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Sales Enablement

Inbound marketing lays the foundation for attracting new, qualified buyers to your products and services, but it doesn’t close the sale. In fact, most buyers do their homework on your offerings using search engines before they visit your website or reach out to a sales rep. This doesn’t mean that your sales team needs to wait to engage prospects. The mission of Sales Enablement is to get your sales team involved with leads early and to provide in-depth information as they proceed through the buyer journey. This helps your team identify and qualify the highest probability prospects and gives them an advantage during the sales process. Now they can focus on their most likely leads first and provide relevant, timely content that encourages further dialog, improves close rates and increases sales revenues.

The Benefits

  • Can drive new sales revenues from existing marketing contact database
  • Can improve sales team efficiency, response and close rates
  • Can improve sales prospecting, targeting and customer retention
  • Can improve sales and marketing alignment and accountability
  • Can improve sales performance measurability and forecasting

Kuno Sales Enablement Services:

 
CRM Assessment, Strategy and HubSpot CRM Setup
  • Recommendations for CRM integration and/or migration to HubSpot CRM
  • Set up HubSpot CRM users, deal stages, lead status, custom fields and sales rep views
  • Validate, filter and upload contact data to HubSpot CRM
  • Assign current leads to sales reps via automated workflows
  • Advise on HubSpot and external CRM integrations (as needed)
HubSpot Sales and Marketing Integration
  • Set up lead scoring and lead lifecycle stages (Lead, MQL, SQL, Opp, Cust.) in HubSpot
  • Review and adjust HubSpot forms to align with qualification criteria
  • Setup automated new lead assignment to sales reps
  • Setup triggers, thresholds and notifications for lead lifecycle changes
  • Setup real-time lead behavior (website visits, emails) notifications for sales reps
Sales Team Enablement
  • Sales process review, how to assess marketing data

  • Develop sales content library in HubSpot CRM
    • By topic: series of topic focused content
    • By persona: series of pain point focused content
  • Create email outreach messages (turn the most common emails into customizable email templates)

  • Sales Team Training using HubSpot CRM
    • Contact Engagement: Status Updates, Emails, Calls, Tasks
    • Creating, using email templates and sequences
    • Call list, call queuing
    • Meetings Tool
    • Content library
    • Social selling tools: HubSpot Social Inbox
    • Google, Chrome apps and integration
    • Desktop, mobile tools
  • Sales Team Training using HubSpot CRM
    • Contact Engagement: Status Updates, Emails, Calls, Tasks
    • Creating, using email templates and sequences
    • Call list, call queuing
    • Meetings Tool
    • Content library
    • Social selling tools: HubSpot Social Inbox
    • Google, Chrome apps and integration
    • Desktop, mobile tools
  • Reporting using HubSpot CRM
    • Review dashboards and sales performance
    • Use contact, deal views to review performance
    • Use the HubSpot Reporting Tool (if available)
    • Use Kuno’s Sales and Marketing KPI Scorecard

Ready to Talk?

Discover what we can do for your company.

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