According to a 2018 report released by Gartner, CRM is the largest enterprise application software market in the world. Modern cloud CRM applications are now at the heart of every growing business because they are connected — to your website, social media, email, chat, phone, and every conceivable
digital customer touchpoint. This “always-on” customer data, combined with the sales automation tools in Sales Hub, are proven to unlock dramatic improvements in sales process efficiency and accelerate revenue growth.
The Case For Customer Relationship Management Software
New to CRMs or frustrated with your previous experience? Don’t give up just yet! Here’s why.
Digital transformation of sales and marketing is the new competitive battleground for businesses. A modern, connected CRM is the heart of this transformation — the single source of truth about customers and prospects. When a salesperson moves to a connected CRM from an older standalone version, the experience of rich sales intel and insight is game-changing. A connected CRM integrates with digital touchpoints and enterprise databases to enable smart digital experiences that delight customers and prospects. By making rich information and insights easily accessible, selling has become more customer-centric than ever before.
40% of companies say that getting a response from prospects is more difficult now than 2–3 years ago.
(HubSpot , 2018)
Before the advent of connected CRMs, sales representatives often held information about customers and prospects in silos. Too often, essential information on customers and prospects is stranded on phones or in spreadsheets. Today, successful selling organizations understand that all forms of customer data are valuable assets owned by the corporation as a whole. It’s time to migrate and manage this vital data in an integrated CRM.
Another major factor in using a CRM connected to your website is that customers increasingly do their own online research to identify options well before getting in touch with a company’s sales team. According to a study conducted by Forrester , 60% of buyers would rather not communicate with sales reps as their primary information source. Without a connected CRM, your salespeople are isolated from this massive flow of inbound sales opportunities. How can the sales teams of today survive and thrive in this new landscape? The secret ingredients are information, timing, and flawless execution — all of which can be facilitated and achieved through a modern, connected CRM.
Modern Enterprise CRM Software
When Should An Enterprise CRM Be Considered?
If your business has a complex sales structure with more than one sales department dealing directly with customers, your CRM needs are best met by a solution meant for enterprises. It’s vital for everyone in your company who will interact with the customer at any given time to be able to use and work with the same information. While enterprise CRM tiers are typically more expensive, the advanced automation features can pay off in salesperson efficiency and accelerated close rates.
Is it really worth the investment?
An enterprise-grade CRM can do more than just organize your customer data and manage information. When properly deployed, it empowers salespeople to improve relationships with existing customers, find new prospective customers, win back former customers, and even convert lost prospects. With the right implementation, proper training, consistent use, and a dependable support system, an enterprise CRM can unlock your team’s ability to scale up sales and grow your business.
CRM applications can help increase sales by up to 29 percent, sales productivity by up to 34%, and sales forecast accuracy by 42%.
A few years back, McKinsey evaluated the results of over 700 sales projects and identified companies that consistently delivered top-notch sales performance within their respective industries. These companies grew their revenues about 48% faster and their EBITDA 80% faster within 5 years compared to their peers.
Among the similarities they found when it came to their sales practices were that:
- They sold how their customers wanted to buy.
Insight-led sales strategies were key for these companies. They analyzed, understood, tracked, and facilitated their prospects’ journey through the buying process.
- They freed up their sales people to sell.
Are your sales teams bogged down by back office administration tasks, paperwork, or manual processes that can be eliminated, offloaded, or automated? The top-performing companies featured in this report made sure their sales teams use their time in the most meaningful way possible — closing sales.
When correctly configured and customized, an enterprise CRM can help you achieve these improvements. Your sales teams can create a 360° overview of contacts they connect with and gather the necessary insight they need to be able to strike when the iron is hot and sell the appropriate offer at the appropriate time. Your sales teams will also be able to cut away unnecessary tasks and focus their time and energy on locking potential clients in and closing sales. Best of all, all of the information gathered from previous interactions can be passed on through teams and departments easily.
HubSpot Sales Hub
Is HubSpot Sales Hub Only For Large Companies?
Not at all. You don’t need to be a Fortune 500 company to take benefit from the sales automation and sales force effectiveness tools in Hubspot Sales Hub. In fact, Sales Hub functionality is available at a variety of price points. Here’s a quick look:
Yes, free. Not a trial, but 100% free without a time limit and
with unlimited users. With this free CRM small businesses
with simple CRM needs can upload up to a million contacts,
companies, and deals. They can also take advantage of
HubSpot Marketing Free, which is included in the package
and comes with email marketing, lead analytics, lead flows,
and forms for capturing leads.
This tier is perfect for small teams with simple sales processes
and simple reporting needs. Sales Hub Starter is usually a good fit for teams with no more than five sales reps.
Sales Hub Pro is a great solution for teams that have anywhere
between 3 to 50 sales reps. Companies with simple organizational structure and sales processes can easily benefit from the sales automation tools in Sales Hub Professional.
When it comes to larger sales teams with anywhere between 5 to over 200 sales reps with a complex technology stack and multiple sales channels and processes, Sales Enterprise is the best CRM and sales automation solution.
Sales Hub Enterprise can be the perfect solution for smaller teams who make complex, long-cycle sales. If you have the need for multi-level management and have multiple sales teams, this tier should be considered. With Sales Hub Enterprise, teams can get a high level of visibility and more sophisticated reporting at their disposal, as well as advanced features like single sign-on.
What Makes Sales Hub The Right Choice For Your Business?
Your CRM selection should reflect your company size and structure, your sales processes and needs, your budget and other existing technologies you depend on. The top reasons you should look into HubSpot’s Sales Hub:
Adoption is the number one roadblock for successful CRM implementation. Don’t underestimate the critical importance ease of use — it can make or break any software or tech you’re looking to implement.
In an effort to understand the challenges that hinder successful CRM implementations, Forrester Research conducted a study involving 133 organizations using one of 24 leading CRM solutions. The study showed that “people issues” are the biggest challenge to a successful CRM implementation. In particular, CRM end-user adoption topped this list. What good is technology if your team will struggle trying to get the most out of it?
CRM software has a reputation for being too complicated to use and not having a great support system for facilitating user learning and adoption. This is where HubSpot stands out the most. HubSpot’s Sales Hub is user-friendly, easy to learn and intuitive.
Whether it’s your company’s first time adopting a CRM or you’re switching solutions, HubSpot has a knowledgeable live support team available 24/7. In addition, the following support products are also at the users’ disposal:
- The HubSpot Academy
- Certification Tracks and Training Courses
- User Documentation HubSpot Community Forums
- Local HubSpot User Groups
- Blogs and Other Resources
02 | It’s fast and easy to implement compared to other CRM software.
Getting an enterprise level CRM off the ground can be time-consuming and expensive, especially under these circumstances:
- You’re switching from one CRM to another
- You need to scrub your lead and customer data or fix your formatting
- You need custom integrations with software
- You need customization’s in line with your processes
- You need a lot of different features
- You need advanced training
- You need consultant support
HubSpot has the Customer Success resources to coach your internal team through a successful deployment. Should you require the support of an experienced enterprise CRM agency, Bayard Bradford is one of a select group of HubSpot Agency Partners with the experience and qualifications to support your efforts.
03 | Marketing and Sales Flow & Alignment
Did you know that HubSpot has been named 2019’s Top Rated Marketing Automation Software by TrustRadius? That being said, it’s not a surprise that when it comes to marketing and sales alignment, HubSpot’s Sales Hub surpasses all others.
If you’re using Sales Hub along with HubSpot’s Marketing Hub, you’re in for a smooth flow of lead intelligence for your sales reps, plus full-funnel revenue reporting on your contacts. Having all of this data in one place makes it cohesive and powerful. It’s easy to discover where there might be roadblocks, weaknesses, and/or stagnation in your processes. The best part? Your sales team can focus on what matters the most — selling. With both platforms in play, your team can reduce the amount of time spent researching prospects and leads and focus on engaging with them and taking them to the finish line.
Comparing HubSpot Sales Hub Versions
- All versions of Sales Hub include the following features:
Gmail & Outlook integration | Contact management | Contact & company insights | Company records | Deals | Tasks | Email scheduling | Team email | Live chat | Prospects
- HubSpot Free CRM includes several other features (with usage limits), presumably for users to “try before you buy”:
Email tracking and notifications | Email templates | Documents | Calling | Meeting scheduling | Canned Snippets | Reporting dashboards | Conversations inbox | Conversational bots
- Sales Hub Starter includes all of the above features, with fewer limitations and the addition of:
Conversation Routing | Email Sequences
- Moving to Sales Hub Professional yields a major gain in functionality, especially in the area of improving the efficiency of sales personnel:
Ability to define up to 25 Sales Teams | Multiple deal pipelines | Sales automation: Up to 300 workflows | Required fields | Products | Quotes | Smart send times | Smart notifications | 1:1 video creation | Up to 30 currencies | Up to 20 custom sales reports
- Features with increased limits under Sales Hub Enterprise:
Unlimited email tracking | 1000 email templates | 1000 Canned snippets | 1000 documents | 33 hours of calling per user per month | 1000 personal and team meeting links per month | 25 custom sales dashboards | 500 custom sales reports | 10 Conversations inboxes | Sales automation: Up to 500 workflows | 200 Teams | 200 currencies
HubSpot has 300+ out-of-the-box integrations you can take advantage of. For more customized web hooks, integrations, and other customizations in the CRM, HubSpot offers an open API environment so your tech team can easily configure additional customizations.
05 | Cost
When it comes to enterprise-level CRM platforms, HubSpot is at the competitive low end of the cost spectrum without sacrificing quality and support. Not to mention, using all the platforms in HubSpot’s robust Growth Suite (Marketing, Sales, and Service) automatically gets you a 25% discount on everything.