As a small business owner, you likely know the challenges of getting a company up and running all too well. It’s hard. Maintaining the business can sometimes be even harder. The Small Business Administration reported that from 2005 to 2017, about 80% of newly established small businesses only survived for a single year. However, small business owners are increasingly turning to technology in order to manage their business whether it’s through automation, lead generation, or prospect engagement. It is Customer Relationship Management (CRM) tools in particular that have changed the game for many businesses. In fact, in 2019 the use of CRMs increased from 56% to 74%. In this blog, we cover the significance of a particular CRM – HubSpot – that has transformed how our clients conduct business. HubSpot houses a robust suite of features for keeping your marketing and sales efforts organized and connected, which is especially beneficial to a small business leader who probably wears numerous hats. As a HubSpot partner agency, we use this platform for our own business and for clients. If we could only choose one tool to have, this would be it. This comprehensive software serves well for us as a B2B company, as well as our mixed bag of clients that range in product and industry.
What is a CRM?
Customer Relationship Management, or CRM, is a software system for managing a company’s relationships and interactions with current and potential clients. It essentially centralizes data and activities within a business. Through leveraging the power of a CRM, businesses can track and oversee prospect activity, status, engagements, opportunities, and much more.
What is HubSpot?
When we wanted to adopt a CRM, we researched far and wide for the one that best fit our needs and we landed on HubSpot. HubSpot is a CRM platform centered around the company’s philosophy of inbound marketing. HubSpot’s inbound methodology is applied through attracting the right audience, engaging them through insights and solutions, and delighting them with ongoing support. We use this application for a myriad of tasks including but not limited to creating forms, responding to team emails and chatbots, tracking deals in the sales cycle, and organizing contacts. HubSpot is the right choice for small and mid-sized businesses (SMBs) that have a sales team and need an application with out-of-the-box functionality that covers the end-to-end user journey. HubSpot was designed to take potential customers through the inbound methodology process, attracting and converting leads who are faced with a thought out buying process.
Our Favorite Features & Benefits
There are a host of actions you can take from the HubSpot dashboard and it may be quite daunting at first (don’t worry, HubSpot Academy and the learning center are there to help you tackle it all)! We’re sharing just a few of our favorite features, benefits, and uses in this blog but check out our eBook for a deeper dive into what you can gain from HubSpot!
HubSpot makes communication and activity visibility across your teams. For instance, create a team email and use the Inbox and Conversation features to display all communication, see who is responding, and manage emails together. HubSpot also allows you to view when someone has opened a file. This is important because you’ll want to know who is interested in what you have to offer and in turn, what to speak to them about when you follow-up, further engaging them in your sales process. This type of visibility can amplify teamwork, heighten transparency, and optimize your customer journey.
Manage the Pipeline
Was the checkout cart abandoned and now you need to follow up? Did payment fail and you need to see what the issue was? Is payment complete but you want to produce a new touchpoint for rebuy? Let’s rewind all the way back to discovery. Has the lead sent back or even opened the contract? These are all things you want to know and HubSpot can give you the answers.
Visualize your pipeline as well as identify and track your prospect’s position in it with the Deals section in HubSpot. You can build a sales funnel with boards that represent the sales pipeline, and allot leads to the relevant section according to their status in the funnel. This helps you streamline the sales process and ensure that no lead is left behind! Additionally, HubSpot allows you to segment leads, log sales activity, and access pipeline reports to further streamline the lead management.
As advocates of our Strategic Alignment system, we believe that your marketing and sales efforts need to be tracked consistently, to support the process, not inhibit it. With this, HubSot brings a key benefit to us that is relevant to Strategic Alignment – unity. This platform will help you harmonize your marketing and sales teams. For instance, in HubSpot, marketing can send HTML email campaigns that direct the audience to a specific page. If the audience takes action, sales is notified directly in the CRM and can follow-up via email, all from the same system.
Try HubSpot for free with their generous freemium plan to discover why HubSpot is an essential in our tech stack and to integrate into yours. This tool helps us and our clients keep marketing in sync with sales, adhering to what our Strategic Alignment philosophy is all about! Download our free HubSpot for Small Businesses eBook for a complete lineup of our favorite benefits and features!