Lessons from £1m-£10m ARR using HubSpot

I recently worked with a client to improve their sales process after migrating to HubSpot.

A mix of an improved growth strategy and clearly defined sales process has led to them generating 5 new deals, each with an ACV between £60k-£250k.

In this blog, I’ll share 5 insights into how we set up this sales process.

1) Mapped out

When migrating to HubSpot, we spent some time with the team mapping out and improving their current process.

As we were working with a small team, we identified the key accounts they should be targeting, an easy to follow sales process that supported the buyer, and buy-in from the wider business to help support this process.

The clearly mapped out process in Miro gave each team member the confidence to know what they should be doing at each stage.

2) Enriched data

We worked closely with their sales team to help them find the details of contacts they wanted to target.

Having these details automatically added to HubSpot meant they could spend more time selling and less time digging to find emails and phone numbers.

3) Regular follow-ups

We added each member of the buying committee to the weekly newsletter.

This newsletter was focused on sharing insight from the many customers of the same industry they work with.

This helped build trust with the committee and kept them front of mind throughout the long sales cycle.

4) Land and expand

They offer a large platform which covers many parts of the customers business.

This had been difficult to sell in the past, as they needed internal sign-off from 5+ stakeholders.

We helped them productise the part of the product that was the most in demand and easiest to implement.

This increased the sales velocity and made the sales process much easier.

5) Reporting

We had clear reporting setup from the start which allowed us to move quick.

We could double-down on the channels driving the best deals, and focus the sales team on the best-fit deals.

There is a lot of complexity when it comes to selling high ACV B2B products or services, but by breaking it down and aligning the team on the highest impact activities, you can create huge ripples that grow your business.