HubSpot Sales Process Case Study BIAS Optimises DSMN8s Sales Process

"If you're looking for a trusty HubSpot partner, please don't hesitate to get in touch with BIAS."

We recommend the team at BIAS highly. After deciding that our HubSpot instance and pipeline were no longer fit for purpose, they helped us to completely revolutionise our approach. Rob took the time to listen to our specific requirements and helped create a bespoke setup that included automated repeat tasks, task workflows for our Account Execs and reporting dashboards for easier analysis and optimisation.

We now have a scalable solution, ready for our next phase of growth and enabling our SDRs and AEs to focus on what really matters: driving and converting the pipeline.

- Jody Leon, VP of Marketing DSMN8

The Objectives

Bradley Keenan, CEO, and Jody Leon, Head of Marketing, wanted a solution that captured all the information the sales team needed to qualify a deal while ensuring the process remained as streamlined as possible.

They wanted to ensure their team could focus on driving pipeline growth instead of being bogged down in administrative tasks. This led to the developing of a completely automated sales pipeline using HubSpot’s sales automation suite.

Furthermore, Bradley and Jody wanted a more comprehensive reporting dashboard for the pipeline, detailing more precise reports on deal velocity, progression and individual rep performance.

The Challenges

DSMN8 came to BIAS to help them reinforce their developing sales process as their HubSpot instance was no longer fit for purpose. Having outgrown their existing HubSpot setup, they required a completely automated solution to their growing pipeline.

The Approach

We began working with DSMN8 with a two-day consulting and implementation workshop. Firstly, we discussed their current situation and where they needed to get to. Throughout this discussion, we spoke about decreasing the number of stages within their existing pipeline to gain better visibility on where their deals are at all stages. Together, we worked with Bradley and Jody on our ‘Pipeline Matrix’ swipe file, detailing the changes that needed to be made and what information needed to be captured at each stage of the buyer's journey.

Following this, we spent the next part of the work looking to consolidate these changes within HubSpot. BIAS created 7+ task-based deal workflows that automated the entire revenue process for DSMN8. The workflows comprised the properties that needed to be updated as part of the sales sequence, alongside a task for the sales reps to ensure the data was fully enriched and entered into the CRM. These workflows were replicated across the new stages.

Once we put an MVP together, we stress-tested the performance to ensure there were no leaks or inefficiencies within the automation. After a couple of tweaks throughout the duration of the workshop, we were able to create a fit-for-purpose pipeline for DSMN8 to start using.

As for the revamped reporting, we worked with Bradley to decipher reports we could create quickly and scale as new team members got onboarded. After compiling a list of reports that Bradley wanted within the portal, BIAS created a sales report dashboard that the team could use from the opening day of the automated pipeline.

Lastly, we created a data hygiene dashboard for DSMN8 to identify gaps within their existing data with clear ways to fix and enrich this data quickly.

Creating an Automated and Optimised Sales Process on HubSpot for DSMN8

Outcome

"If you're looking for a trusty HubSpot partner, please don't hesitate to get in touch with BIAS."

Company Profile

The Objectives

The Challenges

The Approach

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