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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 . PC. WANT TO HAVE A GREAT TIME TODAY?. MESSAGE ME USING THE QUESTION PANEL: 1.) Who you are/name of business 2.) Where you’re calling from 3.) What you’re excited about with HubSpot and Inbound Marketing?!.

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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. PC WANT TO HAVE A GREAT TIME TODAY? MESSAGE ME USING THE QUESTION PANEL: 1.) Who you are/name of business 2.) Where you’re calling from 3.) What you’re excited about with HubSpot and Inbound Marketing?! CHATWITH US! MAC

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

  4. Your HubSpotPartner Success Training Team: Adrianne Mayshar Nick Salvatoriello Timothy Dearlove Al Biedrzychi Deedee Perry Partner Success Training Program Main Resource Page: http://academy.hubspot.com/hubspot-partners/main-page/

  5. Our Workshop Agenda 1 Recognition 2 Gold Teir VAR Speaker 3 Onboarding Success 4 Attitude/Final Thought

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

  7. 1 Recognition…

  8. Recognizing [Movers + Shakers!]

  9. VAR All-Star Board: Leaders in: Activation + Usage + Results

  10. Which VARs just got HubSpot Certified since last meeting?

  11. 1 Diane from Collective Publishing Co. (IMC = Tim Dearlove) 2 FuneralNet, CensusUp IMC = Nick Sal 3 David Caron Design IMC = Al Biedrzycki 4 Qmini+ Surf Merchant Digital Six Two Interactive, Spectacled Marketer, JAL Communications IMC = Adrianne Mayshar

  12. HubSpot VAR Training Overview Register for Product Training Sessions: http://academy.hubspot.com/hubspot-product-training-classes-registration-page/ Register for Partner Training (Mandatory) Sessions: http://academy.hubspot.com/Partner-Classes/hubspot-partner-training-main-page/ Schedule 1:1’s with your consultant or Deedee (dperry@hubspot.com) • VAR Orientation Session • 1:1 Campaign Progress Assessment • PARTNER TRAINING: Pricing and Packaging for Agencies  • Contacts and Prospects Training • PARTNER TRAINING: How to Run an Account Review with your Client • 1:1 Goal Setting & Planning • Sources and Competitors Training • Keywords Training • PARTNER TRAINING: Winning with a Consultative Sales Process • Ongoing Product Training • Blogging Training • Landing Pages Session • PARTNER TRAINING: Driving ROI • Social Media Training • CTAs and Thank You Pages Session • PARTNER TRAINING: How to Onboard HubSpot Clients • PARTNER TRAINING: Campaign Building: Promote • 1:1 Marketing Performance Evaluation • PARTNER TRAINING: Campaign Building: Lead Generation • 1:1 Onboarding Strategy • Email Training Session • PARTNER TRAINING: How to Renew & Retain your HubSpot Clients • Workflows Training Session **The training classes must be completed PRIOR to each 1:1 session in order to make your consulting hours the most effective

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

  14. Sales Tiers Success MOVIE

  15. 2 Leadership Speaker… MOVIE

  16. Partner Success Workshop Precision Marketing Group A HubSpot Partner’s Perspective Marketing That Makes You Money™ www.precisionmarketinggroup.com

  17. @pmgtweets • founded 2002 • hubspot since 2008 • 80-90 hubspot projects • 42 active accounts • 85% HubSpot • 90% “Retainer” Susan LaPlante-Dube @SusanldPMG Maureen Condon @MaureenPMG

  18. What’s Driven our Success values not an inbound marketing agency …….so what are we? approach….decidedly unmarketing partnerships….there is more than enough business do the work

  19. Our Values

  20. Decidely unmarketing Investin the sales process thenon-contract

  21. Partner …plenty of fish in the sea

  22. Not without it’s Challenges cobblers children balance….sales and execution functionality and staying current Sometimes (seldom now) the wrong client sneaks in

  23. Follow and Like @pmgtweets Facebook.com/PMG.Fan.Page • PrecisionMarketingGroup.com • Resources: • Content Marketing Grader • Drive Sales with Content That Converts • 4 Best Practices for your Content Marketing • ….and more • Visit us at Services Marketplace Susan LaPlante-Dube @SusanldPMG Maureen Condon @MaureenPMG

  24. Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

  25. QUESTIONS?

  26. On-Boarding Success Training: GUEST STARS

  27. Hubspot Partner Success Workshop Creating a Sales Funnel and Inbound Marketing Strategy for the Travel Vertical 1/24/13

  28. Organizational Background Partnership Building Destination Development Enterprise Development Marketing and Distribution • Strategic Planning • Product Development • Investment Promotion • Resource Conservation • Branding & Storytelling • Interactive / Online • Social Media / PR • Trade Distribution • Business Planning • Investment Promotion • Skills Training • Sustainability Criteria • Public-Private-Residents • Tourism Clusters • Industry Associations • International Partners

  29. Solimar works with our destination partners to convert travelers and travel trade by generating and engaging leads at every stage of the buying cycle. A large audience responds to initial awareness activities, then moves through a “funnel” to become a narrow set of high-value leads. Trade partners are the ones who will travel to or help to sell the destination. Travel Trade Funnel Traveler Funnel Find trade partners best positioned to sell your destination Introduce traveler to your destination and inspire them to learn more Educate trade partner about destination’s products and motivate them to be enthusiastic sellers Develop relationship with traveler through interactive media and personalized communications Pass qualified lead to trade partner whose product aligns with traveler’s expectations Providing high quality sales tools to the trade and refer leads to your most engaged partners Convert traveler into a satisfied customer and future destination brand ambassador Convert trade into enthusiastic destination sales partners

  30. Our targeted, segmented traveler marketing initiatives follow the traditional, logical travel buying cycle: dreaming, deciding, planning, booking, and experiencing. Our process raises traveler awareness about your destination, inspires and engages travelers at all stages of the buying cycle, and passes sales leads to trusted trade partners to book their trip. Traveler Marketing Activities Traveler Mindset “I want to go on a rustic European holiday.” • Optimize website with keywords • Improve search rankings • Create a blog • Launch social media campaign “What makes Douro unique?” “How could I spend my time in Douro?” “Douro is the right place for my holiday.” • Offer travel planning guides • Distribute a regular newsletter or e-blast • “Chat with a destination expert” “Where am I going to stay in Douro?” “How am I going to get to Douro?” • Refer lead to qualified sales partner to facilitate final booking “I am having an amazing time on this wine tour in Douro Valley. Everyone else should come next time!” • Share experience on social media • Review businesses and locations

  31. Our trade outreach is about creating sales partners that are as motivated to promote your destination as you are. We help destinations create a network of partners that participate in traveler marketing to expand the reach of your campaign and improve their ability to make sales. Trade Marketing Activities Trade Partners Mindset “I need new destinations to sell but what makes Douro unique?” • Identify ideal trade partners • Make initial calls/visits to gauge interest/ability • Educational webinars • FAM trips • Destination Specialist Program “I’d like to know more about Douro so that I can offer it to my clients” “I know that Douro is an incredible destination but I’m having trouble selling it to travelers.” • Provide high quality sales tools • Generate qualified leads with actionable intelligence Convert traveler to satisfied customer and a brand ambassador who actively promotes your destination • Promote your brand and products on partner platforms (website, social media, print, etc.)

  32. Final Advice – Just Jump In

  33. Hubspot Partner Success Workshop Creating a Sales Funnel and Inbound Marketing Strategy for the Travel Vertical 1/24/13

  34. Let’s Brainstorm What’s 1 key take away? What’s 1 next step?

  35. QUESTIONS?

  36. Final Thought….

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

  38. QUESTIONS?

  39. THANK YOU THANK YOU THANK YOU

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