In this session Drew Himel from PCR Agency will walk you through how his agency added close to $500,000 in new revenue in less than 8 months through upselling his existing client base and helped PCR become the fastest partner ever to reach Platinum. The session will cover the exact process PCR used to identify which clients were great candidates for upselling to Inbound Marketing and which clients they realized were profit suckers and how they handled each. Once you have identified which clients are the best fit for inbound marketing the next step is coming up with a well organized sales approach. You will walk away from this session with the exact questions PCR used, what documents and presentations they presented to advocate for an Inbound Marketing Budget and how they differentiated themselves from a Upselling clients is the critical first step but once you have sold an account, how do you implement the strategy outlined? The presentation will go over the exact proposals PCR used, their unique approach to fulfilling Inbound for clients, and the structure of clients meetings and what they cover. Drew will go over in detail how he completely reorganized his entire staff to become a full Inbound Marketing Agency. You will leave with the personality testing he uses to identify Inbound Marketers, interview process, training and education for employees.

1. PRO D U C T I V E D I S SAT I S FACTION
How We Advocated for Inbound, Upsold Accounts,
and Built a Better Organization Overall

2. where it all began

3. THE STATE OF THINGS
in 2012 we were mostly an seo shop

4. THE STATE OF THINGS
we were overworked

5. THE STATE OF THINGS
we were underpaid & unprofitable

6. THE STATE OF THINGS
our clients were dissatisfied

7. THE STATE OF THINGS
our employees were dissatisfied

8. and we were dissatisfied.

9. then we heard about the inbound philosophy.

10. + THESE GUYS

11. JANUARY 2013
we became a HUBSPOT partner.

12. CLIENT ANALYSIS
We have to understand the business problem.
How interested are they in growth?
What value can we provide?
What kind of budget can they dedicate?

13. PROCESS
Marketing audit
Opportunity analysis
Creative deck
Partnership proposal

14. MARKETING AUDIT

15. OPPORTUNITY ANALYSIS

16. CREATIVE DECK

17. PARTNERSHIP PROPOSAL

18. over the past year we have learned a few things.

19. INSIGHTS
Address problems, don’t sell on benefits.
Involve the key decision maker at all steps.
Differentiate by commitment to excellence, not cost.

20. HOW WE’VE STAFFED

21. OLD MODEL

22. PERSONALITY ASSESSMENT

23. HOW WE HIRE
We needed something other than a resume, certain type of degree, or
“experience in the field” to find if we were the right environment for the
right team members.

24. WHO WE LOOK FOR

25. HOW WE FIND THEM

26. HOW WE KEEP THEM

27. BILL OF RIGHTS

28. VALIDATION
All that combined to make us a HubSpot platinum partner.

29. Faster than anyone ever has before.

30. 1,200,000

31. 8

32. 27,000

33. The only real advice is to keep having fun.

34. MANY THANKS
I’m Drew Himel.
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I founded @PCRAgency & @Caracal_io
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Find me @DrewHimel.