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Complete overhaul of HubSpot setup, streamlining of lead generation, qualification and sales. Introduction of HubSpot features like Leads, Quotes, Tickets and HubSpot CMS. Reports on team and sales performance.
Challenges
- Bottlenecks and erroneous behavior due to unprofessional, self-made setup
- Cold outreach not focused enough, often leading to several agents contacting the same prospect
- Opener, Setter and Closer teams were not aware of each other's actions leading to weakened performance
- No reporting on team performance
- No segmenation of prospects or clients
- Convoluted pipeline design
Goals
- Clear definition of MQL and SQL contacts to improve outreach and sales
- Proper pipeline design to streamline and scale sales
- Remove bugs and bottlenecks in existing workflows
- Introduce products for better financial reporting and forecasting
Results
- Improved and normalized data model
- No more bugs in opener, setter and closer workflows
- Improved opener process using HubSpot's Leads, excluding the possibility of several agents contacting the same company at the same time
- Improved setter workflow removed the back and forth between opener and setter teams
- Improved closer workflow removed the back and forth between setter and closer teams
- Simplified rescheduling on no-shows by the prospects
- General boost in team performance
- Reliable reporting on team and sales performance