HubSpot is great for startups. They offer educational resources, tailored training, integrated platforms, professional software, and startup pricing. And as a startup, it’s important to put yourself in your buyer’s shoes, because the buyers are in control. HubSpot helps you do that.
Magdaline Small has been with Hubspot for almost seven years, four of which were spent on the sales floor. She loves selling! She hosted the AMSE Masterclass “Booking and Sales Strategy with Hubspot” and gave us pertinent information on how sales operate in today’s world.
The way sales used to work, with some marketing and lots of sales pitching, was a very linear buyer's journey. Today, sales are more rounded. There’s marketing, which leads to sales, which leads to points to services.
The average customer scrolls through LinkedIn in the evening, views an exciting post, clicks through and considers. Then they do research. They have found a way to solve their problem and make an educated decision before even speaking with you.
Today, it’s not just about what you sell; it’s how you sell and go to market.
Your sales process should be as follows:
Prospect - identify your POC’s, then email and call them.
Discovery - establish rapport, identify goals, timeline, budget, challenges, and next steps.
Adding Value - demonstrate the value of the solution. Provide value beyond just selling and help your champion sell internally.
Close & Delight - confirm value and align on details. Guide onboarding and ongoing engagement.
As you're developing your sales strategy, think about what we call the GCPT, otherwise known as the “secret sauce.” This acronym stands for: Goals, Plans, Challenges, and Timeline. When you take the time to answer these questions within your strategy, you’ll be more effective when it comes to consultative selling.
Take ownership over the customer experience. Make it a priority and constantly correct the course. The customer will know they are a priority, not just the sale. Customers need to know that you’re actively listening and understanding their needs. They want you to be a partner, not a salesperson. Be genuinely interested in their business and explain how your product helps reach his/her personal goals.
Step-by-Step Guide Sales Process:
Be clear and align with your buyer's persona.
Map the potential buyer’s journey to uncover marketing and sales potential.
Narrow down the tactics to attract prospects to your page.
Create your assets that fit your sales tactics and buyer journey.
Implement conversion tools to capture lead information.
Start testing and implementing a CRM system.
Test, iterate, and automate.
The process doesn’t stop at the close. Have a system in place to take care of your customers, delight them, and for them to refer new customers and become brand advocates. You really want to make sure you are bringing them on AND keeping them on. Keep the information factual and simple, and don’t have too many forms or links to click. Use videos to make it more personal and relatable.
It’s important to have a CRM like Hubspot. It keeps your data together and aligned between departments, and you can automate as much as possible! Don’t lose a sale by spending wasted hours digging through files or overlooking an issue in the sales process.
Finally, what matters more than anything is how you treat your buyers and customers. When your customers are happy, they become references and brand advocates for you. This adds to your value proposition and leads to successful partnerships and sales in the future.
To learn more about sales and strategy from Magdaline and how Hubspot can help you, watch our Masterclass replay in the Member Dashboard.
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The All-Access Pass gives you even MORE!
✨ Group Coaching every month, with the opportunity to be an AMSE Group Coach yourself!
✨ An exclusive discount in the AMSE Shop!
✨ A FREE 20-second snippet on our official podcast, Owning Up, to promote your business!
✨ A feature on the AMSE Blog - all about you and your business!
✨ Access to the AMSE Cohort, an immersive 7-week course with hands-on coaching through the Building Your Business the AMSE Way coursework with Moni Jefferson.
Caroline loves to surround herself with wonder and creativity. Naturally curious, she enjoys adventures, whether through a nice walk or a good book. Her time is often spent recording voiceovers, preparing for interviews, writing articles, or editing audio. As a military spouse of 18 years, she will be the first to tell you that you can accomplish anything you set your mind to, especially when you have a team of other military spouses to lean on and turn to. You can keep up with Caroline on IG @carolinecowieschafer.
