Why I Want to Spend More Time with Agencies that Target

Posted by David Weinhaus

Oct 10, 2014 3:28:14 PM

1454278130_c3d0f87796As a Hubspot Channel Account Manager (and a human!), I only have so much time in a day. As we all do, I have choices about where to spend it. I'm involved in sales enablement, small group coaching, supporting a book of Hubspot Partners, speaking with prospective Hubspot partners, and of course, actually helping to sell Hubspot software

 

I've resolved, I won't stop these activities, but I will narrow my focus. When doing them....

 

I want to spend more of my time with agencies that are serious about targeting

 

Here is why I'm doing it, and also how.

 

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Targeting Lessons for Agencies from Trew Marketing

Posted by David Weinhaus

Sep 22, 2014 9:46:39 AM

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INTRODUCTION:

 

This morning I checked out a great episode of the Bright Ideas podcast from Trent Dyrsmid featuring Rebecca Geier of Trew Marketing. Trew is a B2B marketing agency focused on the scientific, engineering, and technical markets. The episode highlighted how focusing in on a niche helped Trew achieve extraordinary results.

I was excited to hear this episode even before it began.  Arjun Moorthy (head of the Hubspt partner program) often references Trew as an example of a differentiated, successful, and profitable agency. I've also written about how an agency can target in the past and was eager to hear Rebecca's thoughts. 

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Rate the Call - Exploratory Call Role Play

Posted by David Weinhaus

Feb 21, 2014 12:43:52 PM

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In the Successful Agency Selling Fundamentals (beta) series, we devote two sessions to Running a Top Notch Exploratory Call (consult your Hubspot CAM for series password). In the training, we provide a link to the video below, a 30 minute role play example.  Continue reading after the video...

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What I Learned from Getting Sales Coached by @Rainmakermaker

Posted by David Weinhaus

Dec 16, 2013 8:51:02 AM

rainmakermaklerA couple months ago, I was offered the opportunity to take part in group sales training to be led by Rick Roberge (@Rainmakermaker). For those of you that know Rick, you know he has trained several senior sales leaders at Hubspot including Pete Caputa, VP of Sales and Marketing, Jeetu Mahtani, Managing Director Hubspot Interntional, and Arjun Moorthy, VP of Channel Sales - three individuals whose sales skills I greatly respect.

 

My Decision 

 

I have confidence in my ability to sell, but I am not a finished salesperson by any means. I have a lot of things I'm working on. One that I thought might be interesting to tackle during coaching is getting better at understanding a prospect's buying process as early as possible. 

Nevertheless, I was a little apprehensive to sign up for Rick's coaching. If you've interacted with Rick before, you might know that he can come across umm..., a little strong. That doesn't bother me on the surface, but I've been on the wrong end of a Rick email before and wasn't sure his style was my cup of tea. At the same time, I know Rick is good at what he does, and I started having that nagging feeling that maybe it was my ego and not personal preference that was holding me back.   

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Are you a Marketer First or Change Agent First? - Getting Clients to Really Produce Content

Posted by David Weinhaus

Nov 15, 2013 12:40:00 PM


You are an Inbound Agency. Imagine for a second that each of your clients has sales people blogging, customer service people blogging, the CEO blogging, marketing blogging, and product teams blogging.

Pause....now take a look at your website. How many wildly successful case studies do you currently have listed?

Now think about if the scenario above held true, how many more would be there? How would this change your business? How would it change your client's business?

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CMB Redux - How One Hubspot Partner is Advancing Sales Using the Content Marketers Blueprint

Posted by David Weinhaus

Nov 12, 2013 12:24:01 PM

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Back in June Kevin Jorgenson of Innovative Marketing Resources shared the 'Content Marketer's Blueprint' with the Hubspot Friday Sales Coaching Group. This past Friday, Rick Whittington, a Hubspot Partner who decided to give it a try after that call, joined us to talk about his experiences. Rick had some interesting things to say:

- How he uses the Content Marketers Blueprint (CMB) to qualify prospects
- How he charges for it
- How he used the CMB with an orthopedic firm to advance the sales process
- How he gathers inputs
- How he positions inbound marketing and Hubspot during the process
- His track record to date signing 2 clients and being on his way to a third

The recording of the call is below.

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Better Diagnose Your Prospects with The Opportunity Review Guide

Posted by Brian Signorelli

Nov 8, 2013 7:30:00 AM

 

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Guest blogger Brian Signorelli is a Hubspot Inbound Marketing Specialist. Connect with Brian on LinkedIn or Twitter

Ever wonder what playbook your Hubspot Inbound Marketing Specialist (IMS) is using during an opportunity review call? What questions they might ask and why? If so, this post is for you. 

In a recent post, David outlined some ways to make your opportunity reviews more productive. The final bonus tip recommended using an Opportunity Review Guide to self diagnose opportunities. This guide, originally put together by Hubspot's Danielle Herzberg and Jill Fratianne (aka @SpicyLegume) with some slight modifications since, is the same one your Hubspot IMS is likely to reference during a call. Do we go through every question and in the same order every time? No, but we do use it as a general roadmap. 

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Making the Most of Your Hubspot Opportunity Reviews - 5 Must Do's

Posted by David Weinhaus

Oct 25, 2013 5:58:00 PM

 

Doorway-1If I (or a Hubspot colleague) work with you as a Hubspot Partner and you have sales opportunities on a regular basis, we likely meet for opportunity reviews. In these sessions, we'll review your sales opportunities and discuss ways to advance them.

While not all of you want my help, most of you do. For those that do, I've been reflecting on ways to make these better.

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#Inbound13 - Blog Posts from Those Who Attended

Posted by David Weinhaus

Aug 26, 2013 8:55:00 AM

#INBOUND13. 5,300 inbound marketers, fantastic keynote speakers, amazing second stage1150422 642451759112216 1865319188 n speakers, and individual sessions and networking that made Boston MA the center of the inbound universe for one week. 

Fortunately, many of the attendees blogged about their experiences. Hats off to them for sharing. Here is a collection. If I missed your blog post(s), apologies! Please add it to the comments section below. 

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A 6 Step Recipe for a $10K/month Agency Retainer

Posted by David Weinhaus

Aug 2, 2013 10:53:00 AM

A couple of days ago, I checked out Puma Creative's Rachel Coger's discussing her $120,000 Close Deck ($10K/month retainer) from the weekly Hubspot Partner Program Broadcast.  It was a brilliantly simple and effective presentation and inspired me to recap it as a 6 step recipe along with a few additional thoughts and recommendations.

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I'm a Channel Account Manager at Hubspot.  I help Hubspot Partners grow their business through Inbound Marketing - and speak with prospective Partners about...(more)