The reality is that measurement and tracking is the cornerstone of achieving targets and goals in life and sales targets are no different. In the video below I cover how we used HubSpot Sales Professional and HubSpot CRM to supercharge our sales process and grow our agency revenue by 35% in Q1 of our financial year.
How can using a CRM increase your sales performance?
What we can also do is score those leads depending on what they do. So if they come back to the website, if they look at a pricing page, if they open a quote, if they download some information off the website. All of those factors go into the prospects lead score and what a salesperson can now do is sort all their prospects by a lead score. The higher the score, the higher the likelihood the lead is gonna close and now what we starting to talk about is marketing automation.
Now, a lot of these functions that I've been talking about have been pulled by the CRM companies from marketing automation companies. In fact salesforce.com bought a marketing automation company to to enhance their CRM. We use a CRM called HubSpot, which was actually originally a marketing automation company and slowly but surely built very powerful sales and CRM functions. Marketing automation has mostly been run by the marketing departments, CRM traditionally part the sales departments. Those roles are really merging now and there's a term called smarting which is a mishmash of the two words, and what that entails is basically deciding on SLA's between the sales and marketing departments (what marketing is responsible for and what sales is responsible for). So often, the sales department will say, 'the leads from the marketing department are terrible' and marketing will say, 'the sales department aren't closing the leads properly
- my belief is: if you're not using a CRM and a sales tool in your sales process today - you're really selling yourself short.
If you're interested in chatting about CRM, HubSpot, sales automation, sales enablement - give us a shout. We do it for a lot of companies and we'd love to chat to you about it.
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