-sal. Our Agenda. 1.

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Our call will begin in just a moment Please dial in to GoToMeeting ...

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  1. Our call will begin in just a moment Please dial in to GoToMeeting...

  2. HubSpotPartner Success Workshops Thursdays, Bi-Monthly @ 2pm EST Your Host: Nick “Sal”vatoriello Senior Inbound Marketing Consultant http://nicksalinbound.com/nick-sal

  3. Our Agenda 1 Recognition 2 Guest Speaker 3 Skillz Training 4 VARAnnouncements/Calendar 5 Attitude/Final Thought

  4. Partner Success Workshop Archive Page http://bit.ly/VARPSW

  5. PC MESSAGE ME USING THE QUESTION PANEL: -1.) Who you are, where you’re calling from -2.) Name of business -3.) What you’re excited about CHATWITH US! MAC

  6. 1 Recognition…

  7. Recognizing [Movers + Shakers!]

  8. 1 PR Success: What VARs are Making Headlines? 2 Inbound Marketing Success: What content have you been creating in HubSpot? 3 On-boarding success: What VARs recently were certified? 4 Sales Tiers Success: Who are our newest leaders on the rise?

  9. 1 Which VAR Featured on HubSpot’s VAR Webinar Series? [Webinar]: The Art & Science of Selling Agency Services: How to Stop the Churn

  10. 500 Registered Attendees….

  11. Question: Why aren’t there more partners making headlines? ….Do you have an inbound-oriented event coming up you’d like to promote?

  12. 2 Who has begun publishing on HubSpot? 1st Offer 1st Email 1st Blog

  13. Recognizing: CONTENT CREATION SUCCESS Who on the call published a lead-gen offer for the first time? 1 Who on the call published a marketing email in HUBSPOT for the first time? Current Section Title Highlight the current section if using agenda slides as section breaks 2 Who published a Hubspot Blog Post for the first time? 3 13

  14. 2 VAR All-Star Board: Leaders in… Activation + Usage + Results

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

  16. Question: If you haven’t begun, when will you start? What can we help you with?

  17. 3 Which VARs just got HubSpot Certified since last meeting?

  18. 1 Anchor Mobile, (IMC = Tim Dearlove) 2 RocketFuel, LLC (IMC = Nick Sal) 3 Crocodile Marketing, Austrialia VAR! (IMC = Tim Dearlove) 4 Fruition Interactive (IMC = Al Biedrzycki)

  19. VAR Training Overview • Driving ROI Session • VAR Orientation Session • Campaign Progress Assessment • Growing Your Business with HubSpot • How to Run a 6 and 12 Month Check In • Goal Setting & Planning • Campaign Performance • Contacts and Prospects Training • Winning with a Consultative Sales Process • Ongoing Product Training • Landing Pages Session Goal: Review Advanced Campaign Performance • Campaign Building: Promote Goal: Account Management & Retention • Making Happy and Successful Clients with HubSpot • CTAs and Thank You Pages Session • Analytics & Sources Session • Email Training Session • Onboarding Strategy Goal: Campaign Development & Execution • Campaign Building: Lead Generation • How to Renew & Retain your HubSpot Clients Goal: Integration & Lead Generation Goal: Selling & Onboarding

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

  21. 4 Sales Tiers Success MOVIE

  22. 2 Leadership Speaker… MOVIE

  23. VAR On-Boarding Success Training: GUEST STAR…

  24. The Case for Staying Small – Building a Successful HubSpotVAR Presented by: Todd Hockenberry, Top Line Results GOLD Tier HubSpot VAR

  25. Things we will discuss…. Top Line Results – Who we are Why we did it the way we did Thinking small Building big Picking the right clients Structure for success

  26. 1 Who we are

  27. Top Line Results www.top-line-results.com Todd Hockenberry – Owner, Founder, Salesman 1 2 HubSpotter Since: 2010 Number of HubSpotter Powered Clients: 17 New Accounts, 28 HS customer projects 3 Visits and Leads Generated with HubSpot: way more for our customers than for us!

  28. TLR’S G P C T 1 Goals For HubSpot Use it to add value for our clients – not to reach a certain revenue level for TLR 2 Plan/Strategy Integrate HubSpot with our marketing and sales expertise to deliver extraordinary value to B2B clients 3 Challenges You Faced Before HubSpot Lead generation for B2B clients Timeline As long as HubSpot is the industry leader

  29. Our value statement We help B2B companies grow their top line by helping people implement common sense sales, marketing, and business development principles.

  30. 2 why we did it this way

  31. profitability focus lifestyle

  32. 3 WHY YOU CAN STAY SMALL AND SUCCEED

  33. You do not need to be a 30 person firm to work with a large client. You just need to be valuable.

  34. Business owners want results • revenue growth • profitability • building management processes • strategy • people development • execution

  35. Other reasons to stay small • outsourcing/contingent workers • technology enables it • risk reduced • many headaches eliminated • profitability Increased • become a trusted advisor – longer relationships, consult on broader range of issues • Lifestyle

  36. IF YOU SELL RESULTS….. SIZE DOES NOT MATTER

  37. 4 How?

  38. Specializein 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

  39. 5 Picking the right clients

  40. Walt Walt does not usually hire an agency - he hires people he trusts and knows

  41. Selling ONLY deal with the economic buyer build relationship first, not a proposal or menu come to agreement on the issues, the benefits they should expect, and your role in delivering value then present a summation of your agreement

  42. How 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.

  43. 6 Structure for success

  44. Structure build you own marketing engine focus on core client personas partnerships outsourcing

  45. Marketing • inbound • service Marketplace • referrals • networking • up sell, cross sell

  46. Build strategic partnerships Do what you do best and outsource the rest design graphics P/R PPC writing

  47. What 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?

  48. Cut to grow Cut the bottom and replacewith higher value clients Do you like working with them?

  49. Set limits do not be afraid to make your clients follow them

  50. @toplineresults.com www.top-line-results.com todd@top-line-results.com

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