1. INBOUND15
From Pain to Gain
How One Agency Reduced Churn and
Increased Retainer Size by Offering
Sales Consulting
Kathleen Booth
CEO, Quintain Marketing
2. • Our “Aha” moment
• A new service model
• Business impact
• Blueprint for success
Contact me at kathleen@quintainmarketing.com or @workmommywork
AGENDA
3. INBOUND15
1. How many of you feel you are delivering excellent results to your clients?
2. How many of you measure your results in terms of visitor traffic and leads?
3. How many of you think your clients measure the value you deliver in visitor
traffic and leads?
4. How many of you have lost a client because they didn’t bring on enough new
customers/revenue via inbound?
But first, some questions…
15. INBOUND15
The Traditional Inbound Marketing Approach
ATTRACT
Blogging
SEO
Social Publishing
Strangers
CONVERT
Visitors
Forms
Calls-to-Action
Landing Pages
CLOSE
Email
Lead Nurturing
Lead Scoring & CRM
Leads
DELIGHT
Surveys
Smart Content
Social Monitoring
Customers Promoters
16. INBOUND15
Quintain’s Inbound Marketing Services
ATTRACT
Blogging
SEO
Social Publishing
Strangers
CONVERT
Visitors
Forms
Calls-to-Action
Landing Pages
CLOSE
Email
Lead Nurturing
Lead Scoring & CRM
Leads
DELIGHT
Surveys
Smart Content
Social Monitoring
Customers Promoters
INBOUND MARKETING STRATEGY
Personas
Keywords
Goals, KPIs
Content Strategy
Promotion Strategy
Progressive Profiling
Nurturing Strategy
Buyer’s Journey
SLA
TRAINING & COACHING
17. INBOUND15
Sales Consulting
ALIGNMENT
Lead Scoring
SLA
ENABLEMENT
Sales Playbook
CRM Configuration
Templates
Digital Prospecting
MEASUREMENT
Tracking System
Reporting Standards
Sales Management
INBOUND SALES STRATEGY
Sales Team Evaluation
Action Plan Development
Sales Hiring
Sales Process
Management Development
Goals & KPIs
TRAINING & COACHING
18. INBOUND15
Our New Service Model
ATTRACT
Blogging
SEO
Social Publishing
CRM Configuration
Digital Prospecting
Strangers
CONVERT
Visitors
Forms
Calls-to-Action
Landing Pages
Sales Playbook
Tracking System
CLOSE
Email
Lead Nurturing
Lead Scoring
Templates
SLA
Sales Management
Leads
DELIGHT
Surveys
Smart Content
Social Monitoring
Reporting Standards
Customers Promoters
INBOUND MARKETING & SALES STRATEGY
Personas
Keywords
Goals, KPIs
Promotion Strategy
Content Strategy
Progressive Profiling
Nurturing Strategy
Buyer’s Journey
TRAINING & COACHING
Sales Team Evaluation
Action Plan Development
Sales Hiring
Sales Process
Goals & KPIs
Mgmt Development
20. INBOUND15
Our Staffing
Structure Now
Managing Partners
Inbound Team
Account Manager
Marketing Manager Sales Consultant
Account Manager
Marketing Manager Sales Consultant
Lead Strategist
Director of Inbound
Sales Enablement
Design Team
Web Designer
Graphic Designer
Director of Sales
21. INBOUND15
And then we took it a step further…
Sales Enablement
Sales Alignment
Salesperson AssessmentsInbound Sales Training
Sales Hiring AssistanceSales Coaching
Inbound Sales Academy Quintain’s Sales Consulting
Outsourced Sales
Management
Measurement &
Reporting
23. INBOUND15
BEFORE:
• $5 million+ annual revenues
• 5+ years in business
• No marketing department
• CEO is the chief sales person
• TACTICAL engagements
AFTER:
• $20 million+ annual revenues
• 10+ years in business
• Established marketing department
• Sales team >5
• STRATEGIC/CONSULTATIVE
engagements
Ideal Client
25. INBOUND15
SALES CONSULTING:
• Average retainer size = $3,000 to
7,000 per month
• Typical retainer is 12 months
• Deal value = $36k – 84k
• 5 new retainers in the next 12 months
= $180k – 420k in new revenue
OUTSOURCED MANAGEMENT:
• Average retainer size = $3,000 –
5,000 per month
• Typical retainer is 12 months
• Deal value = $36k – 60k
• 7 new retainers in the next 12 months
= $252k – 420k in new revenue
Projected Revenue From New Services
TOTAL POTENTIAL NEW REVENUE = $432K – 840K
29. INBOUND15
SKILLS REQUIRED
• 10+ years of sales leadership/
management experience
• Coaching and training experience
• Ownership mentality
• Ability to effectively engage with C-level
professionals
HOW TO HIRE THEM:
• Write a job description (download a sample
at quintainmarketing.com/INBOUND15)
• Post to LinkedIn
• Evaluate candidates using the Objective
Management Group assessment
People
WHO will deliver sales consulting services?
30. INBOUND15
WHAT SERVICES?
• Enablement
• Alignment
• Strategy
• Process
• Management
• Coaching & Training
PROJECT STRUCTURE:
• Combined marketing and sales
engagements or separate contracts?
• How will your team of marketing and
sales experts (or outsourced
consultants) work together?
Process
HOW will you deliver sales consulting services?
31. INBOUND15
TECHNOLOGY:
• HubSpot CRM
• Sidekick
• Sidekick for Business (templates)
TOOLS:
• HubSpot Sales Training (David
Weinhaus class)
• HubSpot sales hiring support
• OMG Candidate Assessments
• ISA training and coaching
Technology and Toolset
WHAT tools are available to help you?
32. INBOUND15
ISA Partner Program
HUBSPOT
PARTNER
AGENCIES
CAN W ORK
W ITH ISA IN A
VARIETY OF
W AYS
Overview of the Partner Program
• Commission on sales training enrolments (20%)
• Tier program with benefits
• Partner marketplace
• Partner certification
