Does anyone actually like cold calls? The rushed introduction, knowing you only have so much time to hook this person into an unwanted phone call before they hang up. It’s a lot of work getting someone from that initial “hello” to purchase-ready.
Don’t get me wrong, I love my job. I develop business for a premier-level branding and digital marketing agency that I wholeheartedly believe in. I’m not frantically clawing to meet monthly quotas, and I get to help people make better decisions for their business.
What’s not to love, right? Well, for starters…it’s freakin’ hard! The prospects I talk to are hunting for a team that they can rely on and trust to deliver marketing results that:
- Increase sales
- Have a strong ROI
- Resonate with a wide variety of audiences
- Are beautifully designed (ignoring the subjectivity here)
- Function seamlessly
- Can happen FAST
- And, of course, are competitively priced relative to anyone that’s ever done marketing…ever
From the start, I knew that this was going to be a tough sell, but I love a challenge. So, I spent months researching possible targets, networking, cold-calling, nurturing warm leads –everything I could think of to get the attention of quality prospects and turn them into happy (and profitable) clients. Sound familiar?After about a year of painstaking effort, I had brought on a few decent clients, but revenues were moderate at best.
Then one day, our fearless leader (and president of the company) said something to me that would completely transform our business development model – and make my life a lot easier in the process: “We want to build a team to develop inbound marketing campaigns and manage everything using a software product called Hubspot. It is going to help bring more leads to you, instead of the other way around.”
It wasn’t easy and didn’t happen overnight, but sure enough, the leads started coming in. My conversations shifted from, “Hi, sorry for bothering you, let me tell you the different reasons you want to talk to me.” to “Hi, thanks for reaching out, let’s dive in to see if we’re the right fit for each other.”
I can spend a lot of time talking about all of the benefits that resulted from this paradigm shift, but for blogging’s sake, I’ll keep this short. If you want the FULL version, download How Inbound Marketing Will Transform Your Business, which uses actual statistics from +7,000 businesses success stories.
The top 5 reasons why every salesperson should INSIST on an inbound marketing model using Hubspot:
More time selling, not prospecting
Inbound marketing brings pre-qualified leads to you. By creating useful, relevant content that your targets are already searching for, you become their go-to resource before you ever meet them!
Solution-selling on steroids
Hubspot provides incredible insight into the prospect’s interests and commitment before we even have our first conversation. By tracking their behavior on your website, HubSpot allows you to see what articles they’ve read, what services they have researched, and how much time they have spent on your site. This means you can have the tools, references, and recommendations ready before going into the call.
Customized sales funnels
Hubspot allows you to customize your automated email message to the appropriate timing and pain points of your ideal customers. Using the knowledge of your client’s historical buying process, you can build campaigns that provide the information they need (when they need it!), allowing them to contact you when they are prepared to make a buying decision.
One of the biggest reasons we chose Hubspot over other marketing automation softwares was their support. They were incredibly helpful through our buying process, and even more helpful once we were on-boarded. Many of the other marketing automation products we looked at were only focused on selling the product. After that, we were on our own. With Hubspot, your have a dedicated Channel Account Manager (CAM) that provides ongoing valuable insight to help make your campaigns more effective. (In other words, HubSpot is “eating its own dog food.”)
The CRM (aka They never settle)
HubSpot is constantly looking for ways to improve their products and the customer experience. Although the Hubspot CRM is still in beta, it shows a lot of promise. If they are able to deliver on what they claim it will, this could be a game-changer for the sales universe. Click here for more info, and keep an eye out for big things to come.
Overall, Hubspot has allowed us to easily manage every aspect of our inbound lead generation efforts; email campaigns, social media, SEO, blogging, sales funnels, lead scoring, calls-to-action, and much more. It was a big shift, and it does require dedication and hard work – but the benefits are very real. If you’re interested in learning more, click here and we’ll give you a call to see if it’s the right fit for your organization.