Many B2B tech and telecoms businesses use digital platforms or even sell digital platforms, but don’t use them for their own marketing and sales. According to Trackvia, implementing a digital platform can increase company revenue by 41%. Investing in a digital platform for your B2B sales and marketing departments will pay for itself in efficiency, increased sales and happier customers.
HubSpot is our preferred digital platform for marketing, sales and customer service. Using an all-in-one approach allows for a smoother experience between your teams, which will in turn benefit your customers end-to-end. We capture data throughout the entire lifecycle and use it to better serve clients and customers. It gives us visibility into their challenges, questions and opportunities.
Capturing contacts in a single CRM like HubSpot, brings as much of the customer’s lifecycle into a single trackable platform, while scaling up your B2B marketing and sales with new digital tools. It ensures that no prospect will slip through the cracks, especially when every engagement is so valuable.
HubSpot can allow your B2B tech and telecoms business to scale up across industries with automation. If you start automating your sales processes, you can sell to more prospects with greater speed and efficiency.
A great automation feature that HubSpot provides is active lists and workflows. These tools enable your sales team to be alerted when a prospect becomes a marketing qualified lead, to which these leads can be immediately enrolled in customisable email sequences. The opportunities are endless and by implementing these tools, your sales team can rapidly prioritise real opportunities, remove unengaged contacts and close more deals.
However, B2B tech and telecoms businesses make the mistake of focusing on new customer acquisition rather than customer retention. The biggest mistake would be to win business and consider the sales process complete. As business.com states, repeat customers will spend 67% more on your products or services compared to new customers.
Existing customers should be treated like gold in an economic downturn. Continually updating them, offering helpful advice and asking them questions shows that a business cares. Existing customers can be segmented into lists and used to run nurture campaigns that strengthen relationships and show that their business is valued.
Winning business, serving customers, nurturing, troubleshooting issues and service support should all be seen as part of the same activity and tracked accordingly. When you deliver a great customer experience end-to-end, satisfaction increases, and customer retention grows as a result.
At Ilex, we have the strategies to help your B2B tech or telecoms organisation generate leads and increase sales. We can offer expert advice for evolving your sales approach and digitalising your business.