Our call will begin in just a momentPlease dial in to GoToMeeting...

PC

MAC

CHAT WITH US!MESSAGE ME USING THE QUESTION PANEL:1.) Who you are/name of business2.) Where you’re calling from3.) What you’re excited about with HubSpot and Inbound Marketing?!

WANT TO HAVE A GREAT TIME TODAY?

3

HubSpotPartner Success

WorkshopsThursdays, Bi-Monthly @ 2pm EST

Your Host:Nick “Sal”vatorielloSenior Inbound Marketing Consultanthttp://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/

Recognition

Onboarding Success

1234

Our Workshop Agenda

Attitude/Final Thought

5

Gold Teir VAR Speaker

Partner Success Workshop Archive Page

http://bit.ly/VARPSW

1Recognition…

Recognizing [Movers + Shakers!]

Leaders in:Activation

+Usage

+Results

VAR All-Star Board:

Which VARs just

got HubSpot Certified since last meeting?

3

Diane from Collective Publishing Co.(IMC = Tim Dearlove)

2 FuneralNet, CensusUpIMC = Nick Sal

David Caron Design IMC = Al Biedrzycki

Qmini + Surf Merchant DigitalSix Two Interactive, Spectacled Marketer, JAL CommunicationsIMC = Adrianne Mayshar

4

1

Month 1 (Integration and

Lead Gen)

Month 2 (Campaign

Development)

Month 3 (Advanced Campaign)

Months 4-8 (Selling

and Onboarding)

Months 9+ (Account Management

and Retention)

HubSpot VAR Training Overview

PARTNER TRAINING: Campaign Building: Lead Generation

PARTNER TRAINING: How to Run an Account Review with your Client 

1:1 Goal Setting & Planning

1:1 Campaign Progress Assessment

Landing Pages Session

CTAs and Thank You Pages Session

Email Training Session

Contacts and Prospects Training

PARTNER TRAINING: Campaign Building: Promote

1:1 Marketing Performance Evaluation

PARTNER TRAINING: Driving ROI

PARTNER TRAINING: Pricing and Packaging for Agencies 

PARTNER TRAINING: Winning with a Consultative Sales Process

PARTNER TRAINING: How to Onboard HubSpot Clients

1:1 Onboarding Strategy

PARTNER TRAINING: How to Renew & Retain your HubSpot Clients

Ongoing Product Training

VAR Orientation Session

Workflows Training Session

Keywords Training

Blogging Training

Social Media Training

Sources and Competitors Training

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)

**The training classes must be completed PRIOR to each 1:1 session in order to make your consulting hours the most effective

Question:Have you

completed the

VAR Campaign Courses?

If not now, when?If not you, who?

Sales Tiers Success

MOVIE

2LeadershipSpeaker… MOVIE

Precision Marketing Group

A HubSpot Partner’s Perspective

Partner Success Workshop

Marketing That Makes You Money™

www.precisionmarketinggroup.com

founded 2002hubspot since 200880-90 hubspot projects42 active accounts

85% HubSpot90% “Retainer”

@pmgtweets

SusanLaPlante-Dube@SusanldPMG

MaureenCondon@MaureenPMG

What’s Driven our Success

valuesnot an inbound marketing agency…….so what are we?approach….decidedly unmarketingpartnerships….there is more than enough businessdo the work

OUR VALUES

Decidely unmarketingInvest in the sales process

the non-contract

Partner …plenty of fish in the sea

Not without it’s Challenges

cobblers childrenbalance….sales and executionfunctionality and staying currentSometimes (seldom now) the wrong client sneaks in

PrecisionMarketingGroup.comResources:

• Content Marketing Grader• Drive Sales with Content That

Converts• 4 Best Practices for your Content

Marketing• ….and more

Visit us at Services Marketplace

Follow and Like @pmgtweets Facebook.com/PMG.Fan.Page

SusanLaPlante-Dube@SusanldPMG

MaureenCondon@MaureenPMG

Let’s BrainstormWhat’s 1 key take

away? What’s 1 next

step?

QUESTIONS?

On-Boarding Success Training:

GUEST STARS

Hubspot Partner Success WorkshopCreating a Sales Funnel and Inbound Marketing Strategy

for the Travel Vertical1/24/13

Marketing and Distribution

Enterprise Development

Destination Development

Partnership Building

-Strategic Planning-Product Development

- Investment Promotion

-Resource Conservation

-Public-Private-Residents

-Tourism Clusters- Industry Associations- International Partners

-Business Planning- Investment Promotion

-Skills Training-Sustainability Criteria

-Branding & Storytelling

- Interactive / Online-Social Media / PR-Trade Distribution

Organizational Background

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.

Introduce traveler to your destination and inspire them to learn more

Develop relationship with traveler through interactive media and personalized communications

Pass qualified lead to trade partner whose product aligns with traveler’s expectations

Convert traveler into a satisfied customer and future destination brand ambassador

Find trade partners best positioned to sell your destination

Educate trade partner about destination’s products and motivate them to be enthusiastic sellers

Providing high quality sales tools to the trade and refer leads to your most engaged partners

Convert trade into enthusiastic destination sales partners

Traveler Funnel Travel Trade Funnel

“I want to go on a rustic European holiday.”

“What makes Douro unique?”“How could I spend my time in Douro?”“Douro is the right place for my holiday.”

“Where am I going to stay in Douro?”“How am I going to get to Douro?”

“I am having an amazing time on this wine tour in Douro Valley. Everyone else should come next time!”

• Optimize website with keywords• Improve search rankings• Create a blog• Launch social media campaign

• Offer travel planning guides• Distribute a regular newsletter or e-blast• “Chat with a destination expert”

• Refer lead to qualified sales partner to facilitate final booking

• Share experience on social media• Review businesses and locations

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 Mindset Traveler Marketing Activities

“I need new destinations to sell but what makes Douro unique?”

“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.”

Convert traveler to satisfied customer and a brand ambassador who actively promotes your destination

• Identify ideal trade partners• Make initial calls/visits to gauge

interest/ability

• Educational webinars• FAM trips• Destination Specialist Program

• Provide high quality sales tools• Generate qualified leads with

actionable intelligence

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.

• Promote your brand and products on partner platforms (website, social media, print, etc.)

Trade Partners Mindset Trade Marketing Activities

Final Advice – Just Jump In

Hubspot Partner Success WorkshopCreating a Sales Funnel and Inbound Marketing Strategy

for the Travel Vertical1/24/13

Let’s BrainstormWhat’s 1 key take

away? What’s 1 next

step?

QUESTIONS?

40

Final Thought….

Partner Success Workshop Archive Page

http://bit.ly/VARPSW

QUESTIONS?

THANK YOUTHANK YOUTHANK YOU