5 Ways a CRM Helps Streamline Your Sales Process

5 Ways a CRM Helps Streamline Your Sales Process

5 Ways a CRM Helps Streamline Your Sales Process

Looking to streamline your sales process? It is an integral component of your business’ success. If your sales team has trouble selling efficiently, you’re going to see your company growth drop, which isn’t good for anyone. 

In general, sales reps spend a significant amount of time on admin work — scheduling meetings, setting up reminders, sending emails, and other small tasks that take serious time out of their day that they could be spending closing deals. 

So, how can you streamline your sales process in a way that all of that admin work still gets done, but your sales team has the time they need to close deals? For many companies, a CRM, or Customer Relationship Management software, is the answer. 

Here at Evenbound, we’re big fans of HubSpot, but you might also have heard of other popular options like Pardot and Salesforce. While some options are better than others, the general purpose of a CRM is to make it easier for your sales team to foster positive relationships with all of the leads who come into your sales cycle and eliminate a lot of the busywork that keeps them from closing.

Here are just 5 of the top ways a CRM helps streamline your sales process. 

#1 Streamline Marketing to Sales Handoff Process

For most companies, the handoff from marketing to sales is where leads fall through the cracks. Whether your sales and marketing teams aren’t communicating or your sales team is just too busy to follow up on all the leads marketing sends over, it’s easy, and common for leads to fall out of the sales funnel during the handoff from marketing to sales. 

A CRM can solve the majority of these sales dropoff problems. 

The first fix is to notify your sales team. When the marketing team decides a lead is ready to move up to sales, a CRM can automatically alert your sales team of the move. This is a great way to eliminate lost leads who drop out of the cycle because no one contacts them.

The next fix is to help your sales team see immediately if that lead is actually ready for your sales team or not. A CRM shows your sales team exactly where a lead is in the buying process. The CRM will track every contact marketing has with that lead, giving the sales team a good idea of how warm the lead is, and how ready they are to buy. 

This makes it easy for your sales reps to see at a glance whether a lead is ready for them, or if they’d rather send them back down to marketing. 

And with a quality CRM, transferring that lead back down to marketing is a snap. Your sales rep just reassigns or recategorizes the lead, and they’re back in marketing’s “to nurture” bucket. 

For many companies, a significant percentage of marketing leads do not convert to sales. This is partially handled with sales and marketing alignment, but a CRM is also a very useful tool to make no one is losing track of those leads. 

Implementing a quality CRM not only helps make sure those leads get through the sales process, but it helps bring your sales and marketing teams together, and understand better what both teams need to effectively reach their goals.

#2 CRMs Increase Prospect Visibility in the Sales Funnel

Your sales team is busy. There’s no getting around it. As long as your marketing team is delivering leads, your sales team is busy contacting them all, establishing which of your products or service is the best fit for each and then getting through the actual nurturing and closing process. A CRM streamlines your sales process by offering greater visibility on all of those prospects in the sales funnel. 

CRMs make it easy to see where every prospect is in the sales funnel, at any given time. If your sales team is managing their leads with a post-it note system, a notebook, or any other method, they’re probably letting leads drop out of the sales funnel. And it’s not their fault — we’re all only human! 

But, a CRM can help resolve this problem, and make it easy for your sales team to prioritize the warmest leads above leads who still need a bit of nurturing. 

  • Organize leads by priority. Most quality CRMs allow you to segment leads based on how qualified they are, and where they are in the sales funnel. When your top-priority leads are listed right at the top of the page, your sales team doesn’t even have to think about who to call first. 
  • See at a glance which leads have been contacted, by who, and when. Another key visibility benefit that comes with a quality CRM is that your sales reps can see at a glance who has contacted what lead, and when. They’ll be able to see which of your resources a lead has already received, and what information they might still need to make a final decision. 

Increased visibility thanks to a quality CRM leads to a more effective, efficient sales process. When your leads are automatically organized by industry, job title, interest level, and more, your sales team can spend more time on what they’re best at — closing deals. 

#3 Automated Tasks Help Streamline Your Sales Process

Even though it’s necessary, sending out product catalogs, brochures, and pricing guides is repetitive and time-consuming. Your sales team already knows that they don’t have to reinvent the wheel with every email, but they do have to take the time to copy-paste their text, change the names, attach the documents, and then finally send the email. A CRM can automate these repetitive tasks so your sales team has more time to actually sell. 

Quality CRMs offer tools like automated workflows, follow-up emails, chatbots, and more, so your leads still get the quality service they need to feel nurtured and supported through the sales process, but your sales team is freed up to use their time for more important tasks. 

And for tasks that CRMs can’t automate, they can send automated reminders. Your sales reps have to talk to any contact multiple times before they close a deal. Your CRM can automatically remind sales reps when to make those calls so that no leads fall through the cracks. 

#4 Easy Reporting

No one likes to make reports. What if they didn’t have to? 

Quality CRMs can generate sales reports at the click of a button, so your team can easily see what’s working, and what’s not.

One of the greatest benefits of a CRM for any sales team is the data it has to offer. In addition to supporting your sales team, your CRM is constantly collecting data. Data about your clients, how long they take to close, what content offer brings in the leads most likely to close, and what sales tools are most effective at closing those sales.

All of that data, combined and compiled for you by the CRM, helps you interpret your sales team’s success, and further streamline your sales process for even better results. 

#5 Sales Leaderboards and Productivity Reports

We’re a big proponent of teamwork. As a growth agency, we’ve seen that companies who encourage their sales reps to work together tend to do significantly better than companies with sales reps who are all using different sales tactics, and even different sales processes. 

Advanced CRMs, like HubSpot, are designed to give you and your sales team all of the data you need to optimize and streamline your sales process as a team. Sales leaderboards and productivity reports are one great way to do that.

They show you which of your team members are doing great, and which might be struggling with your new sales process or CRM. You can use these stats to bring your whole team up, by asking those at the top of the leaderboard to share what they’re doing to close so many deals. 

Generating a sales leaderboard and a productivity report also helps give you a better picture of where your reps are spending their time.

Maybe one rep has been spending a ton of time in your CRM, and is super productive, but is low on the leaderboard. This might be an opportunity to show them some more of those automation tools, so they can get out of their inbox, and back on the phone with clients. 

A CRM is designed to organize and store all of your sales team’s information and data in one easy-to-access location. In addition to providing exceptional visibility, a CRM helps streamline your sales process by handling the repetitive tasks that take time out of your team’s day of selling. The goal is to enable your sales team with all the tools they need to be able to sell better, and more efficiently, and when implemented properly, that’s exactly what a CRM does. 

If you’re thinking about a CRM, but aren’t sure how to get started, or are afraid of a lengthy learning curve, get in touch with the Evenbound team. We have team members dedicated to onboarding and training sales reps and marketing teams on how to use the HubSpot CRM effectively, and we’re confident we can help you too. Just take a look at the results we provided for this company in the case study below!

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Building Better Landing Pages With HubSpot

Building Better Landing Pages With HubSpot

Building Better Landing Pages With HubSpot

When it comes to nearly any digital marketing strategy, landing pages are absolutely essential. The way you build, track, and optimize your landing pages can make or break your lead generation strategy, which is why we’re going to talk about building better landing pages using HubSpot’s landing page tool. But first, let’s make sure we’re all starting on the same page (no pun intended):

What is a Landing Page?

A landing page is any web page a visitor lands on when they navigate to your website from somewhere else. Technically, a landing page could be any page on your website — your home page, a blog, or a services page. But if you’re doing digital marketing right, your landing page is an important lead capture tool that looks a little something like this.

What’s On a Good Landing Page?

We’ve covered just about all there is to cover when it comes to building a landing page, so if you’re looking for more in-depth information about what a landing page is, why you need one, and what a good one looks like, check out these awesome blogs for more detailed information:

To give you a quick refresher, just know that a great landing page has these four key elements: 

  • Attention-Grabbing Title
  • Helpful, Concise Content
  • Interesting Imagery
  • Easy to Complete Contact Form

These four elements make up the basic design of an awesome landing page.  

What Does HubSpot Have to do With Building Better Landing Pages?

If all you need is a title, content, an image, and a contact form, then how hard could building a landing page be?

Honestly, the design and build of your landing page is just a small component of a great landing page. The goal of any landing page is not just to get you leads, but also to give you information about the overall success of the product, offer, or event you’re promoting with this landing page.

Okay, So How Can I Use HubSpot to Build Better Landing Pages?

Now that we know why we care about HubSpot landing pages, let’s get into the nitty-gritty of building a better landing page with HubSpot. HubSpot offers a ton of features with their landing page tool, so while we won’t cover every single one in this blog, we will cover the features most important to the success of your lead generation and digital marketing strategy. Let’s start with our favorite benefit of HubSpot’s landing pages:

Optimize with Detailed Reporting

HubSpot’s best landing page feature is the detailed reporting they offer. You can assign landing pages to a specific campaign (more on this next), attach a landing page to a workflow, and generally just see everything you’ve ever wanted to know about how your visitors and leads are interacting with your offers, products, and events. A HubSpot landing page report looks a little like this: 

While HubSpot’s reporting is interactive, this image still gives you a great initial feel for how much data you can receive.HubSpot can tell you exactly how many views, submissions and new contacts that landing page delivers. Click To TweetIt will also tell you where those views, submissions, and contacts are coming from, whether that’s organic traffic, referrals, direct traffic, etc.  

You also get a bunch of helpful information that tells you how people are reacting to the landing page, like what the page’s bounce rate is, what its exit rate is, and how long (on average) people spend on that landing page. All of this data can help you improve your landing pages for even better performance.

For example, let’s say your bounce rate is really high. That tells you that people coming to your landing page aren’t getting what they thought they were going to get. Maybe your landing page is still connected to an old ad or an old social media post that’s no longer making the same offer.

You can use HubSpot’s reporting to see where the visitors to that landing page are coming from and troubleshoot your high bounce rate from there. Now that’s optimization made easy.

Inbound Marketing Tools that Improve your HubSpot Landing Pages

In addition to offering you in-depth data and reporting on the performance of your landing page, HubSpot has really geared their landing page tool to help inbound marketers succeed. Their landing pages are paired with some exceptionally robust inbound marketing tools that make your landing pages work for you, without you putting in a ton of extra work. This is where the HubSpot landing page feature really starts to flex its muscles.

Here are just a few of the tools we love to use when we create our own HubSpot landing pages:

Add to Workflow

You’re into marketing automation, right? Us too. HubSpot makes it really easy to associate any new landing page with an existing workflow. Just click the “Add to Workflow” button, and any contact who completes the landing page form will immediately be entered into the workflow of your choice. This is great when you’re building landing pages for specific content offers or webinars geared to just one buyer persona.

Send a Follow-Up Email

That all-important follow-up email. Let’s automate it. HubSpot also offers another easy button you can click to send a follow-up email immediately after a lead completes your form. You can develop the follow-up email however you like, but it’s a really important tool to keep those new leads in your sales funnel.

Add to Campaign

 If you’re on the inbound marketing train, you identify potential leads according to their buyer persona. You’ve developed a number of marketing campaigns geared specifically to each of those personas. Easily add a new landing page to any of those campaigns, and track that landing page’s performance in relation to that campaign. This sets you up to get all of the reporting data you need to see how successful your product, offer, or event really is.

SEO Help

One thing we don’t touch on a lot with landing pages is how they help with SEO. The quality of your landing page is one of the big factors Google and other search engines use to determine the quality of your ad. So, if you’re directing a paid search ad to one of your new HubSpot landing pages, you’ll be happy to know that HubSpot makes on-page SEO a breeze.

Custom URL

Easily create a custom URL for your landing page. While any landing page’s URL will default to whatever your page title is, HubSpot makes it easy to change your URL to a more custom option.

This is great when you’re trying to get a particular keyword in there or shorten the URL up so it’s easy to for potential leads to remember or share on social media.  

Meta Description

It’s easy to forget about a meta description when you’re developing landing pages. Since they don’t hold a lot of content, they don’t jump out as an SEO ranking opportunity.

But, writing a quality meta description that tells both visitors and search engines what your landing page is about can be that extra step that sets you apart from the competition.

HubSpot’s landing page builder has an easily accessible meta description field that allows you to write and save a custom meta description to fit your new landing page, so you reap all the potential SEO benefits. 

Quick, Intuitive Layout with HubSpot Templates

Of course, we couldn’t talk about building better landing pages with HubSpot without talking about their handy, fast design features. Whether you’re not comfy as a web designer in your own right, or your in-house designer just doesn’t have time to crank something out every time you need a new landing page, you really don’t have to worry when you’re using the HubSpot landing page tool.

HubSpot offers a variety of landing page templates, or, your in-house designer can develop one or two landing page templates, and you can build out unique landing pages from each of those templates. Either way, you benefit from a beautiful, high-quality design that puts your offer front-and-center, without taking up your entire day.

Simply choose the template that best fits your landing page, and make sure it has those critical four elements we talked about earlier:

  • Title
  • Copy
  • Image
  • Form

Setting up a landing page is as easy as choosing a template, filling in your information, and hitting the publish button.

Simple Drag and Drop Design

Last but not least, we just couldn’t leave this blog alone without mentioning HubSpot’s easy drag and drop landing page builder. While it might not sound like a huge feature, the amount of time it will save you makes it worth mentioning.

When you build your landing page in HubSpot, you can easily add and move around modules on your landing page with a simple drag and drop. Each module will snap into place on your template, making for a flawless design in a fraction of the time it would take you to manually build a page. Whether you’re adding fields to a form, reformatting your landing page’s imagery, or working to get that headline just right, HubSpot’s tools make it easy to develop an intuitive landing page in just a few minutes. 

And that’s our spiel on HubSpot landing pages! If you’re looking for a landing page builder that offers fast, intuitive design, reporting and seamless connectivity for your existing digital marketing strategy, you really can’t beat HubSpot. 

Their landing pages are fast and fun, and you really won’t find better data reporting with any other tool. Combine that with the fact that you can easily connect any HubSpot landing page with an existing campaign, automated workflow, or follow-up email campaign, and you’ve got a robust tool that can help you get way more out of your landing pages.

Not sure if HubSpot’s right for you? No worries. Evenbound is a HubSpot Gold Agency Partner, and we’d be happy to show you the ropes. Get in touch with our team for a quick run-through of HubSpot’s tools, and an honest consultation about whether the platform is right for your company.

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Getting Started with HubSpot Series: Sales Enablement

Getting Started with HubSpot Series: Sales Enablement

Our Getting Started with HubSpot Series is written to help you understand what to expect when you sign on with a HubSpot Partner Agency. Over the next few months, we’ll work to cover everything from HubSpot onboarding to sales enablement and marketing and sales alignment. If you like these posts, and there’s a certain topic you’d like us to talk about, just let us know!

In the sales and marketing world, the term “sales enablement” is one that’s getting thrown around a lot lately. Sales Enablement is the process of empowering your sales team to sell better. When you enter into a sales enablement service with a HubSpot partner, they give your sales team the tools, technology, training, and content they need to nurture and close deals with the best prospects, faster. 

Typically, the sales enablement process happens after your HubSpot Onboarding session. If your company is already using HubSpot, you can jump right into a sales enablement training service. 

Either way, most sales enablement training services happen in an ongoing way. Many HubSpot Partner Agencies offer intensive training sessions, too, to jumpstart your company to sales success, but we’ll get to that in another blog in this series. 

Today, we’re talking about what you can expect from an ongoing sales enablement training service. 

What Does Sales Enablement Training Look Like?

Like we mentioned in our last installment of the Getting Started With HubSpot Series, every agency works a little differently. The process we’re about to describe is specific to us, and while most agencies will have some similar offerings, you’ll want to speak with any prospective agency directly before you sign on for a sales enablement training service, to make sure they’re a good fit for you. With that said, here’s a deep dive into our sales enablement training process:

 

Kickoff Call

Brooke Geis Hubspot Trainer

Meet Brooke, our HubSpot Project Manager! She’s our Sales Enablement expert, and we’re relying on her expertise to inform this post.

All of our services start with a kickoff call. It’s important to understand exactly where you are before we start any training. We want to make sure that every aspect of our training sessions are geared specifically to your company and your unique sales team. So, our HubSpot Project Manager, Brooke, will start by giving you a call. 

On the kickoff call, Brooke is looking to see where your sales process is at. Maybe your sales team is all on the same page, or maybe they each have a unique process that works for them. Wherever you’re at is great. This call just gives us an idea of where you are, so we can better tailor our training session to you. 

After the kickoff call, we get to work. 

What does that look like?

 

Weekly Meetings

When you’re first getting started with the Sales Enablement process, Brooke will meet with your team for weekly training sessions. She’ll explain HubSpot tools you might not be familiar with yet, help your team learn how to use them, and answer any questions you might have. Here, she’ll also teach you how to organize contacts, how to make sure that you’re tracking every contact’s actions within the HubSpot platform, and more. 

Essentially, what Brooke is helping you do during these weekly meetings is to mimic your existing sales process in the HubSpot platform.

When you’re done with the weekly meetings, and Brooke has helped you recreate your sales process in the platform, your team will be able to pick up right where they left off. The difference is that now they’ll have better contact organization and better tracking of all of their efforts. HubSpot will keep data that tells them which of their sales efforts are most successful, and which don’t seem to be moving the needle. 

This service is part of what makes partnering with a HubSpot Partner Agency so useful. We’re really working to make your transition to the new software as seamless as possible. 

 

Individual Team Member Meetings

One great part of our sales enablement training service is that your team members can meet with Brooke individually if they’re looking for a little more guidance. Working with a new tool is really exciting, but it can also present challenges. Whether your sales team members are looking to extend their HubSpot capabilities, or want a little bit more help learning how to use HubSpot’s tools every day, these individual team member meetings go a long way to ensure your entire team is working for overall company growth.

 

Bi-Weekly Meetings

As you start to get more comfortable with HubSpot and all of the tools they offer, Brooke will continue to meet with your sales team bi-weekly, to see how everything is going, and to answer any questions that might come up as your team progresses further with the platform.

 

Regular Monthly Meetings

Once your sales team feels confident using the platform in their daily operations, we’ll scale back our meetings to once a month. Though you can always call with any questions, these meetings are typically used to review your progress over the past month, and see what’s working, and what’s not. 

At these meetings, Brooke might suggest new tools to try out that can help your sales team provide even better service to your prospects, and ultimately help boost business growth. She’ll also help you set new growth and sales goals once you achieve old ones. 

 

Ongoing Sales Enablement Support

We like to think that ongoing support is one of the best features of our sales enablement training. For as long as your team wants, we’ll keep helping you optimize your sales process to shorten the sales cycle, and to close more leads, faster. Every month, you get personalized reports on how your team is doing, along with training on the new tools and technology that can help your team do better business. If you’re looking to foster continuous growth in your company, ongoing sales enablement is one great tool for your toolbox. 

 

How Much Work Will This Be For My Team?

Sales enablement provides an awesome opportunity to improve the way you sell, with the tools, technology, and training your team needs to see what’s working, and where they can improve. But, they do have to do a little work to reap the rewards. Here’s what’s expected of the sales team through sales enablement training:

  • They show up to sales enablement meetings. We schedule these whenever is convenient for you, and we also work with team members individually, so there are plenty of opportunities, even for the busiest schedules. 
  • They start using the platform. Brooke recommends starting with just five minutes a day. If your sales team can commit to just entering their contacts into HubSpot, they’ll start to feel more comfortable using the platform consistently. 
  • They ask questions. HubSpot can be a big change for a sales team. If they’re open to the process and willing to ask questions so they can improve, we’re here to offer them all the support they need. 

We know it’s not easy for an entire sales team to make the switch to a new CRM and a new method of selling. That’s why we’re here to work as your partner in this process. After the initial weekly meetings are complete, the majority of the work will be out of the way, and your sales team will be able to start selling even better, and more efficiently than before. 

 

The Benefits of Partnering With A HubSpot Partner Agency

The biggest benefit of partnering with a HubSpot Partner Agency for sales enablement training?

We’ve done it before. 

This is a service we offer to a number of our clients, and it’s something we’re really good at. We know this is a big shift for your team, and we know that one of the biggest challenges is encouraging everyone to use the HubSpot platform consistently to get the most accurate reporting.

We’ve said this before, but we approach our HubSpot training services with a walk/run mentality. 

First, we’ll teach your team what they need to know to start using the HubSpot platform, and your newly optimized sales process, casually. We’ll work hard to bring everyone on board, and make sure each member of your sales team feels empowered to use the tools and technology HubSpot offers to best compliment their sales style. 

When everyone is familiar with the platform and using it regularly, we’ll get into the “run” phase. We’ll introduce new tools, and show your team how to use them for better, faster sales. 

As HubSpot Agency Partners, we know and use HubSpot’s full suite of tools every day. 

Our HubSpot Project Managers, like Brooke, are training masters. They have what it takes to get your entire team using, and loving the HubSpot platform. 

 

And when your entire sales team is on the same page, your company is going to start serious results. And serious results are what we’re here for. 

 

Interested in taking the HubSpot plunge? Evenbound is a HubSpot Gold Agency Partner, and we’re also a HubSpot Certified Trainer. That means we’ve helped tons of clients just like you learn everything there is to know about sales enablement, and the HubSpot tools that support it. We can help your team learn how to use those tools to legitimately grow your company.  

 

If you’d like to know more, just get in touch. Brooke, or our president, John, would be happy to talk to you more about your specific goals for HubSpot. And if you’d like to learn more about how HubSpot training can work for companies like you, check out the case study below.

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Getting Started with HubSpot Series: What Does HubSpot Onboarding Look Like?

Getting Started with HubSpot Series: What Does HubSpot Onboarding Look Like?

*Our Getting Started with HubSpot Series is written to help you understand what to expect when you sign on with a HubSpot Partner Agency. Over the next few months, we’ll work to cover everything from HubSpot onboarding to sales enablement and marketing and sales alignment. If you like these posts, and there’s a certain topic you’d like us to talk about, just let us know!

These days, it seems like everyone is talking about HubSpot. If your business is interested in making the switch to inbound marketing, and is looking for new ways to streamline marketing and sales efforts to promote overall growth, you might be looking at the HubSpot platform to help you do it. 

But how to get started?

At this point, you already know what HubSpot is, and what — for the most part — it does. (If not, check out our Plain English Guide to HubSpot’s Software. That should help you understand the platform’s basics.)

The harder question is: how can you get your entire team set up on this software, and how can you get them to buy into actually using it every day?

Meet Brooke, our HubSpot Project Manager! She’s our HubSpot Onboarding expert, and we’re relying on her expertise to inform this post.

We call that process onboarding, and we’ve helped walk plenty of clients through exactly those challenges. As a HubSpot Gold Partner Agency and a HubSpot Certified Trainer, those are questions we’re qualified to answer. 

In fact, we’ve talked to our HubSpot Project Manager, Brooke, who does the actual work of onboarding our clients onto the HubSpot platform, to tell us all about the HubSpot onboarding process. 

Here’s what you can expect:

What Does the HubSpot Onboarding Process Look Like?

Before we get too far into this, it’s good to know that every agency works a little differently. We’re going to tell you how we onboard our clients, and what that process typically looks like for them. It should be similar to most other HubSpot Partner Agencies’ onboarding process, but it might not be exactly the same. 

With that in mind, let’s go. 

No matter which HubSpot service you’re looking for (their CRM, their Marketing Hub, Sales Hub, or Customer Service Hub), the onboarding process is much the same. 

HubSpot Project Manager, Brooke, mentions, “the toughest part of onboarding is that people tend to get nervous about the change.”

And that makes sense. If your company’s been working one way for years, it’s tough to imagine doing business another way. But, if you’re committed to switching over to HubSpot, it’s worth it to put the work in now. 

Plus, if you’re working with a HubSpot Certified Trainer, you’re going to have all the help you and your team need to make the move. 

Here at HA Digital Marketing, the HubSpot onboarding process starts with a kickoff call.

Kickoff Call

Once you’ve decided that HubSpot is right for you, and you’d like to use some or all of their tools, we arrange a kickoff call. Here at HA Digital Marketing, you’ll talk to Brooke during your kickoff call. She’ll ask you questions about what your goals are for the platform, what your sales process looks like, and more. 

During this call or face-to-face meeting, we’re looking to get an idea of what HubSpot tools will be most helpful to your team. We’re also going to help you set up your portal, and import in all of your existing contacts, so we want to know:

  • What are your goals?
      • This includes your sales goals
      • Marketing goals
      • Overall goals for the HubSpot platform — what do you hope it will help you do?
  • What is your process?
    • Take us through your sales process. What happens after you identify a lead? Do you send them information, visit their site, just send a quote, or more?
    • Do you have a marketing process? If so, what does it look like?
      • If you don’t have a marketing process, that’s okay too. We’re always happy to work with you to develop one, or we can work as your own bolt-on marketing team. 
    • Do your marketing and sales teams work together at any part of this process? Where are some touchpoints that might be beneficial to have your sales and marketing teams communicate?

While this might seem like a lot of questions, your answers give us the information we need to more effectively set up your HubSpot account in a way that will actually be useful to your company. We take all of the information gathered in this meeting, and we move onto the next step of the onboarding process.

Technical Setup (We Handle This Part)

After your initial kickoff call, Brooke, or one of our other HubSpot specialists, will get you all set up in the HubSpot platform. This part of the process can take about two weeks.

During this phase, Brooke handles all of the technical aspects of onboarding your company onto the HubSpot Platform. She’ll do everything from making sure your website pages are tracking in HubSpot to linking your social media accounts, blogs, and entire teams’ email accounts with your new HubSpot portal. Most importantly, Brooke will import all of your contacts into the platform. She’ll organize each of those contacts based on what she’s learned in your kickoff call. 

HubSpot allows for custom contact fields. That means, if your sales team addresses leads in one industry differently than leads in another industry, Brooke will make sure each contact in HubSpot says what industry they work in. She can also include additional custom fields like:

    1. Quote number
    2. Job title
    3. Project scope
    4. And more

This information helps her categorize all of your contacts into segmented lists based on their industry, their potential value to your company, and more. This way, you can easily and efficiently provide relevant marketing and sales content to every potential lead that comes in. It’s also the first step to automating some of your more repetitive marketing and sales tasks.

Integrate Your Existing CRM

Many of our clients who sign up for HubSpot marketing or sales tools are already using another CRM. That’s totally cool.

The HubSpot platform is compatible with almost every major CRM out there, including Salesforce. Click To TweetIf your team is used to working one way, we don’t want to take that away from you. Instead, we integrate your existing CRM with the HubSpot tools, so the only thing that’s changing is the number of tools you have access to. 

Your team will still be able to enter in and track leads as they have with their previous CRM, they’ll just have the added benefit of these new HubSpot Marketing and Sales tools. 

What If I Don’t Have a CRM?

That’s totally fine, too. If you don’t have an existing CRM, we’ll still upload all of your existing contacts into the HubSpot platform, and we’ll organize them for you using HubSpot’s CRM (which is free). Still not sure about all of that? 

Here’s what Brooke says to clients who don’t have a CRM:

“Think about if you were going to a conference. You meet tons of people and collect their business cards, but then what? Your CRM is a way to organize those people. You can make sure you have their names, their job titles, contact information, and you can put in notes to remind yourself about what you talked about at the conference, what they’re interested in, and more.”

The HubSpot CRM, as a whole, offers a simple way to organize all of your customers and contacts. From there, it’s easy to build and sustain the best possible relationship with each of them using tools offered by the HubSpot Marketing and Sales Hubs. 

Once your contacts are imported and organized in the CRM, Brooke will also help you to define a sales process that makes sense for your team, too. We’re always looking to help our clients do business better. If there’s a tool or process your team is missing that we think you might be able to benefit from, we’ll let you know. 

How Much Work Will This Be for My Team?

One of the most common questions we get about the HubSpot onboarding process is “how much work will my team need to do to make this happen?”

The truth is, your team is going to have to do some work. That said, they won’t be alone, and to be honest, our team will help do most of the heavy lifting as your team figures out how the platform works. 

Brooke typically handles the lion’s share of moving your information over to HubSpot. She will:

  • Input your contacts
  • Customize lists of contacts
  • Help create reports until your team knows how to do it themselves
  • Teach every team member, step-by-step, how to use all of HubSpot’s relevant tools
  • Continue meeting with your team on a monthly basis to analyze your current efforts, and optimize them for future goals
  • Complete any necessary ongoing training as new tools and features are released to HubSpot

As for your team? Brooke reminds us of a commonly understood learning statistic:

Any time you learn something new, you have to use it to solidify that new tool in your brain. On average, if you don't use the information you learned in 30 days, you'll lose about 80% of it. Click To Tweet

Brooke’s suggestion? 

“I usually recommend that team members just start using HubSpot for 5 minutes a day. Even just inputting contacts, and making sure you’re assigning the right qualities to each contact helps you remember everything that you’ve learned.”

5 minutes a day doesn’t sound too bad! On the whole, it’s a pretty small time investment, and once your team gets the hang of HubSpot, they’ll be so glad they used those 5 minutes. 

The Benefits of Partnering With A HubSpot Partner Agency 

When you partner with Evenbound to onboard your team onto the HubSpot platform, you really don’t have to worry that your team won’t understand the tool, or won’t end up using it. 

We approach onboarding with a “walk/run” perspective. 

First, we’ll teach you what you need to know, and we encourage your team to learn at their own pace (walking). 

Once they start to get the hang of the tools, though, all of our clients pick HubSpot up pretty quickly (running). 

The bottom line is, the tools that HubSpot provides are seriously useful, and they really do work to support the great work that your sales team is already doing. With HubSpot’s tools and metrics, and your sales team’s excellent effort, you’ll start to see some serious growth success in no time. 

And best of all, if you’re working with a HubSpot Agency Partner, you’ll have a Certified Trainer like Brooke to help walk you through the entire process. 

Interested in taking the HubSpot plunge? Evenbound is a HubSpot Gold Agency Partner, and we’re also a HubSpot Certified Trainer. That means we’ve helped tons of clients just like you learn everything there is to know about the sales and marketing tools HubSpot offers, and we’ve helped them use those tools to legitimately grow their company. 

If you’d like to know more, just get in touch. Brooke, or our president, John, would be happy to talk to you more about your specific goals for HubSpot. 

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PSA: Free HubSpot CRM Now Includes Email + Ad Management Tools

PSA: Free HubSpot CRM Now Includes Email + Ad Management Tools

We’ve got big news to share here in the inbound marketing community:

 

HubSpot has just announced that they are now expanding their free CRM to include email marketing tools and expanded ad management tools.  

Wait, one more time?

  • HubSpot CRM = Free
  • 2,000 emails/month + post-send analytics = Free
  • $1,000 of managed ads on Facebook, Linkedin, and Google = Free

What Does This Mean For You?

Well, if you were on the fence about the HubSpot platform (learn more about HubSpot’s software here), it means you get to try a whole host of some of their very best inbound marketing tools for free. 

 

It also means that if you’ve been using four or five platforms to manage your email, your ad campaigns, and your contacts, you now have one, free solution to handle them all. 

 

For small to mid-size businesses, this is a huge deal. 

 

Constantly navigating between MailChimp, Salesforce, and whatever other tools you’ve been using to keep costs low, still costs you time. Your team has to log in to many different platforms, and they have to reconcile information from one platform to the next, which is frustrating, and can hog up precious work hours. 

 

With these new extensions to the HubSpot CRM, you get some of the most important tools to grow your business, all in one platform, and all for free. 

What’s the Catch?

Obviously, HubSpot is hoping that when you see how great their tools are, you might be interested to upgrade as your company grows. But, there’s no pressure to do so, especially if your company is small and just not quite ready to upgrade. 

 

The HubSpot CRM is always offered for free, for the lifetime of your subscription. There’s no free trial or expiration date on the CRM or any of the tools that HubSpot offers for free along with it. 

Okay, So How Does it Work?

Whether you have the HubSpot CRM already or not, you’re probably wondering about the specifics of these new tools. So, what exactly do you get with their new email marketing and ad management tools?

Email Marketing

HubSpot has long been known for its intuitive email marketing platform. In the email editor, you can easily make edits right in the email template, changing text, adding images, buttons, and CTAs. 

 

It also gives you the opportunity to preview your email on a variety of different devices, and lets you send unlimited test emails to yourself and your team before you’re really ready to schedule out the post. 

 

There are a ton of features to take advantage of just in the email editor, from their handy optimization guide to their A/B testing tool. But what’s really key about this new, free offering from HubSpot is the post-send analytics. 

 

Now, once you send an email, you can see who opened it, how many people clicked through to your website, and much, much more. These metrics are what make this free tool such a boon to companies starting to grow. 

 

With the email editor and post-send analytics, you can easily see which messages are resonating with your audience, and which aren’t quite hitting the mark, yet. You can also see which contacts continue to engage with your content as the move further down the buyer’s journey, closer to a sale. 

 

Best of all, every contact’s interactions with your emails are saved in the CRM, on the same platform. There’s no jumping back and forth between your email manager and your contact list; everything you need to know about every contact, whether it’s related to email or an ad they clicked on is saved and logged in the CRM for you, and updated in real-time.

Ad Management

In the past, the free HubSpot CRM has only included support for Facebook lead ads. With this new upgrade, the CRM comes free with ad management and tracking tools for up to $1,000 per month of ad spend across Facebook, Google, and Linkedin. Users are able to connect a maximum of two accounts, so you can measure performance across platforms to see which channel is best for your message. 

 

Like email marketing, connecting your ad accounts to your CRM helps you better understand your consumers. These new tools allow you to see exactly which contacts are interacting with your ads, and offer performance metrics to let you know which ads are bringing in the most qualified leads. Click To Tweet

What’s the Bottom Line?

The bottom-line benefit of these new additions to the free HubSpot CRM is that you can have all data from your email and ad campaigns filter through one central system. This allows you to track the long-term performance of your ads and email marketing campaigns, showing you the concrete ROI you’re seeing from both efforts, right from your CRM. 

 

The HubSpot CRM is helping eliminate the hassle that comes with using multiple tools from multiple providers. 

They’re offering a full suite of seriously powerful marketing tools plus a CRM that helps you track the results of your efforts in real-time, and makes it easy to reach out to those contacts who are responding best to your marketing campaigns. 

 

In the end, the HubSpot CRM, with these new free email marketing and ad management tools, are great for any company who is looking to expand their marketing and growth capabilities but doesn’t yet have the trust or the budget to go all-in on an expensive platform. 

 

This expansion of the HubSpot CRM is big news for us in the inbound and growth marketing community, and for any small businesses out there who are working hard to get ahead. If you’re interested in learning more about HubSpot’s free tools, please don’t hesitate to get in touch. 

 

As a HubSpot Gold Agency Partner, we live and breathe this software, and would be happy to help answer any questions you might have or help smooth out any growing pains as your team transitions over to HubSpot’s tools. Just let us know how we can help

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What is a HubSpot Partner Agency, and What Can They Do For You?

What is a HubSpot Partner Agency, and What Can They Do For You?

If you’ve been considering investing in HubSpot’s CRM for your business, you know it’s a huge, robust tool. If your company can implement those tools effectively, you’ll definitely start to see results in the length of your sales cycle and the growth of your company. But, that’s the problem.

The HubSpot platform offers so many tools, and if you’re thinking about choosing one of their paid subscriptions, you might be worried that your team won’t be able to learn and implement them correctly, and in a reasonable period of time.

That’s a realistic concern. That’s also where a HubSpot Partner Agency comes in.  

What is a HubSpot Partner Agency?

If you know what HubSpot is, you might know a little about their Partner Program. Essentially, it’s a program offered to marketing agencies who already use the HubSpot platform and who are dedicated to the inbound marketing methodology.

Marketing agencies apply to be a partner, and once HubSpot accepts them, they’re given additional sales and marketing training, direct account managers through HubSpot, and a bunch of other tools they can use to provide better service to their clients.

Each HubSpot Partner Agency is ranked according to HubSpot’s tier system. The higher a company’s tier, the better the services they provide, and the more clients they have helped to use HubSpot successfully for themselves.  

Are There Different Types of HubSpot Partner Agencies?

Yes.

As you probably already know, there are tons of different types of marketing agencies. As long as they use HubSpot and approach marketing with an inbound mindset, an agency can apply to be a HubSpot Partner. That means that there are all different kinds of HubSpot Partner Agencies available to you.

Some, like us, are full-service agencies who handle inbound marketing, web design, email marketing, content marketing, paid search, social media advertising, and more.

Others might have a focus in one specific area — they might just design websites, they might just offer inbound marketing consulting, they might specialize in sales support, etc.

So, if you’re considering choosing a HubSpot Agency Partner it’s good to remember that we’re not all the same. You’ll have to do a little digging, and probably a  bit of interviewing to find an agency that fits with your culture and with your company’s overall goals.

But before we get to choosing a HubSpot Partner Agency, which we’ll talk about in a later blog post, let’s talk about what a HubSpot Partner Agency can actually do for you.

What Can A HubSpot Partner Agency Do For You?

Since HubSpot has more than 2,500 partner agencies, there must be some benefit to hiring them. But if you’re new to HubSpot, or if you’re already using HubSpot, you might not know exactly what a HubSpot Partner Agency can do for you, and how their services can benefit your company. Let’s talk about that. Here are 3 benefits that come from hiring a HubSpot Partner Agency:

HubSpot CRM Support

This one might seem obvious, but it’s important. As a HubSpot partner agency, your marketing agency can help your team better use the HubSpot CRM and all of its bundled tools.

If you don’t have HubSpot, a partner agency will help you onboard, will teach your team about all of the tools, and will walk each member of your team through the CRM, step by step.

If your team is already using HubSpot, a partner agency will help you figure out how to optimize that use. They’ll look at your analytics, talk to your sales and marketing teams, and implement new strategies that help you perform even better, across the entire platform.

The HubSpot CRM is an impressive tool, but it does take a little bit of work to master. Partnering with a HubSpot Agency minimizes that work, and essentially gives you a HubSpot coach who’s on-call anytime you need help.

The other bonus of working with a HubSpot Partner Agency is that you have a direct line to HubSpot support.

When you’re having trouble figuring out a new tool, or are troubleshooting an issue in the system, your agency can either help you fix the problem themselves, or talk directly to their HubSpot account managers for a quick resolution. This is a lot easier than working through customer service on your own, as partner agencies are one of the few who have their own direct line to HubSpot itself.

Exceptional Inbound Marketing Service

The benefit of using HubSpot in the first place is its impressive, powerful tools. The HubSpot CRM offers advanced analytics tracking and reporting, email tracking, blog publishing, social media publishing, and more. With all of these tools and the metrics that go with them, your marketing agency can offer you a much better overall marketing service.

Essentially, hiring a HubSpot Partner Agency is a two for one deal. Click To Tweet

You get the expertise of a marketing agency — their web design support, their unique inbound marketing strategies, the tools they use to deliver quality inbound marketing service, and their team of experts — plus all of the additional tools and organization that the HubSpot CRM offers.

Sales Alignment Support

When you work with a full-service HubSpot Agency Partner, you get more than just a bunch of cool tools and marketing advice. You also get sales support, which isn’t something you see from every marketing agency out there.

Inbound marketing methodology relies on the idea that for the best possible results for overall company growth, your sales and marketing teams have to be aligned.

To address that fact, the HubSpot CRM offers a vast suite of sales tools that work hand-in-hand with marketing tools, to help you get both teams on the same page, and working towards your company’s growth goals.

Working with a HubSpot Agency Partner takes those benefits just a step further. The HubSpot Partner Program offers partners training in both sales and marketing. That means your HubSpot Agency Partner (if you choose a full-service agency) is trained to coach not only your marketing team, but your sales team as well.

They can provide tools, content offers, and training that help your sales team shorten the overall sales cycle, and close on more, qualified leads. Combined with HubSpot Sales tools like lead and deal tracking, automatic notifications when a lead opens an email or lands on your website, and targeted email workflows, that’s a huge step towards company growth.

Our Experience As A HubSpot Gold Partner Agency

On a personal note, we’ve found this piece of sales and marketing alignment, specifically, to be one of the most helpful, and most popular services that we now offer our clients. As a HubSpot Gold Partner Agency, our clients love that we’re able to help with their marketing strategy, but they’re finding even more success now that we’re able to coach their sales team and teach them how to use the marketing content that we’ve been developing for years.

This really is one of the biggest benefits for our clients, and we’re seeing it produce some real results. Instead of just helping our clients get found, and get the qualified leads they want, this sales support has helped us teach our clients what to do once we deliver those qualified leads. And with that information and training, plus HubSpot’s user-friendly sales tools, they’re able to grow incredibly.

WHAT YOU GET:

HubSpot, HubSpot Support, the Marketing Agency You Were Looking For, and the Sales Coaching You Weren’t

In the end, the reason companies choose to partner with HubSpot agencies is because you get a whole lot of tools and expertise rolled into one deal. Here’s what you get:

  • The HubSpot CRM, plus all of its tools. That means blogging, social media publishing, landing pages, content offers, marketing campaign metrics, traffic metrics, lead tracking, email tracking, and more, all in one platform.
  • HubSpot Support. A company who can walk you through each and every one of HubSpot’s tools. They can use the tools for your benefit, and they’ll teach your team how to use them, too.
  • A Marketing Agency. This is what you were looking for in the first place, right? A marketing agency who can handle the more complicated aspects of digital marketing, from developing a new inbound-focused website to writing your blog posts and content offers, and setting up your ad campaigns.
  • Marketing and Sales Support. This is usually the benefit people are most surprised by. When you hire the right HubSpot Partner Agency, you get more than just a marketing team. You also get sales support that can completely turn around the way your company nurtures and closes leads. If you’re looking for company growth, this is the benefit that should be most important, and most exciting, to you.

Is a HubSpot Partner Agency Right for You?

While a HubSpot Partner Agency isn’t right for everyone, it is a great choice for companies who don’t have a marketing team, who need help finessing marketing strategy, and who are looking to streamline overall business operations, from marketing through to sales.

If you’re interested to learn a little bit more about whether a HubSpot Partner Agency is right for your company, don’t hesitate to reach out. As a HubSpot Gold Partner Agency, we’ve got plenty of info and would be happy to share with you more about how the partnership works.

And if you’re ready to hire a partner agency? We’ve got the experience and the expertise to help your company onboard to the HubSpot platform, and keep your business growing with marketing and sales support.

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