Lead Generation Tips and Tricks for SMBs

Lead Generation Tips and Tricks for SMBs

Everybody is looking for new leads, but sometimes it seems like there are only a few ways to draw them in, and for SMBs with smaller budgets and specific locations, lead generation can be tiresome work. If you’re looking for great ways to jumpstart lead generation for your SMB, you’re in the right spot. Let’s talk about a few lead generation tips and tricks for SMBs that will actually work.
We’re going to start by first looking at how you convert leads. When it comes to any business — small, mid-sized, and even huge corporate companies — there are really only three key ways to convert leads through digital marketing:
  • Content offers
  • Calls-to-action
  • Landing pages

If you’re in the digital marketing game, you probably have all three of these tools, and you’re probably using them to convert your leads as often as you can.

But, while content offers, calls-to-action, and landing pages convert leads, the rest of your digital marketing strategy does the actual work of guiding the right potential leads towards those conversion opportunities.

You can have all the landing pages and content offers you want, but if you don't have any traffic coming to your site, you're not going to see the lead generation you're looking for. Click To Tweet

For SMBs, this aspect of lead generation is quite possibly the toughest. You can have picture-perfect conversion opportunities, but if you don’t have the traffic, you’re not going to see results.

And drawing in a ton of qualified traffic can be easier said than done. Not only are you competing with other local SMBs in your industry, you likely also have to go up against corporate giants who have more manpower and budget than you. This is where strategic digital marketing comes in. 

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We’re going to break down 8 lead generation tips and tricks for SMBs, that will help your small-to-midsized business stand out from larger competition and draw in the leads that will help your company grow. It all starts with your target buyer.

#1 Identify Your Target Buyer

The first and best way to make sure you’re generating only the leads you want, and none of the leads you don’t, is to identify who you want to sell to.

Odds are, your product isn’t for everyone. There is a specific industry, a key job title, or type of person your product or service is right for. Where do they live? What do they want? What do they do?

Understanding your target buyer through and through will help you implement lead generation tactics that are accurate and specific. And the more accurate your targeting, the less you’ll spend to get the best results.

 

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#2 Leverage Social Media

One key lead generation tip every SMB should take advantage of is social media. It doesn’t matter whether you’re a mid-sized manufacturer or a small local lumber supplier, social media is an inexpensive way to build awareness throughout your community. 

We’ve provided a ton of resources about how SMBs can get ahead on a variety of social media channels, (see this blog, this blog, and this article about Social Media Marketing vs. Social Media Advertising) but at the very least it’s worth it to create accounts on platforms like Linkedin, Facebook, Twitter, or Instagram. Start with one, if your company doesn’t have any yet, and build from there. 

We recommend starting with Facebook and LinkedIn if you’re planning to do any social media advertising. Both of these platforms make advertising easy, and they have powerful targeting abilities that can help you create effective ad campaigns, without spending more of your budget than you’d like. 

#4 Create Targeted Content

Today’s consumer wants content that is specific to their concerns. The best way to boost lead generation for the leads you actually want is to create content that is very targeted. General solutions aren’t going to help those potential leads. 

A lot of times we’ll hear from clients, “well, we don’t want to give all of that information away because [insert reason here: you don’t want your competition to know, you don’t want clients to solve their problems, you’re afraid if you give information away, they won’t call your sales team, etc.].”

The fact is that if you’re not educating your potential leads with content that truly answers their questions and solves their problems, you’re not going to get any leads. 

Today’s consumer will not contact a salesperson until they’re 80% of the way through the buyers cycle. Until then, they want to find the information that answers their questions and empowers them to make an educated decision about why your product is their best option. 

When you’re creating that content, your company will be the first your ideal consumer contacts when they’re ready to make a purchasing decision.

#5 Focus on Quality over Quantity

If lead generation is your SMB’s goal, quality should always be your priority. You can write a million short blog posts and not see a single leads from all of your posts. You can also write a million general blog posts and end up with a million leads, but none of whom are good sales fits for your company. 

If you want to generate quality leads, you need to generate quality content. 

Consumers can spot an unhelpful, keyword-stuffed, general blog post from a mile a way. They can also pick out a quality blog post, just as easily. 

If you’re creating content that’s focused on keywords, but doesn’t really say anything, you’re not going to see the lead generation you want. Why?

Because content creation is about more than lead generation. It’s also about setting yourself up as an authority in your industry. 

When you’re putting out the best, quality, in-depth content in the industry, people are going to start looking to you for answers. When people look to you for answers they can trust, they’re also going to look for you when they decide they need your product or service. 

When you create quality content, you boost your SMB’s lead generation capabilities threefold. 

  • You are able to draw in quality leads with great content that ranks well.
  • You set yourself up as an authority in the industry. More consumers turn to your SMB when they have questions about the product or service you offer.
  • You boost your company’s awareness. As an authority in the industry, who is providing quality content, more people are going to refer potential leads to you, and more potential leads are going to turn to your company, just because they’ve heard your company name around.

In the end, quality content keeps delivering quality leads. The more great content you put out, the more qualified leads you’ll generate in the long run. A great content creation strategy works like a snowball effect — the more great content you put out, the more qualified leads and brand awareness you generate. The more leads and awareness you have, the more authority you build. 

#6 Always Include a CTA

If there was a golden rule of lead generation, “always include a CTA” would be it.  

Why? Because a CTA gives you the chance to convert a lead. And worst-case scenario, the lead doesn’t click on it. You have nothing to lose by including a few relevant CTAs with every blog post, whitepaper, or helpful article you put into the world. 

Your calls to action should always provide something useful to your readers, like more information about the topic they were just learning about, or a free consultation or audit of their company. 

#7 Give Things Away. For Free

Gated content still has its place in the digital marketing world, but it’s not the end-all-be-all way to generate leads. In fact, more customers prefer companies who are offering up the content they want, with no strings attached. 

A new popular lead generation trend is to develop long-form, ungated content. Then, instead of putting the gate on your content on the site, you offer a PDF version of that long-form content, so people can take it home with them and read it at their leisure. 

This is a really great tactic to get you contact information for just the leads who are really interested in what you have to say or sell. While a lot of unqualified leads might give up their email to download a gated content offer, only the leads who are genuinely interested in your content are going to download the PDF and take it home with them. 

#8 Track Your Leads

This is the last tip we’re going to cover, and while tracking your leads doesn’t necessarily help you generate leads, it is an important point to end on.

All of the work you’re putting into lead generation is real, and it’s going to deliver you results. The worst thing to happen is to get all of those amazing leads, and then not have anywhere to organize them and keep track of them. 

We understand that SMBs don’t always have the budget to invest in an expensive CRM, but there are a lot of free CRM options that will help you keep track of the leads that are coming into your website, and that stick around to learn more. Our personal favorite is HubSpot, of course, but do some searching around to find an option that’s right for your company. 

Lead generation for SMBs can take a bit of strategy, but it doesn’t have to blow your budget.

When you approach lead generation with a clear picture of the leads you actually want, and who are likely to purchase your product or service, you’ll be able to put your effort towards just the tactics that will draw those ideal clients in. Strategic digital marketing is the best way to get the local leads you want, at a price that makes sense for your company. 

Looking for a little more help? These blogs have answers:

We can help too. Get in touch with the Evenbound team to chat about your lead generation strategy. And for more information about how we generate leads for SMBs, be sure to check out the case study below:

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Inbound Marketing Automation [How to Generate Leads in Your Sleep]

Inbound Marketing Automation [How to Generate Leads in Your Sleep]

Imagine a world where you were generating leads, even while you were offline, away from your desk, and yes, even sleeping.

Believe it or not, it really is possible to generate leads without lifting so much as a finger.

Seriously. No more cold calls. No more knocking on doors. No more elevator pitches. When done properly, you can delegate most of that awkward, uncomfortable and usually frustrating outreach work to your website and your marketing strategy. The solution is marketing automation.

What is Marketing Automation?

Neil Patel says, 'Marketing automation is the process of using software and technology to optimize, automate and measure repetitive online marketing tasks.' Click To Tweet

Basically, it’s the process of using technology to automate marketing tasks that you would otherwise want to do yourself. The computer does it, so you don’t have to.

Most often, we think of marketing automation in the form of email workflows — you have a prospect’s contact information, and they’re sent a series of emails based on the landing pages they’ve viewed and forms they’ve submitted on your website.

Hot Tip: While there are tons of other forms of marketing automation, we’re going to stick with email workflows as our example for this blog, because they’re easy to conceptualize, and because most companies, even SMBs, use some form of email marketing.

While you do have to set up those workflows and optimize them occasionally, once they’re working it’s a set and forget tactic that allows you to generate and nurture leads whenever your leads are cruising your site.

It’s important to note that In the past, there’s been some really terrible marketing automation.

One look at the inbox of your junk email is the perfect example of marketing automation gone wrong. Hundreds of emails shouting at you about sales, last-minute deals, and “just for you” promotions that you really just don’t care about. It’s a nightmare.

While this is an example of marketing automation, it’s not good marketing automation. Tactics like this favor a quantity over quality approach that doesn’t deliver the “qualified leads in your sleep” results you’re looking for.

This is where inbound marketing automation comes in.

What is Inbound Marketing Automation?

Inbound marketing automation is any type of marketing automation tool that is applied with the inbound marketing methodology in mind.

It’s important to remember that inbound is a methodology. It’s a practice and a way of marketing that is actually helpful to your potential clients. The inbound methodology is not a tool.

Marketing automation, however, is a tool you can use to make the inbound marketing methodology come to life.

For example: Inbound methodology tells us that we need to deliver highly relevant, personalized content that answers the questions our leads are asking, even before they ask them. That’s what you’re supposed to do, what inbound methodology dictates.

Inbound marketing automation is the tool that makes that action happen.

Inbound marketing automation allows you to deliver personalized emails to individual leads with content they are likely to be interested in, based on all of their previous interactions with your website and your marketing/sales team.

This ensures the delivery of content with context, fulfilling the inbound consumer’s need for relevant content that answers their questions and solves their challenges. Best of all, it does it while you’re at home still brushing your teeth.

Check out this HubSpot video for a really clear explanation of what inbound marketing automation is, and why it is so effective for today’s consumers.

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The Inbound Approach to Marketing Automation

Why Use Inbound Marketing Automation?

Did we mention generating leads in your sleep? Hello, longer lunches and going home on time.

But in all seriousness, marketing automation is a key tool for inbound marketing because the inbound methodology is so customer-focused. Here are a few key ways inbound marketing automation makes your life easier.

Inbound Leads Aren’t Always Ready To Buy

Inbound marketing does a great job of drawing in qualified leads who are a perfect fit for your product or service. But, they’re not always ready to buy.

The inbound methodology puts a heavy focus on developing content that’s suited to leads in all stages of the buyer’s journey, which means you’re going to get a lot of leads in the awareness and consideration phases who will likely need/want your product, but who aren’t ready to buy yet.

Instead of having your sales team hound them with calls and emails, inbound marketing automation offers a simple, effective tool to keep those leads moving through the buyer’s journey.

Your automated workflows can send them relevant, interesting content that speaks to their stage of the buyer’s journey, as well as their particular industry or position, keeping them from dropping out of your sales funnel and moving them closer to a sale.

Inbound Leads Have Diverse Interests and Needs

If you’re one marketing or salesperson, you probably don’t have time to analyze the unique interests of every lead that comes in on your own. This is where technology comes in handy.

With a quality CRM, you can set up workflows and content delivery systems that automatically send the right content to the right leads, at the right time.

You still have to lay a little bit of the groundwork, by telling your CRM which leads fit into which personas, and where they are in the buyer’s journey, but after that, the system can manage that lead on its own.

That saves you thousands of emails, and it provides the leads with a better experience. They’re getting information and content that’s relevant to their experience and their challenges, and you don’t have to work as hard to make it happen.

Inbound Leads are Content Hungry

We’ve talked a lot about the modern consumer. The short version is that today’s consumers are content hungry. They want to watch videos, read reviews, analyze comparison blogs, and truly learn about every product and service they think about buying.

As a sales or marketing person, you don’t have the time to have all of those conversations, and more importantly, your leads don’t want to talk to you yet. The modern consumer wants to do their own research before they’ll even consider giving a company a call or letting them know they’re interested.

Inbound marketing automation solves this dilemma.

You can still deliver great content about your product or service to those qualified leads, without scaring them away or making them feel like you’re being too pushy by using marketing automation.

With inbound marketing automation, your leads are getting the content they need to complete their research, and you don’t have to lift a finger. Even better, by simply handing over the content that your leads want without a whole lot of trouble, you’re earning their trust.

And when you have a lead's trust, and they're ready to buy, they're going to buy from you. Click To Tweet

How You Can Implement Inbound Marketing Automation

Inbound marketing automation has some pretty attractive benefits. But how do you get it, and how do you set it up so you can roll into work at 10 with Starbucks in hand?

The best way to implement inbound marketing automation is to get a CRM. If you don’t have one, check out our blog about what to look for in a CRM, and choose your favorite.

We like HubSpot because it’s really easy to use, it’s less expensive (read: they have a version of the software that is totally free) than many more traditional platforms, like Salesforce, and it’s got all of the tools we like, plus they regularly add new tools when they see a need.

It’s possible to do a bit of marketing automation with an email service, like MailChimp, for example, but if you’re looking for legitimate results, you should really go with a CRM.

If you’re not sure about the process yet, we really recommend the free version of HubSpot. It’s a great way to learn how to implement a little marketing automation, and it’s always free — so you don’t have to worry about spending a lot of money learning a tactic you’re not sure you’ll use.

Once you have your CRM, you can get started with inbound marketing automation.

We’ll explain how to to that in-depth in another blog, but if you’re looking for a how-to right now, check out this page from Neil Patel, this guide from Moz, go back and click on that video we linked above, or just give us a call. We’re always happy to walk you through it.

And if you know you want to use inbound marketing automation, but you don’t want to fiddle with it yourself, we’d love to help.

We use inbound marketing automation every day for ourselves and for our clients, so we’ve gotten pretty good. Whether you’re looking for a little content, a completely new campaign, or even help getting set up in HubSpot, we’ve got the resources to help you. Get in touch.

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5 Reasons Why Your B2B Website Isn’t Generating Leads

5 Reasons Why Your B2B Website Isn’t Generating Leads

The primary goal of any business activity is to increase profit, and your digital presence is no exception. Your B2B website exists to market your company, products, and services to potential future customers and convert them into leads. For many B2Bs, those visitors and conversions aren’t appearing. Here are five reasons why your B2B website isn’t generating any leads:

#1 Your Website Isn’t Mobile Friendly

Teens aren’t the only ones addicted to their cell phones. Nearly everyone is accessing the internet from mobile devices rather than desktop computers. What this means is that people are seeing your site on a variety of different screen sizes, and your website needs to be adaptable to any size screen. If not, your site will be too difficult to access and people are going to quickly navigate away.

#2 Your Website Is Old and Outdated

You’d think that at some point, we could stop saying it, but that day has never come: there are a lot of B2B websites that are old and out of date. Your website needs to be more than just a digital version of your current marketing materials, a few static pages with no way to get in contact except your phone number.

To create a site that generates leads, you need beautiful and functional user-friendly design, mobile responsivity, regularly updated content (get a blog!), and lots of content for visitors and search engines to read. Click To Tweet (Learn more about making your website an actual tool for success here.)

#3 Your Website Doesn’t Have Any Calls-To-Action

If you never ask your website visitors to become leads, you can’t convert them to leads. That’s why you need calls-to-action (a.k.a. CTAs) all over your site. A CTA is often a button or link that asks the reader to do something, to “request a quote” or “contact us.”

These calls to action need to address the content they are surrounded by as well as the stage of the buyer’s journey that your potential lead is in. Some prospects might not be ready to give your sales team a call—but they might be interested in an ebook with more information on the topic you addressed in your most recent blog, and gladly give you their email address in exchange for it.

#4 Your Website Doesn’t Use Any Landing Pages

If your paid search and PPC ads are directing clicks to your website’s home page, you’re missing out on huge opportunities to convert visitors to leads. Landing pages ensure that visitors who click on specific ads are seeing the specific content that is relevant to them.

Additionally, landing pages are essentially one big CTA—they limit options for the visitors to navigate away from the page, offer them the information they want, and include forms for visitors to enter their contact information and convert. They’re also crucial for tracking analytics and gating your content offers. Learn more in our post Landing Pages: Why Your B2B Manufacturing Website Needs Them.

#5 Your Site Content Wasn’t Written With SEO and Inbound Marketing Best Practices In Mind

Like we’ve said before: print marketing copy does not website copy make. Click To TweetYour website content needs to incorporate strategically chosen keywords related to your products, services, and desired clients’ needs. Your site should also incorporate various types of content, including page content, blog posts, and content offers such as ebooks, PDFs, and whitepages. Read here for a more in-depth look at optimizing your B2B manufacturing website page content.

HA Digital Marketing is a growth agency: lead generation is what we do. If you’re looking to generate more leads with your company’s website through proven best practices, it’s time you get in touch.

Not convinced? Read how to make your B2B manufacturing website a lead generation machine, or schedule time with John to hear firsthand how we’ve worked with other industrial manufacturers to drive significant growth. 
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Inbound and Outbound Marketing Can Work Together To Deliver Qualified Leads

Inbound and Outbound Marketing Can Work Together To Deliver Qualified Leads

Since the dawn of inbound marketing, marketers have been hatin’ on outbound marketing tactics.

And really, we get it. No one wants to see that McDonald’s commercial for the 100th time, and no one wants their Pandora workout station interrupted to hear once again how Geico could save you 15% or more on your car insurance.

 

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Outbound marketing is disruptive. But it’s also kind of effective — if you know how to use it for 21st-century consumers. Before we get into this whole thing though, it’s important to know what inbound and outbound marketing are, and why maybe, just maybe, they can work together.

Outbound Marketing

Like we mentioned earlier, outbound marketing is inherently disruptive. It gets in front of a consumer with a goal of distracting them from whatever they were already doing. In the past, you’d have seen this most in radio and TV ads, as well as billboards and honestly, the Girl Scouts selling cookies at the grocery store. (Seriously, they get us every time.) Outbound marketing is any form of marketing or advertising that pushes your message out to consumers, rather than drawing them in. Click To Tweet Outbound marketing is also usually paid (Check out our complete guide to outbound marketing for more in-depth info). You have to pay for ad spots on radio and tv, just as you now have to pay for ad spots on Google, Facebook, and other partnered websites.

Inbound Marketing

Inbound marketing, on the other hand, is any form of marketing that draws consumers into your company, your website, or your building. It’s also usually free (ish). Inbound marketing relies on tactics like content development, blogging, and sending targeted emails to your existing email list.

These are tactics that take time and brainpower, but don’t cost much money. Inbound marketing has proven exceptionally successful in the 21st century. We’ve explained this more than once, so we won’t go too far into it, but generally, the idea is that people hate being interrupted, and inbound marketing gets the word out about your company in a way that feels natural, organic, and not pushy.

Pretty nice, right? It’s cheap, it gets you quality customers, and you don’t have to pound the pavement to find them.

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Inbound marketing methods are proven to be cost-efficient and effective, costing you 61% less per lead than outbound marketing tactics. The only problem is that it does take a bit of time. When you write and publish content to the web, you have to wait for search engines to crawl and index your site.

Once they do, they’ll evaluate your content and rank it relative to other sites writing about similar topics. Then, you have to see where you rank, so you can keep optimizing your site for better placement on SERPs, and better conversion rates on-site.

When fully deployed and implemented, inbound marketing draws in serious traffic and has the ability to convert like no other marketing tactic out there today. But sometimes you need a little boost when you’re getting started. This is where we start to get a little controversial:

It’s Not Inbound Marketing vs. Outbound Marketing

Outbound marketing can solve this problem of driving the right traffic to your inbound-optimized website immediately. The key is doing it properly. Unlike Geico, you don’t want to blast your message out to the general populace. Instead, you should use targeted, inbound-centric paid advertising and social media advertising campaigns to let the right people know about your product or service.

Choose digital advertising platforms that let you control who your message is going to, and how it’s delivered. With in-depth metrics, you can see which segment of your audience is responding best, and you can continue to optimize your paid ads to deliver the best results, for the least spend. (Check out this blog about optimizing PPC, and this blog about optimizing Facebook Ads, for more information on improving outbound marketing ROI.) When you’re developing targeted digital ads that are designed to meet your ideal audience, you’ll see better, more effective results, and more importantly, you’ll see immediate results.

It’s good to know that outbound marketing tactics aren’t just for new websites, either. When used properly, outbound marketing is a great way to supplement an already robust inbound marketing platform. The fact is, there’s a point where you might feel like you’ve saturated your existing market. Outbound marketing can help get your message out to a new group of people who can benefit from your products and quality customer service.

Inbound Marketing + Effective Outbound Marketing = Company Growth

If you take anything away from this blog post, it should be this: inbound marketing and outbound marketing can work together effectively. It’s easy to pit the two methodologies against each other because they do come from fundamentally different perspectives. But, if you apply an inbound mentality to your outbound marketing methods, and direct ads and promoted content to the audience most likely to care about what you have to say, you might just find that the two methodologies can work together to help grow your company. Outbound marketing tactics are a great supplement to any inbound marketing strategy. Click To Tweet When implemented properly, optimized for maximum ROI, and paired well with your inbound marketing strategy, they work to deliver qualified leads that can help stimulate overall company growth.

Not sure where to start? Let’s chat! As a digital marketing and growth agency, Evenbound doesn’t choose between inbound our outbound. We help our clients leverage the best of both inbound and outbound marketing strategies for overall company growth. Interested in seeing how we do it? 

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How Hubspot Helps Align your Sales and Marketing Teams

How Hubspot Helps Align your Sales and Marketing Teams

Effective sales and marketing alignment is proven to increase revenue by 208%.

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That’s quite a nice little revenue jump.

The benefits of having the two teams work together are very clear: your marketing team draws in the clients your sales team actually wants to deal with, and your sales team can help your marketing team optimize their efforts to draw in those qualified leads.

Sales and marketing alignment makes for a seamless, effective sales cycle that is shorter, and has a higher success rate. Click To Tweet

How Can I Implement Sales and Marketing Alignment?

While it’s clear that sales and marketing alignment is a must, there’s not much information about practical application.

Sure, you need to facilitate greater communication between both teams, but short of having so many meetings that no one has time to do actual work, it’s tough to figure out how you get everyone on the same page. That’s where HubSpot comes in!

The HubSpot Breakdown

HubSpot is an inbound marketing company that developed a customer relationship management software (CRM) by the same name, HubSpot. HubSpot was the first to make the inbound methodology popular, and they continue to stay at the forefront of the inbound marketing industry by putting out quality content and resources, and by continually finessing their sales and marketing CRMs.

As an inbound marketing growth agency, we at HA Digital Marketing are proud HubSpot agency partners. We recently made the HubSpot Gold Agency Partner status, which basically means we’re good at using their software to win our clients more business.

A question we hear often from our own potential clients is, “What is HubSpot, and how can it help us align our sales and marketing teams?”

Many of our clients are industrial manufacturing and construction companies who have either been working without at CRM, or are frustrated with their current CRM (not to throw shade, but it’s usually Salesforce).

How HubSpot Helps Align Sales and Marketing Teams

For companies who need a CRM, and are hoping to work towards closer sales and marketing alignment, we do recommend HubSpot. While we know CRMs aren’t perfect for everyone, HubSpot is our favorite option for qualified clients who need something that can genuinely get their sales and marketing teams on the same page.

If you’ve been weighing your CRM options, here’s a rundown of how HubSpot works, and specifically, how it can help align your sales and marketing teams.

Intuitive, Practical Communication Capabilities

One of the biggest killers of sales and marketing alignment is a failure to communicate.

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The best way to fix it?

Intuitive, practical communication.

It doesn’t make sense to set up a meeting every time something new happens with a lead or prospect, but you do need to have open lines of communication between both teams, so no leads fall through the cracks.

HubSpot helps by offering two CRMs, one that’s designed specifically for marketing teams, and one that’s specifically for sales teams. What’s best is that these CRMs work totally in tandem, and on the same platform.

That means that every interaction your company has with a new prospect is always logged, categorized, and automatically synced across both teams.

Your marketing team can easily look at a lead to see if sales has had the chance to reach out yet, and your sales team can jump into a conversation with a warm lead at the exact moment they’re ready to progress to the decision-making stage.

This helps eliminate interruptions in your day-to-day office work and makes it easy to recap progress at your weekly or bi-weekly sales and marketing team meetings.

Defined MQLs and SQLs

HubSpot also makes it easy to define each lead, and pass them along to the sales team, or back to the marketing team when necessary.

You define what criteria qualifies a marketing-qualified lead (MQL) or a sales-qualified lead (SQL), whether it’s downloading a content offer, booking an appointment, or responding to an automated workflow. From there, it’s easy to move the lead up and down the buyer’s journey based on the criteria you’ve set to qualify them.

You can also set criteria for site visitors, prospects, or subscribers. Say someone has just visited your blog and signed up for your newsletter. If they keep reading your newsletters and blogs, but don’t convert on CTAs or content offers, you might categorize them as a “subscriber.”

You can use that classification to send them information they might care about later on, and your marketing team can continue nurturing them until they take enough actions to pass them along to your sales team.

Automatic Notifications

The HubSpot CRM also offers automatic notifications. If there are specific actions — like downloading a particular content offer or submitting a form on your contact page — that signal to both teams a lead may be ready to convert, you can set HubSpot to send automatic notifications to the responsible parties.

This way, when a lead is on your website, visiting your pages and downloading your content, the relevant team member can strike while the iron is hot — offering up more relevant content, or suggesting they set a meeting — just as that lead is thinking about your company.

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A little creepy? Maybe. But, it’s a great way to offer the personalized, specific service today’s consumers expect from companies of any kind.

Analytics and Reporting

Another sales and marketing alignment benefit the HubSpot CRM offers is its exceptional analytics and metrics reporting capabilities. No matter what metrics you’re tracking, the CRM makes it easy to see and share those reports with anyone in your team.

We’ve said it before, and we’ll say it again: The key to sales and marketing alignment is communication. Click To Tweet Your sales team needs to know what the marketing team is doing to draw in qualified leads, and your marketing needs to know which of their efforts are contributing to a closed sale. HubSpot makes finding and sharing these metrics easy with open reporting that’s easily shared.

At your weekly sales/marketing meeting, your sales team can show the marketing team which leads have finally closed, and how they arrived to the sales team, whether from an organic, paid, or email marketing effort. Conversely, your marketing team can use the data compiled by HubSpot to show the sales team what content new leads are responding best to, and what potential sales angles they can use to close that lead more quickly.

The Ultimate Benefit of the HubSpot CRM Is Transparency.

Effective sales and marketing alignment can increase revenue by 208%. https://bit.ly/2QmDeAI Click To Tweet The best way to get those teams on the same page is a transparent, user-friendly CRM that allows both teams to interact, and see what the other team is working on. HubSpot’s software seamlessly integrates your sales and marketing teams software into one simple platform that offers transparency and encourages communication.

If you’re interested in increasing your revenue by 208% in the new year, the HubSpot platform could help. If you’re looking for concrete, specific ways to align your sales and marketing teams and grow your business, we can help. Get in touch today.

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