The document outlines an agenda for a webinar on winning with a retainer-based sales process. The agenda includes ditching the traditional agency sales pitch, introducing the Inbound Marketing Assessment (IMA) diagnostic tool, providing a real-life example of how it has worked, and concluding with a question and answer session. It emphasizes establishing a step-by-step consultative sales process focused on understanding prospects' needs and goals through qualifying conversations, instead of one-time pitches.

1. WINNING WITH A
RETAINER BASED
SALES PROCESS.
Partner Inbound Success Training.
Use the Chat Pane in GoToWebinar
to Ask Questions!

2. PC
MAC
CHAT WITH ME!
MESSAGE ME USING
THE QUESTION
PANEL

3. 1 Ditch the pitch – Where Agency sales is broken
2 The IMA
3 The diagnostic
4 Real life example and downloads
5 Q&A
AGENDA

4. 80% FAIL.
*
* For every 100 people in sales, 40% quit, 40% perform below average, and
20% will be above average

5. WHAT IS A
KEYWORD?
WHERE IT’S BROKEN:
1. Generating Leads
2. Connecting and
Pitching
3. Closing
4. The Proposal

6. 2x
*
*Agencies with a robust sales process are 2x more likely to have a
retainer-heavy client base.
-State of the Online Marketing Services Industry

7. kick the
habit

8. SETTING UP FOR
SUCCESS.
1 One step at a time

9. 1. Generating Leads
2. Researching Leads and
Prospecting
3. Connecting and Qualifying
4. Inbound Marketing
Assessment (IMA)
5. Diagnostic and Goal Setting
6. Closing Effectively
7. The Contract
Break the addiction

10. Order of operations
Selling
consultatively is like
a living, breathing
eco-system. The
success of one
thing depends on
another.

11. persistence
requires
patience.

12. it won’t get
any easier.

13. SIZE THEM UP
2So you think you can dance?

14. THE IMA
Although it’s pitched
as something for
them it’s really for
you.

15. what your
prospect
wants.

16. what you
want.

17. • Natural tension in the call is a
good thing
• Curiosity on both sides is a must
• Opportunity to drive alignment
and trust
• Easy to fall off course
BRINGING IT ALL
TOGETHER

18. don’t skip a
beat.

19. • Spend 30-45 minutes
in the IMA
• Add value by sharing
stories
• Control the
conversation
• If you can help them,
setup your next call
• If you can’t help them,
say so
TIPS TO
SUCCEEDING
POTHOLES
• Giving out too much free
information
• Getting little in return
• Not asking questions
• Not being conversational
• Not rolling with the
punches
WINNING THE IMA

20. GET ON THE FLOOR.
3Take it step by step

21. it might get
bumpy.

22. THE DIAGNOSTIC
Before you take the
plunge understand what
you are about to work
with and if you can
handle it.

23. know their
strengths.

24. uncover their
weaknesses.

25. • Ask Why, When, How, What
Else, What If?
• Have your prospect set goals
• Help them understand the
effort and expense required
to hit goals
• In most cases they fail. Your
role is to lift them up and
show them how to succeed
• Set Numeric Inbound
Marketing Goals
• Continually qualify for BANT
• If you can help them, set up
the next call
TIPS TO
SUCCEEDING
POTHOLES
• Potholes to avoid…
• Giving out too much free
information
• Getting little in return
• Not asking questions
• Not being conversational
• Not rolling with the punches
WINNING THE DIAGNOSTIC AND GOAL SETTING CALL

26. THE REALITY.
4How to change your business

27. how IMPACT
applied this
sales process

28. early
struggles.

29. DO NOT
Give up.

30. figuring
It out.

31. MAKE IT YOUR OWN
A little
customization and
innovation never
hurt anybody.

32. IN IT TO WIN IT
Give the prospect a
combination of services
that help them achieve
their goals and overcome
their challenges.

33. APPLY & BE ACTIVE.
5It will work for you

34. FOR THE FULL WEBINAR
SERIES VISIT:
http://www.hubspot.com/advanced-sales-training-home