B2B Revenue Growth Toolkit

Communication & Project Management

Tight, efficient coordination is critical. Managing versions of documents, creating standard work, refining best practices and minimizing cumbersome & difficult to search email threads are all important to keep resources focused on work that impacts results...vs. low value activity.

Data & Reporting

Demonstrating return, continuously improving and most importantly identifying the right levers to pull at the right time to have the desired results is at the heart of good industrial digital marketing. Too many focus on vanity metrics. These tools will focus you on the important metrics.

You provide

We'll pull together the tools on the back end and integrate them (assuming off the shelf integrations are available) with your customer facing tool set which should include:

Content Management System (CMS): The system that you use to publish and update your website. (e.g. Wordpress or HubSpot COS)

Marketing Automation: The suite of tools necessary to execute digital marketing. It includes various tools including email, social media monitoring, landing pages, automated "work flows", lists & segmentation. (We are a HubSpot VAR and strongly recommend that system for a number of reasons.)

Customer Relationship Managerment (CRM): Not just contact management, but rather the "nerve center" for your reps' day-to-day activities. Should include email tracking, easy to execute sequences of rep follow up activities, library of sales enablement content, customizable email templates, easy opportunity tracking/management (e.g. Salesforce.com or HubSpot CRM)

Additional tools which you may not have currently but which we'll likely recommend include:

Chat: More an more industrial buyers resist long website forms, but hesitate to call and deal with a sales rep. Offering chat functionality on your site can be a great way to lower the threshold and start engagement. (e.g. Drift)

Call tracking: And many buyers do prefer to call and speak live to someone - but imagine the power of that conversation if your sales rep knew what pages the prospect had just visited? And you were able to capture a lead easily from every call. And imagine actually knowing which leads originated from your website even if they convert by telephone. (e.g. Call Rail)

Webinar: Webinars (well done ones that is) are a great lead-generation and educational tool - and the resulting recording can continue to generate results for years. So we often recommend the approach for clients. (e.g. Zoom or GoToWebinar)

Quoting: When (even IF) to quote is an important sales process question - the process of preparing quotes shouldn't be time consuming. Additionally prospect activity (opening, commenting, questions, and execution) should be easily tracked and logged in a single CRM contact record. (e.g. PandaDoc)

Partner Relationship Management (PRM): Many of our industrial manufacturing clients rely on indirect sales channel for field sales. Distributing and managing leads, information and training are all increasingly critical....and simultaneously more difficult. (e.g. LogicBay)

Interested in learning more about how HubSpot could support your marketing? Complete the form below and I'll schedule a tour of the tool and conversation.