Chief Operating Officer
At Flawless Inbound, we share our marketing and sales expertise with B2B companies from IT, to engineering, to construction to… anyone!
When we engage with a client, we’re serious about addressing both your marketing and your sales processes. It’s by aligning these departments that we see the greatest results.
We apply exactly the same techniques through our own marketing and sales process as we advocate our clients do. So, here I want to share how I approach B2B sales on a daily basis. By learning about my own approach and how it integrates with HubSpot, you’ll get a clear idea of how we can help you get up and running with a better sales approach.
- Morning: Organizing and Planning for the Day Ahead
- Late Morning to Late Afternoon: Following up, reaching out, working on proposals, and so on
- End-of-Day: Evaluating the day’s success to ensure an effective response tomorrow
Let’s expand on those.
Morning: Catching Up and Organizing the Sales Day
The first thing I do every day is check-in on HubSpot. We’ve put this CRM tool to use for all the leads the sales team is engaging with, and it’s simply to see exactly where everyone is. The deal pipeline allows me to categorize and optimize my approach and identify who it is I need to follow up with every day.
So in the morning, I take stock over where everyone is, and I’ll typically choose an industry or set of companies to focus my attention on for the day. I’ll check my HubSpot sales notifications, and develop a quick plan to nudge the process forward for each contact.
Late Morning to Late Afternoon: Getting the Work Done
Now that I know who I’ll be reaching out to and where they are in the process, I’ll spend the bulk of my day thinking about how I can be helpful to them all.
This might mean preparing some documents, working on proposals, and taking a deeper look at the companies I’m dealing with and the problems they’re facing. Whatever it takes to properly inform myself and decide on the best course of action.
During this phase, I’ll then, of course, do that reaching out. Some contacts might be ready for a phone call — while others are better served with an email. Sometimes, an in-person meeting is best.
As I work through the list for the day, I’m always listening. Sometimes priorities change on the lead’s end, and you have to be ready for that. But either way, thanks to the HubSpot backup, I’m able to go into those conversations prepared. And knowing where I want the client to be next in the pipeline, I’ve always got a clear goal in mind.
End-of-Day: Taking it All In
Once I’m through the day’s plan, I’ll want to do a quick recap. If I’ve sent emails, I’ll check to see if they were opened. I’ll note if there’s been movement through the deal pipeline with the contacts, and I’ll look at the forecasting and see if I’m hitting my targets. With this information, I can check my productivity rate of the day, compare my close rate, and ensure that the return on time is valuable.
Aligning with Marketing
At the same time as all this, I’ll be sure to check in with the marketing team. Collaboration with marketing is key to enhance the value I can bring to clients.
This is also why when we engage with clients, we tackle not just the marketing process, but sales as well. For maximum results, the departments must work together.
Want to find out how we can help you achieve a sales process just like this for your sales team — and integrate it with a more modern marketing approach? Get in touch with Flawless Inbound. We’ve helped more than 75 companies get their sales processes augmented through smart use of CRM software. Learn more about our Sales Enablement program right here.