Sales Enablement & Inbound Sales

Accelerate Your Sales Cycle and Provide More Value to Customers With Sales Enablement

A recent survey conducted by Seismic indicates that 60.2% of companies believe that too many of their deals get stuck during the sales process. There are many reasons for this, but it almost always comes down to the same thing: sales teams aren’t being provided with the right information at the right time.

If you want to learn how to align your sales and marketing departments, profile ideal customers, and convert Sales Qualified Leads into customers, we can help. We’ll show you how to implement a sales enablement plan that is linked to your larger marketing strategy—ensuring a seamless experience for prospects and accelerating your customer acquisition.

Customer Relationship Management & Sales Tool Setup and Training

We help sales teams implement HubSpot’s suite of Sales tools, including the Customer Relationship Management (CRM) and Sales Pro software. This software simplifies the way you organize your sales pipeline—allowing you to automate tasks, track interactions in real time, and connect with prospective clients in more relevant ways.

Once you’re set up with the HubSpot CRM and Sales Pro, we’ll ensure you know how to make the most of them. Our comprehensive training covers all the basics, from how to add contacts and automate processes, to how to build personalized libraries of sales content. When you combine the right tools with the best training, you’re equipped to connect more effectively with leads.

Inbound Selling

Inbound selling is all about providing value for your leads through every step of their buyer’s journey. By implementing an inbound sales strategy, you’ll be better able to shape your sales process around the actions of your buyers. We can teach you how to sell the inbound way—including how to research prospective clients for best fit, conduct discovery calls, craft outreach emails, and much more. With a proper inbound sales strategy in place, you’ll be able to capture data automatically, monitor your pipeline for leads, and effectively coach your marketing and sales teams.

Sales Reporting

Smart sales teams know that what gets measured and reported gets improved. Standard CRM reporting can only go so far in providing sales managers and teams with the data and insight they need—and HubSpot’s sales reporting dashboard is among the nicer out-of-the-box options.

We help you take it one step further, implementing custom reporting and data views that are aligned with your specific KPIs, sales regions, business lines, and more. Combining real time sales activity reporting with up-to-the-minute closed-loop analytics to give your sales organization the information needed to stay ahead in today’s competitive sales environment.

Inbound Sales Content

Prospective customers are rarely going to stop by your website just once and make an immediate purchase decision. More likely, they will arrive, learn more about what you do, stop by again later to download some resources, and so on. Because these prospective customers are visiting multiple times at different stages in their decision process, you need a steady stream of fresh inbound sales content to guide them along each step of the way.

We help you blend salesperson-specific online assets and nurturing flows with contextual site content and inbound sales assets to efficiently guide your prospects through the buyer’s journey. Customizing your prospects experience at every lifecycle stage helps creates a more seamless transition from marketing to sales, ensuring a greater number of prospects make their way to becoming customers while simultaneously improving sales funnel velocity.  

Customer Profiling

Just because someone visits your website and becomes a lead doesn’t mean they’ll be the right fit to work with. In the past, it could take a lot of time and effort to come to this conclusion—drawing out the sales cycle, occupying sales resources, and impacting morale in the process.

We help your sales team better understand your potential customers and determine whether or not they’re right for you. Using prospect fit matrixes, buyer personas, customer journey maps and marketing content, we’re able to help you accurately profile your leads. This can determine whether or not a lead is a good fit, as well as if they are actively interested in working with your company. In doing so, you’ll be able to connect with leads quickly and shorten the sales cycle.

Lead Scoring

Progressive profiling and lead scoring are crucial to qualifying leads, however, only 38% of companies who use marketing automation platforms are currently taking advantage of these invaluable tools[1]. Determining a prospect’s potential sales-readiness can provide immediate value for your organization—allowing your sales and marketing teams to focus on the leads most likely to convert.

Our experts help you define lead qualifiers, enabling you to assign a numeric score to each prospective customer. These scores take into account everything from browsing activity and landing page submissions to social media engagement and more. Establishing this criteria not only enables you to determine your MQLs and SQLs—it enables you to customize and add context to each interaction, giving you a competitive edge while adding value for your leads.

Delight Your Leads and Sales Team With Effective Sales Enablement Tools and Strategies

Your prospective customers expect more from your sales and marketing teams than simply trying to sell a service or product. They expect value through every step of their buyer’s journey. Because each prospect you encounter is distinct, you need the tools to determine what is important to each of them, and which ones to invest your time in. Kula can help you put the right tools and practices in place, resulting in better leads, faster sales cycles, and increased revenue.

The B2B Marketer’s Guide to Qualifying Inbound Leads

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