Work smarter, not harder

Following up with prospects can be time-consuming. Email automations can free up your sales team’s time for more calls and hot lead nurturing. You just need to draft common emails from the sales team and set them up to send automatically based on trigger behavior, such as an initial phone call, meeting or form submission. Think of it like a virtual assistant that takes some of the work off your plate, while keeping you organized. Want to take it one step further? Customize the emails with prospect information for a personalized feel. It can help build the relationship between the prospect and your sales team.

FIND YOUR HOT LEADS FASTER

To enhance their sales process efficiency, Insane Impact turned to Lessing-Flynn for a solution that would streamline lead identification and prioritize high-potential prospects. They wanted to help their sales team hone in on their most promising prospects, so Lessing-Flynn (LF) implemented lead scoring tailored to their workflow. By quantifying what their team already knew about a “good lead,” LF built a system that automatically assigned a numeric rank based on lead behavior and demographics.

The result? Their team saved time and prioritized stronger leads without manually sorting through basic information. The scoring system also created a space to nurture cooler leads.

EXAMPLE LEAD FIT SCORE IN HUBSPOT

Smarter segmentation, stronger connections

Today’s CRMs make it quicker and easier than ever to adjust messages to reach the right people at the right time. Leveraging data submitted by the prospect can help you quickly segment prospects to craft more targeted marketing strategies. By using segmented lists, marketing and sales teams can speak clearly and directly to prospects based on their company size, job title and industry. Behavioral data available in a CRM helps you take segmentation even further based on pages visited, email link clicks, conversations with the sales team and more. The result is highly targeted campaigns that reach prospects with relevant information at a time that makes sense in their purchase journey.

Strong results with shared visibility

There is no need for a wall between sales and marketing. Everything moves faster and more efficiently when they collaborate. HubSpot gives both teams visibility into the funnel — so marketing can see what’s working, and your sales force can act quickly on generated leads. Things like shared analytics dashboards, lifecycle stages and deal visibility mean your teams are aligned and working together to accelerate your business.

However, both marketing and sales need to buy in. When they do, success follows. Just take Sage Oil Vac as an example. Their team rolled out a new CRM, and we helped them get on the same page with a full sales and marketing team training. We showed them how the system could take some weight off their shoulders, from tracking leads and logging emails automatically to replacing previous manual processes. Their team walked away energized and ready to get to work. One year later, their sales and marketing functions are fully aligned and driving real results.

EXAMPLE TRAINING PRESENTATION

Automated workflows that move leads down the funnel

From promotional material and testimonials to thought leadership and educational content, you likely have a large volume of content for prospective customers to consume. HubSpot helps you use it to serve prospects the right messaging at the right time automatically, leading to the smartest and most effective strategy to drive conversions. Your CRM works hard so you can focus on other efforts.

This is exactly how we helped Sage Oil Vac take years’ worth of SEO-optimized blog articles and leverage them to close leads. As their marketing partner, we implemented dynamic workflows customized to a user’s product line of interest and funnel state, delivering content via email that engaged leads and nudged sales.

We saw one cold lead open the same email seven times and click four times before calling for a quote. This conversion led to a $34,000 sale. In the first three weeks of the workflow being turned on, Sage Oil Vac saw a 61.9% ROI.

EXAMPLE AUTOMATED WORKFLOW EMAILS

No more data guessing

HubSpot allows your team to move beyond guesses and make data-driven decisions with confidence. Gone are the days of relying on gut instinct and website data alone to determine where leads generation. HubSpot’s reporting tools can show you which channels drive leads, content that converts and common pitfalls where deals fall apart. With the right data at your fingertips, you can make every campaign more efficient — and every dollar work harder to drive business growth.

For Cemen Tech, we connected the dots between marketing and sales by combining pre- and post-lead data into one dashboard. Now, they can track average conversion timelines, average cost per lead and lifetime analysis of a lead and tie data directly to revenue.

EXAMPLE ANALYTICS DASHBOARD

Make your CRM work for you

CRMs are powerful tools when used correctly. Marketing automation can save considerable time, but the benefits don’t stop there. CRMs like HubSpot can build smarter, more connected campaigns that drive results. Your team will have clarity and control across the entire buyer journey when utilizing your CRM system to the fullest extent.

We’ve helped brands like Insane Impact, Sage Oil Vac and Cemen Tech turn their data into action — and action into ROI — with segmentation, lead scoring, nurturing and reporting.