Revenue Ops & Automation Blog

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.

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:

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.

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. 

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.

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. 

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.

“Campaigns” is one of the most overused and misused words in the sales and marketing world. It can mean anything from a specific messaging initiative to a particular list you are going to target. Being a HubSpot user doesn’t exclude me from this complex reality.

However, it’s important to note that HubSpot uses the term “campaign” differently than other CRM and marketing platforms do. Let’s discuss some of those differences. 

When you’re using HubSpot to grow your business, you quickly realize how much weight the email address associated with your HubSpot user account holds. Your email address is your login. It is also where you receive all of your notifications, exports, and alerts. 

“Small Marketing Teams” was never meant to be a business name. 

After spending 10 years learning and testing processes for growing business without a big marketing budget or a big team, I wanted to give back to the business community by sharing the systems, process, and tools I have developed. 

So, I launched Small Marketing Teams as a podcast in 2016 to teach people how to increase leads and sales.