Improve Efficiencies & Increase Close Rates

This manufacturer’s sales team felt the 30-40 MQLs driven through inbound efforts were not quality leads, essentially ignoring them.

To prove the value of marketing and sales alignment, Kuno set the goal of enrolling 160 MQLs into sequences, hoping five would convert to SQLs (3%), with one turning into an Opportunity.

We utilized the HubSpot Sales automation platform as our sales enablement tool to assign tasks for each MQL, including LinkedIn invitations, calls, emails and InMail, and kept a tight watch on identified micro and macro KPIs. In only three months this effective sales enablement strategy resulted in four opportunities, one of which closed in excess of $750,000.

An equipment manufacturer had prioritized sales and marketing alignment, but was losing velocity during the sales process due to its reliance on WordPress and the WooCommerce Plugin.

Kuno saw an opportunity to leverage the HubSpot Enterprise Suite and use Product Object Tokens to display dynamic content, then translate contact submission forms directly into deals—with products chosen as line items.

Now the sales team not only receives interested leads, but Deals and Line Items are pre populated so quotes can be sent in record time. We transformed their sales team into sales leaders through real time sales coaching.

An international company lacked a solid process to work, audit and clean contact and company records within their HubSpot database.

They also had Salesforce CRM working in a separate silo. When they wanted to integrate a new sales tool, they knew they needed to do some foundational work first and enlisted Kuno to lead the process.

We worked together to understand how traffic comes to the site all the way through closing a client. This helped us map the full sales cycle and Lifecycle Stages within HubSpot and identify how and when a contact would move to each new stage—as well as back and forth between the two systems, to either push prospects to Opportunities or continue nurturing them.

This change resulted in the necessary foundation for integrating ZoomInfo RevOS to HubSpot, which brought contacts into their tech stack with 50+ data points, providing the sales team with an arsenal of information to build sales pitches and objection-busting responses. It also allowed the marketing team to create more segmented emails and conversion points that did not need to ask for further demographic information (shortening forms).