Revenue Ops & Automation Blog

Let’s flashback to your sales team in the year 2019...

If you think your business’ data is simply about numbers or charts, you’re not seeing the full picture. And, if you think data is about looking backwards and creating important-looking slides for your next presentation, you are missing a big opportunity. 

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.

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:

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.

Setting companies up to grow by getting more people to buy their products and services is one of the most rewarding aspects of our work at Pipeline Ops. However, when that product or service provides life-changing benefits to people across the world, it takes job satisfaction to an entirely different level. 

Your lead management process must include the following 5 elements:

1. Definitions
2. Process
3. Automation
4. Accountability
5. Reporting

HubSpot and Salesforce are both great CRM platforms.

However, they are very different software products.

This week, I was asked to advise a large enterprise company on the best CRM and customer experience platform for their current and long-term strategies across multiple divisions.

There were over a dozen people on the phone - from IT to sales.