What is RevOps? (A Clear Definition of Revenue Operations)

Posted by Josh Paul on May 20, 2020 10:21:23 AM

I still remember the day that I realized that I was not running a marketing agency.

My team was very good at creating content and generating leads, but we did not have the interest or structure to do it in an agency model. 

Our most successful clients leveraged my team to develop complex sales and marketing automation and implement business-specific lead management frameworks. To optimize the post-sales stages of the customer journey, we automated processes, accountability, and reporting in the delivery of products and services once somebody became a customer.

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Topics: Productivity, Revenue Operations, Sales Efficiency

HubSpot Workflows: 5 Pro Tips Before You Build Sales and Marketing Automation in HubSpot

Posted by Josh Paul on May 13, 2020 11:07:28 AM

News flash - HubSpot is no longer a marketing platform. 

This might be news to you.  Since HubSpot has done such a good job branding themselves as a leading marketing platform, it's really hard for them to convey that they are no longer simply marketing software. 

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Topics: HubSpot, Lead Nurturing, Lead Management, Marketing Automation, Sales Automation

How to Increase Sales and Marketing Alignment

Posted by Josh Paul on May 6, 2020 11:43:51 AM

The tension between your sales team and your marketing team is one of the most written about or discussed slow-burning feuds on earth.

For some businesses, it is right up there with:

  • Hamilton and Burr
  • Montagues and Capulets
  • Hatfields and McCoys

While both teams share a mutual goal of creating revenue for the company, their separate processes and deliverables can make their partnership a living nightmare.

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Topics: Productivity, Sales, CRM Adoption, Customer Experience, Sales Process

How to Increase CRM Adoption

Posted by Josh Paul on Apr 30, 2020 1:25:51 PM

Getting your sales team to follow a consistent process and adopt your CRM and sales tools is critical to growing revenue at your company.

Confidence that the leads you generate will be converted into revenue is the holy grail for most executives.

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Topics: HubSpot, Sales, CRM, Lead Management, CRM Adoption, Sales Process

8 Areas to Focus Marketing and Sales During a Crisis (Even When Your Market Freezes Up)

Posted by Josh Paul on Mar 28, 2020 7:15:00 AM

As a marketer and business owner, I am ambivalent about marketing and selling during this global health crisis. I know my company’s HubSpot CRM and revenue operations programs make a huge difference for companies during normal times. However, what we’re facing today is anything but normal. 

Here is what I know:

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Topics: B2B Marketing, Sales, Content Marketing

The Best Way to Support Your Customers During a Crisis

Posted by Josh Paul on Mar 27, 2020 8:15:00 AM

By now, the situation has sunk in. The coronavirus pandemic of 2020 will change the world’s economic landscape for years to come. 

This means that marketing agencies, business influencers, and sales gurus have all had time to formulate thoughts on how your business should survive this crisis

Your LinkedIn feed is filled with advice. If you jump in any business-oriented Facebook group, this is all people are talking about. 

Currently, the guidance ranges from “spend more time with your family” to “apply for as many government programs as you can” to “crank up your sales and marketing engine to grab market share." These diverse opinions about what to do next can make your head spin and give you analysis paralysis.

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Topics: Customer Experience

How to Optimize Your Sales Process by Flipping It Upside-Down

Posted by Josh Paul on Mar 19, 2020 8:07:00 AM

Every company strives for more sales. The “holy grail” is a repeatable sales process that results in consistent and predictable growth.

The problem is many companies don't know the winning formula behind their current sales. While deals are being closed, many sales executives don't fully understand which parts of their sales process work in terms of messaging, process, and cadence. 

This is a roadblock to both implementing a successful sales process and improving their current sales tactics. 

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Topics: CRM Adoption, Sales Process

Why HubSpot Being Named Best Place to Work Matters to HubSpot Customers

Posted by Josh Paul on Dec 16, 2019 3:20:09 PM

Have you ever walked into a store or restaurant and instantly known that the staff loves working there?

In every interaction you have with them, it is clear that:

  • They are true believers and they wear it on their sleeves.
  • They take pride in being part of that company.
  • They are invested in giving you an outstanding customer experience.

This type of culture and employee satisfaction is very difficult to achieve. It takes time and deliberate design. A purposeful culture like this leads to higher customer satisfaction, strong word-of-mouth marketing, and overall growth.

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Topics: HubSpot, Customer Experience

Structure vs. Simplicity: Which Is Better for Your Sales Process?

Posted by Josh Paul on Dec 5, 2019 1:34:15 PM

Sales managers don't have easy jobs. They need to keep their team motivated and performing throughout the year. One of the biggest tools they have at their disposal is their sales process. 

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Topics: HubSpot, Sales, Lead Management, CRM Adoption

How to Avoid Sending Marketing Campaigns in HubSpot to Leads with Scheduled Sales Calls

Posted by Josh Paul on Dec 2, 2019 3:22:28 PM

One of the most important parts of your HubSpot lead management framework is your ability to see where each lead is in the sales process. This is key for both accurate reporting and actionable segmentation. 

More specifically, if you're sending a marketing email out and you don't want people who are already engaged in the sales process to get that email, you need to know which of your leads are already engaged with a salesperson.

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Topics: Email Marketing, HubSpot, Lead Nurturing, Sales, CRM, Lead Management, Campaign Planning