Looking to improve the results of your outbound strategies? We unpack the benefits of using HubSpot to power your outbound selling. We also share details on how we help set our clients up for outbound success.
We’ve come a long way since the days of yore when a door-to-door salesperson would be welcomed into the home to share their sales pitch. While charlatans exist in all eras, the idea of outbound selling used to be simple: people have problems that are solved with your product. As the salesperson, your job is to find those people who would most benefit from your product.
Unfortunately, unscrupulous sales teams have let the side down. With the ubiquity of communications technology, people are bombarded with outbound sales messages, whether the product can truly help them or not. In the U.S, for instance, excessive robocalls have become so obnoxious that a nationwide special task force has recently been set up to combat the menace.
With customers becoming increasingly resistant to traditional outbound techniques, organisations have moved toward inbound selling — which attracts leads through valuable marketing materials. Despite this shift, outbound remains a powerful means of attaining customers. After all, people still need help finding solutions to their problems. They just need to be sold in a way that is hyper-relevant to their business challenges.
A pioneering force behind inbound, HubSpot also has many key features that empower outbound selling. This makes it the ideal system for marrying inbound and outbound sales strategies. Enabling this best of both worlds approach is a leading reason why we recommend our clients use HubSpot for outbound selling. But there are many more reasons to choose HubSpot.
Why we recommend HubSpot for outbound sales
One of HubSpot’s greatest strengths is that it unifies multiple business departments under one roof. So not only can HubSpot connect your inbound and outbound sales functions, but it can also help link your marketing, content management, operations, and customer service teams. This unlocks collaborative selling as your teams work to share data, stay organised, recognise cross-sell opportunities, and improve customer experience. HubSpot is also always releasing new tools that enhance selling, such as HubSpot Payments, a tool that lets you manage payments within HubSpot.
Another reason why we’re such HubSpot enthusiasts is that the platform has succeeded in making simplicity its competitive edge. What this means is that HubSpot is often easier to use and faster to set up than other enterprise-level sales CRM. But don’t let this simplicity fool you. There’s power under the hood. Some of our favourite outbound features include:
Identifying and segmenting contacts — with business functions connected via HubSpot, outbound teams can identify contacts that engage with your content and website. Segmentation tools help you figure out each prospect’s needs. From there, you can tailor sales messaging while saving time by focusing only on best-fit prospects.
Sales reporting — track your journey with outbound prospects, including how many calls have been made, how many tasks have been completed, and whether prospects engage with your messaging. Then track the performance of individual sales reps, all from the same dashboard.
Customisable and automated sales sequences — set up automated sales sequences that can be customised according to the prospect and sales strategy. Change follow-up messages depending on their responses. Make use of a range of tactics including email, calls, video, tasks, and social media messages.
Built-in analytics and A/B testing — refine your sales strategies by measuring what works and what doesn’t. With HubSpot A/B testing, different tactics and messaging can be applied to the same sequences, enabling you to experiment and then innovate your outbound selling.
Efficient pipeline management — sales reps can use the task section to stay on top of current and upcoming work and receive updates about sales activities. With everything under one roof, the right information is easily handed off to the service team once prospects convert.
Platform + process: Setting up HubSpot to empower outbound sales
As experienced HubSpot experts and sales consultants, we’ve long learned that what works for one business won’t work for another. We’ve also found that sales teams often rely on outdated prospecting methods. When we’re hired to rework a client’s sales department, we start by taking a step back and mapping out what their ideal outbound process should consist of.
With the processes mapped out, we identify the tools our clients need to empower their outbound processes, which we then build within HubSpot. Everything is set up to help sales reps complete their work from one dashboard, and in a way that provides managers with a clear view of how reps are performing.
At Huble, we highly value using sales experiments to continually improve our sales strategies. To this end, we recommend that our clients bake some form of experimentation into their sales processes. To enable A/B testing, we held define our client’s sales sequence structures and content. By setting up the right reporting, test results are analysed and lessons are drawn.
As with any new system, onboarding your teams is critical to driving success and seeing fast ROI. We work closely with our clients to help them master both HubSpot and their new processes. This may involve redeveloping their sales playbook within HubSpot to guarantee reps are always asking the right questions and positioning the brand as they should.
To see the results of our approach, check out the work we did for data conversion company GGMS — we rebuilt their sales processes from scratch. Spoiler alert: our partnership led to a whopping 280% growth of deals closed.
Building your outbound sales pipeline with Huble
As powerful as it is easy to use, HubSpot is a flexible platform for driving outbound sales. By providing a single source of truth for multiple business functions, HubSpot helps salespeople access key information on leads — a gift for any salesperson looking to deliver the right message to the right prospect.
At Huble, our Sales Consultants have helped many businesses set up HubSpot and improve their outbound sales strategies. If you’re looking to learn more about using HubSpot to power your outbound selling, then schedule a chat with one of our representatives. We can also use the time to discuss how our sales services can be tailored to fit your unique business needs.
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