How AutomateNow Transformed Data into Results with Strategic HubSpot Training

The Challenge

With thousands of customers and lots of moving parts, things can get hectic for any business. As with any growing company, Logspan faced several challenges when it came to optimising their sales process. 

One of their key priorities was ensuring the sales team was up to date and confident in using HubSpot's many and varied features (it can be a lot to get to grips with!)

Logspan were also keen to make the most of their first-party data to gain insights into their audience, as well as integrating siloed systems to create a smoother sales experience for the customer. 

Opportunity 

So, Logspan turned to AutomateNow for specific structured training for the sales team, so they could start streamlining their sales cycle to make the most of every opportunity and improve follow-up times. We knew there was so much potential in the team, so we focused on the following:

• Provide comprehensive training for the sales team, covering essential HubSpot tools and processes.
• Improve data management and audience understanding.
• Streamline the sales pipeline to reduce lost and forgotten opportunities.
• Implement structured follow-up processes to enhance efficiency and effectiveness.

Deliverables 

Anna, leading our team, ensured successful integration and optimisation by delivering:

• Anna and her team provided a clear overview of how to HubSpot!
• From organising contacts and companies, she taught the sales team how to filter, sort, create views, and lists, to find high-value leads fast.
• We also trained the team on using sales tools, and how to cross-reference data to build a comprehensive knowledge base about their audience.

• We ran dynamic training sessions that taught the team how to best  manage their sales pipeline, including buyer’s journey stages, creating and closing deals.
• We also focused on creating and developing templates for quotes.

• Anna’s team developed unique sequences for structured follow-up on customer quotes. These, incorporated email templates, links to terms and conditions, and relevant documentation, so the client had everything to hand.
• We then implemented those sequences to follow up on leads from exhibitions.
• This was a game-changer: significantly reducing the follow-up time, going from the week it used to take to follow up individually with 50 prospects, to just two hours. 

• We worked on introducing meeting links for improved scheduling and streamlined sales activities. This made life easier in terms of sales calls, but had the added benefit of greater visibility into the team's productivity.
• Together, we also streamlined the sales process, ensuring that deals, quotes, approvals, and deposits were managed solely within HubSpot, saving the cost, time, and effort associated with multiple systems.

• Last but not least, we implemented automations and reminders inside the deal pipeline, for timely follow-ups and fewer lost opportunities.

Thanks to solid training, an empowered team, and improved processes across the board, Logspan is reaping the rewards of their hard work

• Enhanced Proficiency: Their great sales team now have all the necessary skills to effectively use HubSpot’s tools, improving their productivity and data management capabilities for a smooth day in the office, and a bigger future pipeline.
• Streamlined Sales Process: By consolidating the sales process within HubSpot, Logspan got rid of any inefficiencies that could have hampered delivering quotes and closing deals, resulting in a more streamlined workflow.
• Improved Follow-Up Efficiency: The team’s use of sequences for follow-ups saved huge amounts of time. They no longer needed to manually contact each and every prospects, and they could now focus on high-priority leads and close deals faster.
• Better Data Utilisation: By logging sales activities and cross-referencing them within the team, Logspan has a much clearer view of team productivity and customer interactions: meaning better decision-making and strategy adjustments.
• Reduced Lost Opportunities: With automated tools and reminders in the deal pipeline, the team can rest easy that no opportunities were lost or forgotten, contributing to a higher conversion rate and increased sales.