Edward Stranks, founder of The Moderate Genius, joined our recent webinar to share how his team optimizes sales operations with Aloware’s HubSpot integration. As an agency that serves hundreds of clients in the high-ticket coaching and internet marketing space, The Moderate Genius depends on Aloware to simplify client workflows and improve productivity.
Stranks’ method centers on systemizing his clients’ sales interactions and turning them into repeatable, scalable processes. In this blog, we’ll review his key success tips for accomplishing this while streamlining lead follow ups and synchronizing outreach with HubSpot.
Read on to learn the following:
- How to establish a scalable and repeatable lead follow up process
- How to automatically create hypersegmented lead lists that improve your chances of conversion
- How to access key call information in HubSpot to boost team productivity
Table of Contents
Winning sales operations strategies
Stranks defines sales operations as the “system your sales team uses to set and close deals and generate revenue for your company.” Without a clearly defined process in place to handle leads and move them through the funnel, your team will experience chaos and confusion—and your business will miss precious potential revenue. In order to operate effectively and consistently, Stranks says it’s important to:
Establish a repeatable process: Create a playbook that you can easily replicate with new and veteran team members alike. Not only does this help new reps onboard faster, but it eliminates confusion among your team about their roles and responsibilities while interacting with leads.
Reach out to leads right away: According to Stranks, the faster you contact new leads, the better chance you have at closing deals. When you wait to reach out, this gives leads the opportunity to speak with competitors, research alternative solutions, or shift priorities—which can cost you the chance to deliver your pitch.
Stranks says one of his associates measured their average speed to lead as 17 seconds, putting their reps in the optimal position to make a first impression.
Aloware’s HubSpot integration makes it possible to easily create workflow triggers for lead follow ups and automate the process. By setting up sequences or HubSpot workflows, you can instantly send texts or place fresh leads at the top of reps’ power dialer queues, ensuring they get prompt attention.
Keep leads engaged with content. If you’ve tried to book meetings and weren’t successful, Stranks says you can still keep leads warm with high-quality content—-provided you strategically re-engage them in the future. By leveraging strong content marketing through email outreach, case studies, blogs, and more, you can track lead consumption and reach out again later to regenerate a spark.
“It’s ultimately about finding the right contact at the right time and then putting them in front of your team,” Stranks says.
Integrating your phone system with HubSpot
Just as HubSpot tracks content engagement and helps you score leads based on the results, Stranks says it’s equally important to track your team’s phone outreach in the platform. That’s where Aloware’s seamless integration comes in, making it possible for teams to instantly log calls, texts, recordings, and transcripts directly in HubSpot for convenient access.
After leveraging the integration, Stranks says his clients have found it invaluable to log into HubSpot and view:
Call and SMS data: Reps and managers alike can view dates and timestamps to see exactly when their teammates made calls and sent texts.
Call outcomes: By requiring reps to log the outcome of every call, managers can quickly catch up on lead status and determine best next steps.
“We’re able to pair the marketing data we get from HubSpot with the sales data we get from the sales team using Aloware,” Stranks says. “We can pair those together and get really deep levels of information on somebody to be able to contact them at the right time.”
Strategically leveraging HubSpot and Aloware
In the webinar, Stranks proceeds to showcase the powerful synergy between Aloware and HubSpot, which allows businesses to track all lead interactions in one place. Here are some strategies he shares:
Mapping fields: By mapping Aloware fields to HubSpot fields, you can track call times, outcomes, and SMS interactions, enhancing your business’ overall understanding of lead behavior.
Creating dynamic lists: You can also create dynamic lists in HubSpot that automatically adjust based on lead interactions. For instance, if a lead engages with an email or SMS, they’ll be moved to a high-priority list for follow-up.
Tracking speed to lead: Aloware’s HubSpot integration shows you when a contact was first created as well as when they were first contacted. By mapping a field between “Contact Created” and “Time of First Outbound Dial” in HubSpot, you can accurately measure your team’s speed to lead.
Segmenting lists: By accessing call objects in HubSpot, you can create hypersegmented lead lists based on how often prospects are engaging. This helps you refine your strategy of who to contact and when, helping your team focus on the leads most likely to convert based on recent interactions.
Creating HubSpot workflows: Teams can build HubSpot workflows to send automated SMS messages via Aloware. This ensures that leads receive timely communication, further increasing the chances of engagement.
By also creating workflows to track call outcomes, sales teams can refine their outreach approaches based on the latest interactions. This data can inform whether to follow up via call or text next.
No lead left behind
One of Stranks’ compelling takeaways is his quote, “[Clients] can live in Aloware and do their job, but can use the power of HubSpot to find better leads.” By leveraging Aloware’s in-depth HubSpot integration, SMBs can effectively nurture all prospects—regardless of when they first entered the sales funnel.
By implementing these strategies, Stranks says his clients’ sales teams have enhanced their operations, improved response times, and ultimately driven more conversions. His tips serve as a valuable guide for any SMBs seeking to streamline their sales processes and maximize their potential.
Streamline sales operations and optimize speed to lead
Ready to transform sales workflows like The Moderate Genius? Schedule a demo or start a free 14-day trial, no credit card required.
