For any investment, if you can earn decently more than what you’ve invested, it’s absolutely worth it.
To assess whether HubSpot is worth the investment, I interviewed the Director of a Niche Services Company (let’s call him Nick).
Nick has 15+ years of industry experience and started using HubSpot for his company three years ago. He finds HubSpot to be a beneficial move for the company.
Let’s hear his story about the challenges he faced without HubSpot and how HubSpot solved them for him.
#WordOfCaution: HubSpot is not a magic wand but it’s definitely a great tool. Wisdom lies in how you can use HubSpot to get the most out of it.
His Story:
I lead the sales team at my company.
Fifteen years ago, it was just a one-man show, me and my two friends.
We had just started our small company, and I was responsible for sales while my partners handled the rest. Together, we built a solid business.
We started seeing more clients approaching us and received more work than we could handle.
As we grew, we brought more people on board in the operations team and added a high-paying sales veteran to grow our sales team.
The sales increased year on year until this happened.
Our sales graph turned into a straight line, no longer trending upward.
Despite having a big sales team and high-paying sales veterans, the graph wouldn’t budge.
We began troubleshooting and sought advice from experts. A venture capitalist told us, “Your sales process is broken.”
We didn’t understand what it meant.
We dug deeper, looking for guidance wherever possible, and that’s when we came across HubSpot.
How HubSpot Came Into the Picture
By Googling our sales problems, we found HubSpot.
HubSpot is a treasure trove of data on improving sales performance, and it gives tons of free, genuine advice. We couldn’t miss out on it.
After exploring it further, we were convinced that integrating HubSpot would fix our broken sales process.
We invested in HubSpot, which cost us around $10,000 per year. However, even after this investment, we didn’t immediately see the change we expected in our sales.
We kept entering our sales data into HubSpot and, over time, through experimentation, learning from experts, and using our business acumen, we finally got it right.
HubSpot Sales is a great tool, but it’s extremely important to know how to use it.
HubSpot Makes Contact Handling Easy
I travel across the globe for sales (USA, Europe, UK, UAE) for over six months of the year. Sometimes I visit premium clients to secure more business, warm up relationships with old clients, or pitch to new ones.
Face-to-face meetings have been highly beneficial.
With HubSpot, I can quickly access all the information about my clients, just like asking Alexa:
“Pull me a list of all the clients located in SFO, with details like company info, deals, projects, email tracking, type of work, etc.”
This list helps me schedule meetings and land more business.
#WordOfCaution: All of this is possible only if your sales representatives log detailed information about clients and prospects.
HubSpot allows you to create contact filters with hundreds of attributes, so you can choose the ones relevant to your business.
HubSpot Makes Remote Sales Team Management Easy
For most of the year, I manage my sales team remotely, which used to be quite a challenge. But with HubSpot, it’s become much easier to manage the team effectively.
I have 15 reps on my sales team, each handling various sales activities like proposals, presentations, cold emailing, discovery calls, and more.
Sometimes they need help moving a client from one stage to another. Having all this information in a streamlined system helps me stay on top of everything, whether I’m traveling or not.
HubSpot Helps Me Warm Up Relationships with Inactive Clients
Let’s talk about Top-of-Mind Awareness. When you think of shoes, Nike comes to mind. When you think of milk, Meiji pops up. This is what you want for your business. Your company should be the first to come to mind when people need a product/service like yours.
How can you stay top of mind if you haven’t connected with a client in months?
With HubSpot, you can easily pull a list of clients who haven’t given you business in a while or whom you haven’t contacted recently. This lets you touch base with them, review the last communication, and see what they’re up to on social media.
Then, you can send them an email offering valuable content and perhaps mention new services or products. There’s a high chance they might have new work for you.
HubSpot Deals Dashboard Helps Me Chase Deals Strategically
In the Deals Dashboard, I can see all the deals in various stages.
Let’s say there are 10 deals in the proposal stage, awaiting a response for a month, two weeks, or a week.
By analyzing these deals and using insights into the client’s psychology, I can predict which ones are more likely to close.
HubSpot allows me to prioritize these deals based on value and strategically focus on the highest-value ones first.
HubSpot Brings Consistency Across the Sales Team
Is 80% of your revenue coming from just 20% of your sales team (the star sellers)? This is common in many companies, and it was the case with ours too.
Why this happens?
This happens because sales reps who are not star sellers struggle to handle sales objections as effectively.
Here’s how we addressed this with HubSpot:
- List all common sales objections.
- Document the best responses from your star sellers.
- Make this information easily accessible to the entire sales team.
Example:
Sales Objection: “Why should we give this project to you for $2000 while xyz company is ready to do it for $1800?”
Star Seller’s Response: Sharing a case-study which explains cost benefit analysis of hiring YOU.
(Something like if you invest $5000 in training your sales team and then the team manages to bring $50000 of additional revenue, it’s absolutely worth it).
Keeping the response Handy: By using HubSpot, the marketing team can analyze phone, chat, and email transcripts between clients and sales reps. They can then provide insights and create content to help all reps handle objections better.
Conclusion from the Story
If sales reps diligently input data into HubSpot, fetching the right data can help seize numerous business opportunities that would otherwise be lost.
This story brings valuable insights that can benefit anyone looking to improve their sales process and performance.
What do you think?
As I understand, you want to increase your sales. Improving your sales hiring strategy could be a great idea too!
Pro tip: If you need 30 standout SaaS growth hacks to attain double the growth for your SaaS business, fill out the form below!
At Concurate, we help businesses create strategic, high-impact content that drives results. Whether it’s sales enablement, buyer psychology, or conversion-driven storytelling, we ensure your content connects with the right audience.
If your organization needs a content marketing strategy that delivers real business results, let’s connect over a short call. Block our calendar today.
