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HubSpot’s VAR Orientation
Partner Inbound Success Training
Use the Chat Pane in GoToWebinar
to Ask Questions!
We’ll get started in a few minutes!
1 Intro to the Partner Program & Path to Certification
2 SMART Goal Setting
3 Persona Development
4 Getting Started with your HubSpot
5 Next Steps & Action Items
AGENDA
Learn Together
SUMMARY OF THE HUBSPOT VAR PROGRAM:
1
2
3
4
Market Together
Sell Together
Grow your agency!
7
Learn
Execute
1:1
Sell
Partner Broadcast
Lead Generation Webinar
Promotion Webinar
Driving ROI Webinar
HubSpot Academy
VAR Orientation Webinar Delivering Services Using
HubSpot Webinar
How to Retain & Renew
Clients Webinar
How to Run an Account
Review Webinar
Pricing & Packaging
Webinar
Winning with a
Consultative Sales Process
Advanced Sales Training
Webinars
Goal Setting & Kickoff
Campaign Progress
Update
Campaign Progress Review
Onboarding Strategy
Blog
Social Media
Keywords
Pages
Calls-to-Action
Landing Pages
Forms
Contacts
Workflows
Lead Scoring
CRM Integrations
Social Media
Smart-Calls-to-Action
Workflows
Attract Convert Close Delight
Strangers Visitors Leads Customers Promoters
MASTERY OF THE INBOUND MARKETING METHODOLOGY
SET UP A CAMPAIGN, LAUNCH OFFERS,ANALYZE RESULTS, AND REPORT SUCCESS
Offer
Landing Page + CTA
Workflows
Email Blog
Social
Analyze
RECYCLED CONTENT
NEW CONTENT
HUBSPOT eBook KITS
http://academy.hubspot.com/partner-classes/hubspot-var-resources
CONTENT MARKETPLACE
Offer 1 Best Practices: Answers the question “What Do I Need?” Examples: • Guides • eBooks
Offer 2 Best Practices: Answers the question “Why Do I Need it From You?” Examples: • Case Studies • Recorded Webinars
Offer 3 Best Practices: Answers the question “Why Should I Buy Now?” Examples: • Consultations • Audits
Top of the Funnel
Middle of the Funnel
Bottom of the Funnel
PLANNING YOUR OFFERS
Awareness Consideration
RELEVANT CONTENT TYPES AT SPECIFIC STAGES OF THE BUYING CYCLE
Decision
eGuides eBooks Whitepapers
Webcasts/ podcasts Comparison Papers Expert eGuides
Vendor/Product Comparisons Trials Product Digests Consultations
AUTO LEAD REGISTRATION CONNECTOR (ALRC)
To Set Up ALRC: • Contact your channel account
manager to initiate a joint sales process. (required!)
• We will set up a connection between the forms on your pages and HubSpot’s Salesforce.com
• Automatically register new leads as they come in!
VAR Sales Tiers
• LINK: Sales Tiers Program Overview • LINK: Current VARs Listed by Tier
WHAT IS SMART GOAL SETTING?
SPECIFIC: significant, simple
MEASURABLE: meaningful, manageable
ATTAINABLE: appropriate, achievable
RELEVANT: results-oriented, realistic
TIMELY: time-oriented, time-based
EXAMINE YOUR CURRENT SITUATION
What are you currently working on?
How are you currently marketing your business?
When do you need to get this done by?
How are you defining success?
POOR EXAMPLES
Rank my website #1 on Google
Get more customers through social media
Grow my business by 10x
SMART GOAL EXAMPLES
Grow traffic through Google and social media by 3x over the course of 1 year
Convert 20% more traffic into prospects and customers by the end of Q3
In 4 months, increase lead to customer conversion rates by 15% using email marketing to convert leads into customers
SMART GOALS DRIVE VISITS, LEADS, & CUSTOMERS
Help.HubSpot.com Tutorial: How to come up with SMART Goals in HubSpot
BEFORE YOUR CREATE YOUR OFFERS YOU NEED TO KNOW YOUR PERSONAS
• What is their age, location, gender, job, income?
• What is their life like?
• What problems do they face?
• What are their pain points? What are their goals?
• What do they use to access information?
• What keywords do they search?
• What value do you bring them?
• What action do you want them to take?
• What are their objections to your product or service?
Your Inbound Teacher • Inbound Methodology
• Goal-Driven
Marketing Strategy
Consultant
SUPPORT RESOURCES
Your Software Lifeline
• http://help.hubspot.com
• 1-888-HUBSPOT ex. 3
Your Selling Coach • Sales Coaching
• Selling Opportunities
CAM
Product & VAR Training Classes
• Best practices and tool walkthroughs
• Small class sizes lead by experts • Live presentations with Q&A
• Live workshops
IMPORTANT LINKS
Academy.hubspot.com
Help.HubSpot.com
HubSpot Partners Forum (Linkedin)
ON THE PROFESSIONAL PACKAGE?
INSTALL THE TRACKING CODE SET UP THE SUBDOMAIN
LEAD TRACKING CRM INTEGRATION
CALL SUPPORT IF YOU NEED HELP!
WRAP UP & NEXT STEPS.
1. FINISH TECHNICAL INTEGRATION 2. COMPLETE GOAL & PERSONA PLANNING
WORKSHEET (SEND TO YOUR CONSULTANT)
3. START CREATING YOUR FIRST PIECE OF CONTENT
4. ATTEND LANDING PAGES CLASS 5. MEETING WITH YOUR 1X1 CONSULTING TECH SUPPORT: 1-888-HUBSPOT ext3