Provide your sales reps with the right data, tools and resources to ensure your marketing qualified leads are turning into customers.
Through automation and sales enablement best practices, Kuno can help your sales team establish KPIs, processes and follow-up techniques, saving hundreds of man-hours while helping to close more deals. We can help you turn MQLs into SQLs—and sales reps into believers.
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.
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.
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).
This means you should create informational content to provide answers to frequently asked questions, use automation to ensure prospects are followed up with at the right time and on the right channel, and provide sales training and guidance on how to maximize these resources. This is no easy task. That’s where Kuno can help.