Revenue Ops & Automation Blog

The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding. 

HubSpot users were thrilled when HubSpot released its target account feature set (a.k.a. account-based marketing or ABM tools) in May 2020. Although several of these features already existed in various areas of HubSpot, the compilation of these tools with a few new solutions create a one-stop shop for account-based sales teams. 

Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.

While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily. 

HubSpot is an incredibly powerful tool for businesses of all shapes and sizes. Its sales and marketing workflow automation can help your team contact the right prospects at the right time, without burdening your reps with additional CRM admin tasks. 

However, as a manager or c-suite executive, you probably don't have the time to learn HubSpot inside and out.

Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science. 

While many companies have been selling their products online with a remote sales team for years, sales managers that are new to this “COVID-19” sales model face tremendous challenges. Tasks such as keeping your sales team engaged, finding new ways to demo/sell products online, and promoting collaboration within a remote team can seem daunting to even the best sales executives. 

While product, markets, and messaging may vary, a successful sales organization always starts with plugging the right team into the right culture. The best people in an unhealthy culture will result in unproductive habits and slower than expected growth. And eventually, you’ll lose top talent. If you have the wrong people with a strong sales culture, you are not much better off.

Creating a successful, repeatable sales process in your organization is the holy grail for sales managers. However, seasoned executives know that what works for one salesperson may not work for another. 

So, how do you create an effective, systematic playbook for a sales team with varying strengths, backgrounds, and capabilities? More importantly, how do you do this without overcomplicating everything? 

"HubSpot is crazy expensive."

I hear this statement a few times every month.

Admittedly, when you combine your number of contacts, paid sales seats, and paid customer service seats, it is surely an investment for those who are serious about growing their business.

However, the "HubSpot is expensive" opinion is more about the person saying it than it is about HubSpot. Let me explain.

As a seasoned executive, you know how to ask prospects effective questions and say the right things every point in the sales process. Sales conversations flow freely. You are confident in articulating your value proposition. Building trust and authority is second nature. 

But, how do you get your entire sales team to use the best messaging throughout the sales process?