Everything a new sales rep needs to know — from the first research click to closing the deal. Built from a live training session with Anthony.
Before you pick up the phone, you need to understand what makes Melleka different. This isn't a script — it's your belief system. Prospects smell inauthenticity instantly.
"We don't just run ads. We embed ourselves into your business. Hey Anthony, I have a new product — boom, it's on the website. We make a video. We run an ad behind it. We update the workflow. We're there for you every single step of the way."
Every prospect has been burned before. They hired a marketing agency, told one person something, didn't hear back for 4-5 days, then had to re-explain to someone else. That's why we're in one office. That's why we're fast. That's what you lead with.
We don't show fixed tiers. We build custom proposals based on what the prospect needs. This avoids price anchoring to the cheapest option and positions us as a tailored solution.
$4,300/mo
$8,500+/mo
$7,000–7,500/mo
When a prospect hesitates on price, reframe: "We're kind of dating right now. Let us show you what we can do in month one. You'll be absolutely blown away — leads, phone calls, the website's built, social media looks better. Then we talk about expanding." This lowers commitment anxiety while keeping the premium price intact.
For high-value prospects (investor-backed, big budgets), NEVER show tier-based pricing. Build a custom proposal showing exactly what they get. This prevents them from anchoring to the lowest option. Use the proprietary proposal tool to generate a branded, professional proposal tailored to their business.
The sale is won before the call starts. Every prospect should feel like you already understand their business, competition, and pain points within the first 60 seconds.
Pull the prospect's domain. Check organic keywords, paid keywords, traffic volume, domain authority, backlink count. Know their SEO footprint before you ever speak to them. Note any competitors outranking them.
Search for the prospect's brand name. See if they're running Google Ads, what the ads look like, what copy they use. Then search their competitors. If competitors are spending heavily and they're not — that's your angle.
Search the prospect and their competitors. See creative styles, ad copy, how long ads have been running. Long-running ads = proven performers. New or no ads = opportunity gap you can fill.
Check their Google Business Profile. Review count, star rating, response rate. If they have low reviews or don't respond — position an automated review collection workflow as a quick win.
Check if this prospect exists in HubSpot. Any prior interactions, email sequences, notes from previous reps. Never go in blind when data exists.
Combine everything into a 30-second story: "I looked at your business — you have great reviews but your competitors are outspending you 3-to-1 on Google Ads. Your website loads slow and you have no retargeting. Here's what we'd do..." That's how you open a call.
"Before I call anyone, I already know more about their marketing than they do. That's the advantage. They're not expecting a sales rep who can pull up their competitor's ad library live on the call."
From the live training call with a real prospect (Jason — two businesses in Texas). This is how Anthony runs a discovery call that leads to a close.
Every objection is a buying signal in disguise. Here's how to handle the common ones based on real conversations from the training session.
| Objection | Reframe |
|---|---|
| "That's expensive" | "We are the premium option. Think Cadillac, not Honda. You're paying for a 12-person team in one office, same-day response, and an embedded marketing department — not a freelancer who disappears. Month-to-month means you can leave anytime. We earn it." |
| "I've been burned by agencies before" | "I used to be in your shoes — I'd hire agencies and not hear back for 5 days, then have to re-explain to someone new. That's exactly why we built this differently. One office, one team, daily communication. We're actually the type of business that will annoy you with updates." |
| "I need to think about it" | "Absolutely. I'm going to send you a custom proposal with everything we discussed. Take your time. But remember — your competitors are spending right now. Every day without marketing is a day they're capturing your customers." |
| "Can you do two businesses for less?" | "Think premium — we don't discount. But I also don't think it's fair to ask you to commit to $8,500 on our first date. Let's start with one business. I'm confident that once you see month one, you'll want us on the second one immediately." |
| "Do you have experience in my industry?" | Be honest. If yes, reference the client. If not: "Our expertise is in the systems — Google Ads, Meta, CRM automation, website optimization. These systems work across every industry. We currently manage [insurance, legal, healthcare, events, staffing, construction] — the marketing fundamentals transfer." |
| "What if it doesn't work?" | "Month-to-month. No contracts. If you don't see results, you leave. We take that risk intentionally — it forces us to perform every single month. Most agencies lock you in because they know you'll want to leave. We let you walk because we know you won't." |
| "Can I finance it?" | "We don't currently offer financing, but month-to-month actually works in your favor — you're never locked into a long commitment. Start with one business, see the ROI in month one, then expand when you're ready." |
During the training, Anthony ran a live competitor audit for a prospect. This is the exact process — run this on every call to demonstrate expertise and create urgency.
Enter the prospect's domain. Show them their organic traffic, keyword count, domain authority, and backlinks. Then enter their top competitor. The contrast creates urgency: "They have 3x your traffic and 10x your backlinks."
Show Google Ads Transparency. "Your competitor is running 15 ads right now targeting the same keywords you should own. You're invisible." This is one of the most powerful moves — visual proof of lost market share.
Pull up Google Maps. Compare review counts. "They have 487 reviews at 4.8 stars. You have 23 reviews. We'll set up automated review collection that sends a text after every service — this is a quick win we implement in week one."
Always end with an actionable recommendation: "Based on what I'm seeing, I'd start with call-only search ads targeting high-intent keywords, an automated review collection workflow, and rebuilding your landing page. We can have all of this live in week one."
Don't just tell them about it — screen share and show them. Pull up SEMrush, Google Ads Transparency, and Facebook Ad Library in real-time. Prospects who see their competitor's ads running while they're doing nothing will feel the urgency viscerally. That emotional reaction closes more deals than any slide deck.
These are the tools demonstrated in the training session. You'll use these daily for research, outreach, and proposal generation.
Contact management, email sequences, outbound/inbound workflows, pipeline tracking. Your daily command center for prospects.
Domain audits, organic keywords, paid keyword intelligence, competitor analysis, backlink profiles. The research backbone.
See any company's live Google Ads. Check if competitors are spending, what copy they use, and how many ads they run.
Search any brand's active and past Meta ads. See creative formats, copy angles, and how long ads have been running.
Melleka's proprietary tool. Input the prospect details, select services, set pricing — generates a branded, professional PDF proposal in minutes.
Microsoft Clarity (free session replay, heatmaps), PostHog (paid, advanced behavioral analytics). Used to identify where users drop off on prospect websites.
Here's exactly what happens when you start. This was walked through live with Jose during the training session.
Outbound: Pull contacts from assigned lists, research each one, log notes in HubSpot, queue them into an email sequence, then follow up with calls.
Inbound: New leads come in through the website/ads. You get notified in HubSpot. Research them immediately. Call within 5 minutes if possible — speed to lead is everything.
Understanding what we deliver helps you sell it. Here's the typical engagement model discussed in the training — this is what you're promising on the call.
Top-of-funnel. Run Meta/display ads to get the brand in front of the target audience. Build recognition before asking for conversion. Low-cost, high-impression campaigns.
High-intent Google Search ads, Meta lead forms, landing pages optimized for conversion. Phone call ads for local businesses. Retargeting website visitors. This is where the ROI becomes visible.
CRM setup with automated pipelines. AI-powered follow-up — when a lead comes in, they get a text within seconds. Phone verification, automated appointment booking, SMS nurture sequences.
Brand new, beautiful site in 2 weeks max. AI-enhanced product images. Mobile-optimized. Built to convert, not just look pretty. Client approves everything — we handle all execution.
Automated SMS/email after every service asking for a Google review. One of the biggest quick wins for local businesses — compound reviews build trust and improve local SEO rankings.
Anthony recommends starting with low ad spend to test and optimize before scaling. Don't promise massive budgets from day one. "Let us start with a small test, prove the concept, then we scale aggressively once we know what converts." This builds trust and reduces risk perception.
Anthony discussed past client losses openly in the training. Understanding why clients leave helps you sell honestly and set proper expectations.
"We had a construction client in 2023 and a security client in 2021 that didn't work out. I'm transparent about that. No agency has a 100% success rate. What matters is how we handle it — we communicate, we adjust, and we fight for results. Honesty builds more trust than a perfect track record."
Never oversell. Never promise guaranteed results. Never hide behind jargon. The month-to-month model only works if we're genuinely better than the alternative. Your job is to find the right clients, set honest expectations, and then let the delivery team blow them away.
Watch the actual training session. The highlights reel covers the key moments. The full recording has everything.
Key moments from the training session — sales calls, research demos, and pricing discussions.
Quick overview of what's covered in the session.
The complete 60+ minute training session — every word, every call, every walkthrough.