Sales automation can benefit your B2B tech and telecoms business in multiple ways. It can increase the productivity and performance of your sales team, improve accuracy and accelerate your sales processes, reduce response time to increase customer satisfaction, and keep sales data consistent across your organisation. Finding new ways to boost your sales and adapting to a new market is challenging, but it can be done.
For example, an established business in the B2B telecoms space wanted to ramp up its sales with a new approach. As a platform provider, it saw an opportunity to digitise its sales processes for higher efficiency and better results. It needed to gain full visibility into its sales and bring everything together in a user-friendly CRM to scale efficiently. Partnering with a specialist agency enabled the business to gain the expertise needed to take its sales to the next level with minimal risk and maximum return on investment.
The Challenge
The company was used to a more traditional way of selling and had little knowledge of automated sales techniques. It was seeing its sales plateau and needed to change its approach to boost sales and keep up with an increasingly competitive business environment. It wanted to bring its sales and marketing together onto a single platform for efficiency and effectiveness but was unsure of the best way to approach this challenge.
The Solution
The company chose a specialist B2B tech and telecoms agency and immediately gained access to strategic sales advice and consultancy, as well as a dedicated marketing team. The agency helped to onboard the company and its contacts into the HubSpot CRM, which also comes with advanced sales and marketing automation techniques. The agency supported the company with tidying up its CRM so contacts are distributed across specific lists according to attributes such as their lifecycle stage (lead, marketing qualified lead (MQL), sales qualified lead (SQL) or customer), which enables its sales teams to provide the most relevant communications accordingly.
The company gained expert support and a whole range of new sales tools. It was able to benefit from specifically designed email templates, which were then arranged into sequences to automate outreach to prospects. Email sequences save the company time and ensure emails go out to leads at the right stage of the buyer’s journey, for optimum conversion rates to customers. On top of this, the agency helped the company create workflows, which trigger emails to contacts based on an interaction on the website, for example after they fill out a form or download a piece of content.
Outcomes
The company added a world-class sales and marketing team to its operations that is dedicated to its success. By automating its sales processes on HubSpot and bringing its sales and marketing into one platform, the company has successfully scaled up its sales and is able to sell faster and more effectively. It has seen a much higher conversion from leads to customers through new techniques such as email sequences and workflows and has an optimised CRM for the future with various contact attributes and clearly defined lists. It has the foundation needed to take its business to the next level with a seamless approach to sales.
At Ilex, we can help you automate your sales processes through the use of HubSpot, in order to successfully scale and grow your B2B organisation. Book a meeting today.
