Every business has their own ways of doing things. Developing buyer personas is crucial, but how you move them along that sales funnel until they finally become customers often requires strategic and customized planning.
And if you provide a myriad of services and customers can mix and match offerings, the sales process can become complex and convoluted.
That’s exactly what happened to one of our recent technology clients — and why they came to us, looking for a solution.
The client is a B2B cybersecurity company that offers IT services to customers around the world. They’ve been securing networks for over two decades, and were looking to modernize their sales processes.
Primary Pain Points
This company has been in business for over two decades. Throughout this time, they developed a lengthy sales process that was passed on mostly by word of mouth every time a new sales rep came in.
This presented a problem, since to be effective, everyone has to be on the same page; and they wanted to implement a company-side process that works like a well-oiled machine, regardless of who comes and goes.
So they wrote it all down, and provided us with a 13-page sales process, hoping that we could somehow simplify it with sales tools and marketing automation.
HubSpot Services We Provided
We were thrilled to showcase the features in HubSpot’s Sales Hub, since we were confident from the beginning that they would significantly improve — and actually transform — the way they did business.
HubSpot Service #1: Sales Hub Implementation For All Stages of Their B2B Sales Cycle
We set up the client’s customer relationship management (CRM) system on HubSpot and segmented their contacts in a way that aligns with their targets and deal stages. This enabled them to better organize their marketing campaigns and follow up emails.
We also integrated all of the third-party tools in their tech stack, including their calling system, Kixie, because they wanted to prioritize automated calling and texting.
Next, we set up all activity tracking tools — for phone, emails, and calendar invites.
In addition, we created custom properties and set up notification alerts for their sales reps. This would help ensure that not a single lead or prospect would fall through the cracks.
We then provided a walkthrough on how to use HubSpot templates for their sales email communications, as well as how to review all documents.
Finally, we set up their reporting dashboards so they could track the progress of all of their sales efforts.
HubSpot Service #2: Ongoing Monthly HubSpot Support for B2B Sales Strategy
The client wanted to ensure that they thoroughly understood which HubSpot tools best aligned with their business goals; so we provided them with ongoing project management and additional training.
We then sent them the recorded training conferences to enable their sales team to go over the most crucial elements in their own time.
How HubSpot Is Helping Them Grow
Implementing HubSpot Sales Hub tools has enabled them to better identify opportunities, as the software does this for them and alerts the right sales representatives to follow up with prospects. And thanks to a well-segmented CRM and custom properties, they’ve created great efficiencies within their sales process.
Bonus: They’re so happy with how much easier it is for their sales department to operate, they now have us on a monthly retainer.
Alejandra Zilak is a content writer, ghostwriter, blogger, and editor. She has a bachelor's degree in journalism and a Juris Doctor. She's licensed to practice law in four jurisdictions and worked as an attorney for almost a decade before switching careers to write full time. She loves being part of the Bluleadz team and implementing SEO best practices with her content. When not working, she loves to read, write fiction, and long distance running.