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How to Implement HubSpot CRM in Your Business

on August 21, 2018

Implementing a CRM is always an important step to coordinate and improve your sales process. Following the steps to implement it is very simple, aside from knowing a little computation, is about understanding the sales process and be able to apply it in the CRM.

Today we are going to talk about how to implement HubSpot CRM into your business:

Understand and Implement The Sales Process

Understanding the sales process is super important, since the way you perceive it, you will be able to add the information to the CRM to be follow up with your team and you.  If the information is clear, it will be better to understand and take care of.

Deals Laps: Every part of a deal is perfectly trackable for example set up a call, sent over a proposal quote, deal won and deal lost.

Custom fields:  This area is for the information of your clients, is truly important know how to fill it out. If the information is on the right site, this area ensures that the CRM holds the information for a specific marketing strategy, sales by territory and other specific tasks.

Lead Holdings: In order that the CRM will be effective, is very important to make clear rules that dictate the ownership of the leads, for example by territory, so follow this idea the custom fields must be done right in order to avoid any inconvenience on the team.

 

Migration of the data to the CRM

There are a few aspects to take in mind before import all the data to your new CRM

Take and look at the data you want to import:  Delete dirty data, contact that is no longer in use. Keep clean your CRM of duplicates is the key to avoid any situation with your sales process. You can check in here how to do it.

Move Data in parts:  Move data in parts, makes easy to identify errors during the migration.

Time to track leads

Once all the data is on the CRM is time to set up and planning how the leads will be taken off.

Build lead routing automation: HubSpot has the option to automatically assign leads to your sellers, so they will be concentrate on sell and not in looking for leads.

Take advantage of the reports that HubSpot made for you:  The data collected in the CRM offer you a lot of reports to measure your sales, the progress of your deals, who of your sellers make better efforts to close a deal. All these reports give management clear view of the progress and the sales strategies if there is something need to be changed.

Implementing HubSpot in your business it shouldn’t be painful. It’s all about knowing the process. If you have good working knowledge of your sales process, HubSpot is a powerful tool to track and even improve your lead-in and ultimately, your sales.

How to Sell Your IT Services

on August 20, 2018

We know that selling sounds like puppies and rainbows, but is not that easy. If you have a strategy and the correct tools, you can sell almost anything. But what about IT services? What is the key?

What is the key to selling any service? Simple, be a problem solver.

1. Make implementing your solution mentally easy

How fast you can implement your product is critical because you will be able to show your real value to the buyer.  It’s very simple to demonstrate the functionality of your product but the real question is, how are you going to get this technology working in the smoothest and fastest way possible? You have to make sure your offering and how your product works is clear to the end-user.

2) Invite your customers to take the leap

Technology can disrupt any company and it’s normal for the owners to be afraid of what will happen when new technologies enter. Help them understand how your service will be a huge benefit for them. Be ready to address their concerns and talk details. Often times their biggest worries will be caused by past experiences. Be on their side, address their concerns and they will be confident to take the leap.

3) Personalize your approach, understand their business

The decision makers don’t want to feel “sold to” or feel that you only want their money. Obviously nobody wants this. It’s important to understand their needs so you can match your service with exactly what they’re looking for now. In order to get this you will need to research their company and use specific examples of how the new tools can have a positive impact. Describe the current problems they have now and how you can fix them.

There’s no magic in this. Just extra time taken to really get to the meat of what they need. This can be done in various ways and this isn’t the article to cover it. It will be a little different for each prospect. Maybe it’s something you can find on Google or by asking them some simple open-ended questions.

This is the core of every solid offering: If you can find the need and match it with a believable solution, you’re in.

4) Distinguish their fears

Speak their language. If you use a lot of technical words they may get more confused and you may lose the sale. You may ask the right questions in order to understand their needs, previous bad experiences and a few details. You can take care of the technical part. They don’t need to know what programming language or tech stack you’re going use, nor do they care.

Rather, you have to take your head out of the tech and think like an explorer:

  • Which department do you believe will find the implementation of this solution the most difficult and why?
  • Where has past technology solution implementations run into trouble and why?
  • Is there a horror story of technology in your company that is often used as the example of why something should not be bought? If so, can you tell me about it?

Besides knowing their boundaries, you also need to know how to make the offering easy to say yes to. A complicated pricing model doesn’t only take more time to think over, it creates friction that can kill your sale.

Last but not least:

Sell yourself. Focus your sales conversations on listening to your potential client’s pain, and then explain why you, not your service, will solve their problem.

How to Take Advantage of The Social Side of HubSpot

on July 20, 2018

Aside from being a CRM, HubSpot has additional digital marketing features to help you perform all of your marketing duties in one place.

In this post, we are going to talk about social media management tools you can take advantage of in HubSpot:

Scheduled Social Publishing

Rather than taping multiple social scheduling apps and platforms together, HubSpot lets you handle this from one place. This is handy because of the existing data you have across the HubSpot platform. All you have to do is worry about making great content.

Social Reporting System

HubSpot has a reporting system that helps you clearly understand your KPIs. Those include:

  • ROI (return on Investment)
  • Social Reach
  • Engagement Rates
  • Clicks Per Message
  • Interaction Per Message

    

It’s easy to gauge the click-through rates, engagement and factor your ROI from these stats. This gives you a direction the wind is blowing and let’s you know what to stop publishing and which types of content you should double down on.

Quicker Access to Your Audience

Since you have everything in one place it’s easier to connect in one click with your followers and connections. You get all of the social media inboxes and direct messaging features. This not only saves time it gives your team more power to access your audience.

 

Many people understand the many benefits that HubSpot has to offer in inbound marketing, but not so many users realize how HubSpot can improve their relationships with their clients, and future clients, through social media.

Now that you know this, go ahead and explore everything HubSpot can do for you and your business. If you are looking for an all-inclusive digital marketing solution then HubSpot is your best option.

 

4 Benefits of HubSpot as Your CRM

on July 20, 2018

Disorganization affects your company, no matter the size. HubSpot CRM’s basic functionality provides better organization of your prospecting, lead data and intertwines your external lead generation and communication tools.

Let’s talk about the perks of using HubSpot as your CRM:

1. HubSpot CRM helps you manage your social media marketing

HubSpot has some great social media management tools. You get reports, statistics, can program your future tweets and posts onLinkedIn, Google+, Facebook and Twitter. This gives you the power to see what works in planning your next campaign.

2. HubSpot Integrates with your website

HubSpot lets you integrate your website’s lead-forms. Using this, your sales team get alerts on new leads that come to your site. Also, leads can get added to HubSpot CRM so that there’s no extra data entry needed, until your team follows up with them.

This option is perfect since you will also be able to check the progress of your leads through your sales cycle.

3) Pipeline and log management

This usually comes with most CRMs, but HubSpot shines in this area. Their views have more gusto than most other CRMs and give you an easier shot to everything your team needs to see in one view.

4) Getting started is free

HubSpot has many killer features that you won’t find in many other CRM packages. The best way to see if HubSpot works for you is to try it out for yourself.

Evaluate your needs before choosing any one CRM. HubSpot is a good option if you want to have all your business in one place, incorporating your website, email campaigns and sales process.

If you use HubSpot in the correct way, You will see an increase in your teams’ ability to jump on and manage leads.

6 Ways to Improve Your Sales Skills (For Small Business Owners)

on July 20, 2018

Selling is not always easy. New competitors emerge, similar products like yours come to the market.

Today we are going to talk about some basic techniques you can use to improve your selling skills:

1) Clarify Your Sales Mission

Yes, it’s your business and nobody understands as well as you do. But is also important that your future customers also do. What do you do? Why is your product better? Those questions must be easy to respond to.

Also, selling is not about pressuring someone into buying your product. Selling is about inspiring and persuading. Your goal must be work in collaboration with your customers.

2) Don’t Sell Products, Sell Solutions

Always assume that your customers will buy only what they need. Always be clear which problems your product solves. For example, if you are selling a microwave, your solution is to reduce the time it takes to cook.

Think like your customer. People always buy for two reasons: 1) they have a problem that needs to be solved and 2) it’s worth taking the time out of their day to get it solved. The more empathetic you are, the more successful you will be and this will help you tailor your recommendations.

3) Sell on Purpose

Sell to the people that your product is targeted to.

So many companies waste resources by scattering their sales efforts and trying to sell to and please everyone. Not only does this cause an unnecessary strain on your sales team, it causes you to sell to the wrong people.

The wrong people don’t buy again and they make your life harder with complaints that don’t pertain to your market. This makes your business unsustainable.

4) Take Responsibility and Work as a Team.

Always think like a leader. Your team always looks to you for support. To build a strong support system and give confidence to your team, act like a leader. Give the team the credit when everything goes right and take the blame when it goes wrong.

5) Change Your Attitude

Beside changing your sales strategies, there must be a change in you and your attitude. Conquer your fears. Your daily habits control your commitment. Be aware of them. Decide which ones are unproductive and make a commitment to change.

6) Automate When You Can

Your focus should be on your goals, not small, repetitive tasks that can be outsourced to technology.

Use technology in your favor. Save time by investing time in deciding which tools are the best to use.

The best salespeople use a combination of the best tools and best practices to deliver results. Combine that with a killer attitude and the ability to lead and your potential is endless.

5 Ways to Take Advantage of Pipedrive CRM

on July 18, 2018

Pipedrive CRM is a sales management tool designed to help small sales teams manage intricate or lengthy sales processes.

Most of the people know that Pipedrive is for improving the sales process in the companies, but as we mentioned before, a CRM is not a magic wand, most of the success of your sales depends on your MKT strategy

Now that said, Pipedrive CRM can be used for more than monitoring your sales, it also can be used to monitoring your leads.

There are many other ways you can use Pipedrive. We compiled a list of all the best ways you can take advantage of you Pipedrive CRM:

1) Account Management

Most of the people only use their CRM to track the beginning of their sales. With Pipedrive you can also follow your sales and offer your customers news options in case their necessities change.

This will help you to build better relationships with your customers, anticipate their necessities. In other hands you will be able to increase your revenue and improved good customer service.

2) Pipedrive Helps You Comply with GDPR

GDPR (General Data Protection Regulation) imposes restrictions on how businesses who operate in the European Union can store and manage a customer’s personal data.

Pipedrive can securely store your customers’ data and ensure third parties cannot see or access it. If you have questions about how this is implemented in Pipedrive, read this a guide that they wrote for sales specific area

3) Synchronize Your Agenda to Pipedrive

When your customers book an appointment from a website like Facebook through the agendize widget, all the data will automatically be sent to Pipedrive.

How does this work for your business?

This will optimize time spent tracking your prospects since you will be able to spread information about the different appointments, in order to have each calendar and each customer’s info up to date.

4) Create and Archive

Pipedrive is able to create, organize and store files for common things like contracts, applications, and briefs.

This helps you categorize and better your process. Also, you’ll be able to find any of your projects quickly on your computer.

5) Sync Email Inboxes

One really interesting feature that Pipedrive has is email inbox syncing. Instead of switching to your Gmail window or worse, your email desktop client, you can have all of your communications in front of you. Another cool feature is that your email sent to or received by contacts in your Pipedrive account can be seen when viewing their profile giving you and your team everything they need to know about past interactions with the given contact or lead.

Pipedrive CRM is more than for sales, there is a lot of tools that may help you to concentrate on everything you may need in one place. Whatever your business requires, Pipedrive will be able to assist you to make your sales operations more efficient.

 

5 Common Mistakes Companies Make With HubSpot CRM

on July 18, 2018

As we said before, HubSpot is a tool that can superpower your sales and prospecting in ways most CRMs can only dream of.

But it’s important to mention a CRM is not a magic wand that does everything automatically. There  needs to be someone in the background with a good marketing strategy and good knowledge of the business.

We’ve made a list of the common mistakes that people make using HubSpot and how to resolve them:

1. You don’t use Calls-to-Action correctly in HubSpot

HubSpot has this wonderful tool to create “Calls-to-Action” or CTAs  helping you create a lead-ins for your lead-magnets and product pages. This tool also gives you click-reports helping you determine if the CTA is working, or you need to tweak it.

You can directly edit your CTA from HubSpot giving you full power over everything from the message, brand colors and styles:

2. Your website doesn’t support multiple browsers and devices

Your CTA could be perfect, but if the site doesn’t render properly in all of the top browsers, you can quickly tarnish your product’s perceived value.

Also, if you’re not mobile, you should be. Not only has mobile completely exploded in the past decade, some people only have access to the internet through their smartphones.

To know how many mobile visitors you’re getting to your site, use Google Analytics to check which devices visitors use.

3.  You don’t import contacts correctly

We’ve all made the mistake of importing a giant list of poorly maintained contacts into HubSpot without giving it a good once-over.

This turns your HubSpot account into a data mining center. The opposite of what you want if you really want to focus on sales instead of managing data.

4. Your buyer personas are non-existant

Who are you selling to? While this might be obvious, most companies don’t bother clarifying their buyer personas. This causes irrelevance in the sales cycle, causing your entire company to not resonate well with your leads. You can’t market to a Doctor and teacher in the same way, since they have different needs, likes, interests, etc.

Deciding on your lead qualification process stems from your buyer personas, If you don’t first have one, you’re lost on the data needed to correctly qualify your leads for each market.

5. You don’t use integrations

No CRM does it all. HubSpot has a giant marketplace full of tools you need. HubSpot has a huge integration marketplace that lets you hook up everything from calls to tracking your hottest leads to hooking up your customer support app.

Along with integrations to power up your CRM, you have an unlimited number of migration tools to migrate from your existing platform.

Conclusion

HubSpot has many important tools that may be used to increase your business and make work your marketing strategy. All these options if are will be used can convert your visitors into leads. It will take work using the tools and acquire experiences to get results, all this depends on the commitment and good strategies.

Be a Leader: How to Talk Like One and Start Making Changes

on May 16, 2018

One of the skills of a good leader is to know how to communicate in an effective manner.

There are so many ways that a leader can improve his or her language and communication. Let’s cover a few:

Realized that the language a leader uses is different.

This kind of language serves a different purpose. It’s different from the language used in a non- leadership role.

What you say conveys meaning. Explaining a complex job-related activity and is the best way to demonstrate how you resolve situations. The next time that you reunite with your team, be careful about the words you use. Be concrete and be stirring. You must be comfortable in your own linguistic style.

Know what you want before you ask.

As a leader, it is important to know what do you want and where you want to go. If you know this, it will be reflected in the communication to your team. You must remain silent until the moment you are prepared to know what you going to say. Jumping the gun or being flighty and changing plans regularity causes your team to lose confidence in where they’re really going.

Know the right moment to use the “But”.

“But” is a contradictory conjunction. It sounds contradictory and causes a tiny bit of stress in our brain before hearing the words that follow. Most of the time, the “but” sound invalidates the positivity that came before it.

If one of your coworkers comes to you to an idea and you say: “Thank you for this, but..” you as a leader, are questioning the idea, but not in a good way. Not only does your “Thank you” now sound like BS, it sounds like you secretly hate the idea.

Instead use “but” use “and”, “however”, “yet”, or “that said”. In the right situation, if you’re against an idea and you have a rapport with the other person, you can simply say, “Hmm, here’s the problem I see with that”.

Communication and “how you say it” is crucial to entrepreneurs.

Know the moment to use superlatives.

Overuse of superlatives commoditizes something that maybe wasn’t that great. It makes everything sound the same. Rather than call something what it really wasn’t, “epic”, “Awesome”, “unbelievable” or “incredible”. Ask yourself if it really was, if not change for “very good work”, “well done”.

Short speeches, big ideas. 

As a good leader, you can say a lot in a few words, if these words are well chosen. Hope for the future is a potent message. As an authentic leader, you can talk about what is possible, how you are going to achieve, your hope, your vision, your belief and how this sets the course for the organization.

Let your team know you value their work and that their work matters.

Brand and Grow Your Company Through Marketing

on May 16, 2018

There is a simple idea that appears everywhere. “Everything, everyone in the company is marketing”.

Startups and small business normally don’t have big budgets and for this reason they need to concentrate on smart marketing. Also anticipate building a branded mindshare. There are a few ways to do this:

Produce original content: brand the knowledge you already have. 

You don’t have to have money, but you certainly have one (or more) of these:

  • Time
  • Talent
  • Risk taking ability
  • Knowledge

If what you need is to establish your knowledge about a subject, becoming an authority starts with content.

Diversification 

If you’re looking for grow your company, you must diversify across platforms and channels. Social media is a good way to start, but there are also others. If you want to know more about this, read Matt McGee’s You can diversify or you can die.

Get Real.

One of the best ways to start your company getting known is to be involved locally. Being involved in the local community as well as the online community is one of the best ways to build your branded searches and band advocates at a more personal level.

Look for opportunity 

What are your competitors not doing that you can do?

Imagine that your business is selling Cheese. Ask your self: How can I get the people who normally buy cheese to buy my cheese?

If your competitors are raving about their cheese and saying that it’s the best, perhaps you could mention that your process is old fashion, documenting the process.

Evaluate what to do you have to offer and what the other companies offer. Bigger companies have more processes to navigate around. You as a smaller, leaner company can make these quicker decisions.

Conclusion:

Branding is something that takes time, requires patience, time and a plan. If you looking for something quick and get a lot of clients, branding is not your answer. But ultimately, it’s the right answer for growth and a successful business.

How To: Marketing for IT Companies

on May 15, 2018

Make content as a problem-solver

The usual “Buy Now” or reference to buying your product is sometimes just boring. It’s important to have relevant content, but you need to go further: create content that can solve situations or problems for your readers. In order to do that, you need to determine what those problems are. So that said, instead to saying “buy this”, let your readers learn more about the solutions you suggest. This is what IT marketing is all about.

Businesses trust in a provider more who seems to be aware of the specific challenges they are facing rather than a sales pitch: “Buy my product, is good for you”.

Your team as Brand ambassadors 

Your employees are your best spokespeople, since they are the ones that are building your product. This enters the question about leadership: do they truly believe the product they are working with is truly amazing? If so, they are brand ambassadors. Encourage them to share their experiences and you poise to reach your audience.

It’s well known that people put more trust in people than companies.

Simplification is the Key to the IT marketing

It’s important never forget that the business that you want to reach may not be very familiar with the technology you offer. They know that they need a tool to resolve their online payment problem, but it may be hard to then understand how it works or fits into their existing software stack. 

Use the right social media channels

In the beginning, many businesses focus on omnipresence: They want to be everywhere from common sites to dozens of less popular social outlets. Before you dedicate time to all of those platforms, you need to ask yourself if they are the right fit for you. Are your potential clients getting information there?

Let’s take the example mentioned before, the online payment program. Who are your target clients, are they using Vine, Pinterest, LinkedIn or Twitter?

Maybe your target clients are people who own companies and the median age is 25-35. Based on this you can target platforms that fit that demographic. Linkedin or Twitter might be a good place to start.

Use the social media channels where your target audience is actually seeking business solutions. Linkedin is universally a good spot to start. You can also try networks people are always on, like Facebook.

Now that you know these important points, it’s time to reconsider some aspects of your digital marketing strategy.