02-24-201710:19 - last edited on 03-05-201711:53 by roisinkirby
Digital Sales Team Process Development. What's your process?
[ Edited ]
Recently I've been speaking with a number of clients who are looking to educate their sales teams as to how to drive more value from the CRM and channels such as LinkedIn (and tying this data back to the CRM).
I thought I'd share this recently blog post on the topic:
The post is, of course, specific to our business, but I thought it interesting to share my real world perspective.
I'm keen to hear about any challenges you have in developing a process for your sales teams, or if you have any really solid strategies that have delivered improved reporting (using the sales dashboards), lead prioritisation (and scoring), or other?
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I'd be interested to know what you think should be factored when you are developing your buyer personas? Industry / Age / Interests? How specific should these personas be, or should they be more high level?
Thanks for the question. Just about to eat my lunch so thought I'd respond whilst I have 5 mins!
Yes, we are loving tasks - this is working really when it comes to developing sequences for new leads and also for re-engaging existing contacts who revisit our site.
In fact, we have a new Sales Enablement process for early stage lead follow-up that is being driven by marketing - so that sales can spend more time on the selling activity, rather than the prospecting/lead response. We are working on our agency process so that we can deliver the optimal version to client teams.
This means sales tasks are actually split between the sales and marketing team to some degree (#Smarketing). I won't go into too much more detail here, but it's proving powerful if you have strong lead qualification criteria and not responding to every(!) lead that downloads your content.
Yes this certainly does help. I'm only just starting to explore the new tools. I read @adonahue's post on Task Queue best practices which had some great examples. But I"m always keen to here from other HubSpot customers/partners in addition to their own content.
I couldn't agree more r.e. your appoing about lead qualification. This is where I'm starting to collaborate more and more with our marketers.
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