What Are The Benefits Of Using HubSpot Marketing Automation Tools?

Creating a successful long-term inbound marketing strategy requires that you tackle several different tactics on different fronts, such as optimizing your site for SEO, creating high-quality content for your website, producing email newsletters, and engaging with followers on social media. Because these tactics all require constant attention to be effective, you should strongly consider the use of HubSpot marketing automation tools as a way to simplify your workload. The following are four reasons why you should be using HubSpot marketing automation tools:

1. Collect and Analyze Data to Improve Your Marketing Efforts

HubSpot’s analytics tools can help to collect data across all of your marketing platforms and provide you with metrics that you can use to the benefit of your marketing campaign. For example, you’ll be able to see what blog posts are outperforming other posts based on metrics such as visits, social engagement, click-throughs and captures. You can use this information to determine what kind of content is more effective or what elements of your blog posts need to be changed. For instance, if you have content that is receiving tons of views but no click-throughs, it may be because your calls-to-action are poor.

2. Personalize Communication With Your Customers

Marketing automation allows you to segment your email list, which makes it easier to personalize your emails and send more relevant content to your recipients. This is done by gathering data from your opt-in forms and using that data to segment your email list into different groups. For example, if you run an online clothing store, then segmenting your list into male and female will prevent you from sending content about women’s clothing to your male audience, which would hurt your ability to properly nurture leads through the sales funnel. The use of email segmentation will make your email marketing strategy more efficient and effective.

3. Schedule Out Your Work Ahead of Time

One of the important aspects of a good content marketing strategy is making sure that you continually publish new content on a regular basis. Your readers are going to expect new content at certain times and if you don’t publish it on the same days at the same times, you’ll lose readers. Of course, remembering to manually publish new content, whether it’s a posting an article to your blog or sending out a tweet, is time-consuming. Marketing automation allows you to create your content and posts well ahead of time and set them to be automatically published at specific times on specific dates.

Read our article: Content Marketing Misconceptions

4. Send More Qualified Leads to Your Sales Team

One of the challenges that a lot of businesses face is having their marketing team on the same page as their sales team. Sales personnel often don’t know what state of the buyer’s journey prospects are on, which makes their job more difficult — especially if they are sent leads that aren’t qualified. HubSpot marketing automation tools allow you to collect extremely useful visitor information, including their history of actions on your website, which in turn can allow you to send more highly qualified leads through to your sales team when they are ready.

The use of HubSpot marketing automation tools allows you make more efficient use of your resources and gives you the opportunity to see exactly what is and isn’t working in your marketing strategies. You’ll end up saving a lot of time on smaller, more time-consuming tasks, which you can then dedicate to more important aspects of your marketing campaign, such as engaging with and nurturing your leads.

 

How Marketing Automation Can Improve Your Lead Nurturing Process

One of the most important aspects of successfully nurturing your leads through the buyer’s cycle is understanding that each lead is different and that your marketing efforts need to be tailored to the needs of each lead. This can be quite difficult to do manually, which is why most businesses are turning to marketing automation.

What is Marketing Automation?

Marketing automation is an automated process that allows you to target leads based on their behaviors at different points in the buyer’s journey. It allows you to make your marketing more personal by delivering content to your leads that suits their needs or interests. This, in turn, makes it easier to build a real relationship with them, helping to drive them towards the conversion and closure stages of the buying cycle.

Not only does marketing automation help free up resources, it makes your marketing efforts much more effective. How effective? According to one study, businesses that use marketing automation increase their qualified leads more than fourfold.

So how exactly does it work? Take for example a lead that has just submitted a form from one of your landing pages opting into your email list. Using marketing automation software, this action can trigger an automatic email sent to them thanking them for signing up. It can be automatically personalized based on what landing page they converted from.

In fact, you’ll be able to personalize your content to your email list by using the information that they submitted on the opt-in form. Using this information, you can segment your email list to automatically send content at specific times that’s relevant to their interests and needs. For example, if you’re a pet food company and a lead lets you know that they own a dog on their form, then you won’t want to send them content you’ve written about cats. Using automation, you can make sure they get the right content, which will not only help build your relationship, it will reduce opt-outs.

If you’re uncertain as to the difference between marketing automation and CRM, be sure to read through our detailed article on the subject.

The Benefits of Marketing Automation

The following are some of the benefits that you’ll be able to take advantage of when implementing marketing automation software:

1. Improve productivity

Instead of sending emails out on scheduled dates to your entire email list by hand, you can schedule emails to be set out automatically by certain times on certain dates to certain segments of your email list, thereby improving your productivity significantly.

2. Increase revenue

Studies have proven that marketing automation does increase revenue if used properly. In fact, B2B marketers have reported an average of 20 percent increase in their sales opportunities as a result of using marketing automation to nurture their leads.

 

3. Improve customer retention

By being able to target your leads more effectively with personalized content, you’ll reduce the number of leads that you lose.

4. Improve customer relationships

By being able to personalize your interactions with leads, you’ll improve customer relationships. Not only does this help with customer retention, it will help with building your brand reputation. Building good customer relationships can help to improve repeat business and can also generate positive word-of-mouth.

5. Collect better data

Marketing automation software can help you monitor responses to your various marketing campaigns based on the specific parameters you’ve established for success or failure. This data can then be leveraged to improve future marketing campaigns.

For more in-depth information, check out our post on the benefits of marketing automation.

Marketing Automation has more benefits! Check out this article to learn more.

How to Use Marketing Automation

There are many ways that you can use marketing automation. Besides using it to segment your email lists, it can also be used to provide data on what types of content helps move leads from one stage of the buying cycle to the next, which allows you to create higher quality content to attract higher quality leads. In fact, you can also use marketing automation to score your leads based on their behaviors on your site. Scoring leads lets you identify what leads have the best chance of converting, allowing you to more effectively use your resources to target those leads.

One thing to keep in mind is that marketing automation isn’t just limited to your email campaigns or to your website — it’s channel-agnostic, meaning that it can be used on any platform. Read through our article on B2B vs. B2C marketing automation for more in-depth advice.

Marketing automation is proven to be successful, which is why businesses of all sizes have started implementing it into their online marketing strategies. There’s no reason not to use it, all it will do is make your marketing efforts more effective and more efficient, thereby allowing you to capture more leads and close more sales.

brand story

marketing qualified lead

Why ‘Star Wars’ Is Really About Sales & Marketing Qualified Leads

After recently re-watching the original Star Wars trilogy, I made a startling discovery. The first movie (for clarification, I mean episode IV) is all about marketing qualified leads and sales qualified leads. I know that sounds crazy but it’s (kind of) true! Just stick with me and by the end you will be convinced that I’m right. So let’s get to it.

The (Sales) Force

Think of making a sale for your business in the same was as someone accepting the existence of The Force. In the movies, The Force is an all-powerful entity that binds the universe together. It works as a power that influences people’s actions and decisions. Just like with sales, some things are in your control, but ultimately it comes down to the buyer/believer. If they are not susceptible to what they are hearing, eventually they will turn away. It is a salesperson’s job to minimize the number of people who turn away. That’s why it’s important to treat every lead different depending on where they are in their buyer’s journey. In Star Wars, getting people to believe in The Force is no different. This brings me to my first example.

What Are Marketing Qualified Leads And Why Do They Matter?

Luke: The Sales Qualified Lead

In the movies, people talk about the Jedi like they would monks following a religion. How many people do you know adopted a religion within the same day they heard of it? I’m assuming not many. Enter Luke Skywalker! In the movie, he has never even heard of The Force but after only a brief conversation with Obi-Wan Kenobi (and getting the coolest weapon in the galaxy!) we know that Luke is pretty open to the whole idea. He even seems perplexed that Han isn’t open to the idea of The Force while on their ill-fated trip to Aldaran. For this reason, Luke Skywalker is the quintessential example of a sales qualified lead.

After only a short conversation, we know that he is willing to believe in The Force, even though he has seen no evidence of its existence. Later, Obi-Wan does show off the powers of The Force by using a Jedi mind-trick on a nosey Stormtrooper, but the use of it was both necessary and beneficial. Obi-Wan allows Luke to see the power of The Force but never refers back to that as a way to convince him that The Force is real. By allowing Luke to make up his own mind about whether to follow the ways of The Force was essential to his full adoption of the Jedi ways that would eventually lead him to destroying The Empire’s grip on the galaxy.

Han: The Marketing Qualified Lead

Han is a different story. He isn’t openly hostile to the idea of The Force, but he comes pretty close to it. He chides Luke, telling him that he’s seen no evidence of an all-powerful force that binds the universe together. Even more surprising is that this is after he watches Luke deflect multiple laser blasts from a practice droid while blinded! Anyways, fast forward to the scene where the Rebels are preparing their attack against the Death Star. Notice that Luke doesn’t give Han a speech about why he should fight for the Rebels or that he’s morally wrong for not helping them stop a tyrant who has a weapon of mass destruction.

This is the way your sales team should treat its marketing qualified leads. By not feeling pressure from Luke, Han feels unashamed about turning to his friend and saying, “may The Force be with you.” This is surprising because at this point in the film we are pretty sure Han still doesn’t believe in The Force. Though he may not believe in it, Han has progressed from questioning hostility to respectful recognition of The Force. And, as we all know, Han comes back and saves the day! Not because of incessant nagging, but because he was able to make the decision on his own. Without that level of freedom, Han may have taken his loot and ran away from the battle out of spite. Glad that didn’t happen!

Conclusion

When thinking about sales and marketing qualified leads, it’s important to remember the human aspect of these concepts. I think that by linking these ideas to well-known and popular characters we are better able to understand how and why leads need to be treated differently. Remember, Luke Skywalker may have been The Chosen One, but he couldn’t have saved the universe without Han’s help. A successful business needs to learn how to effectively cater to both sales and marketing qualified leads.

marketing qualified leads
sales qualified leads

How To Nurture Marketing Qualified Leads Into Sales Qualified Leads

Inbound marketing consistently helps organizations generate qualified leads. But if your company cannot convert these leads into customers, the leads you generated will go to waste. This can be frustrating, so here are some strategies you should add to marketing plan to convert your leads into sales:

1. Define your qualified lead

Develop criteria for what you consider a qualified lead. By definition, a marketing qualified lead (MQL) is the lead with the highest probability of being a customer compared to the rest. Identify those that are more qualified than others for conversion. Qualification criteria can include: titles, responsibilities, urgency, etc. Using analytics and intelligence, here is how to narrow your leads down:

  • Define your buyer profile:
    • Ask yourself who is most likely to buy your product.
  • Identify actions that indicate interest:
    • Analyze patterns in the kind of actions visitors demonstrate when on your site
  • Revisit your criteria periodically to reflect market dynamics for better focus and effectiveness

[Read How Closed-Loop Marketing Helps Convert Leads To Customers]

2. Gather information to qualify your leads

At this point, assign your team responsibilities accordingly to nurture marketing qualified leads into sales qualified leads. Consider the following questions:

  • What’s the company size and industry of your lead?
    • Knowing the name of your lead’s company isn’t enough
  • What problem is your lead trying to solve?
    • If you know this, you can provide them with the solution they’re looking for
  • Do your leads have the authority and power/budget to buy?
    • Focus on those with ability and authority to generate more sales conversions.
  • When are they likely to buy?
    • By using analytical tools, you can tell whether a visitor to your site has a history of buying. You can also determine their consistency by calculating the time interval between their purchases
  • What are your lead’s other buying decision influencers?
    • This is information yoru lead need before they commit to buy.

To gather all this information, you will need the help of sales people or telemarketers in what is known as human-to-human lead qualification

3. Use the information effectively

Your marketing department should use the information obtained to nurture and close sales qualified leads. If you succeed in maximizing on the information you gathered, you will not only have sales and revenue but also reduced operational costs, as you will use less resources to obtain customers. The most effective way to nurture is to get as personal as possible with the help of tools like email marketing, telephone calls, one-on-one conversations, etc. Segment your target by their interests to generate results.

Now that your sales qualified leads have matured into sales, you can choose to close the sales over the phone or personally, depending on how complicated your product or service is. Set up all relevant appointments if necessary, and ensure your customers feel appreciated.

inbound marketing guide

drip email marketing

Drip Email Marketing vs. Lead Nurturing Campaigns; When To Use Each

Many marketing tools seem similar and are often mistaken for one another. Two tactics that are often confused are drip email marketing and lead nurturing campaign. It’s true that there are similarities in the way they work. However, they are two distinct tactics that serve different purposes. You should have both in your marketer’s toolbox to use when appropriate, especially with attraction marketing. Let’s learn a bit about each tactic and when they should be used.

Email Drip Marketing

Emails are a huge part of modern marketing. One email marketing option is email drip marketing. Named after drip coffee makers, this marketing tactic sends out emails at specific timed intervals. Time is the only factor used to indicate when an email is sent. Nothing else.

When should you use email drip marketing?

  • Educating prospects on all the products and services in your company’s portfolio.
  • Keeping your brand in front of your customers while they are contemplating a purchase.
  • Announcing new products or services for your business.
  • Showcasing best sellers in your portfolio.

A well-crafted drip email campaign can educate and inform your audience. However, done too frequently, or used only to pitch products or services, your audience may perceive these emails as spam.

[Read About Interactive Email Marketing Trends Here]

Lead Nurturing Campaigns

A lead nurturing campaign is not based on timed emails. It is based on the lead’s behavior. When a lead performs a specific behavior, it triggers an email with targeted information to be sent to your audience. These emails are designed to guide the lead through the buying process.

This type of campaign depends on gathered information about the lead’s behavior. Specific behaviors that can trigger an email include:

  • Which whitepapers grab the lead’s attention
  • How many times they visit a specific page on your website
  • Which webinar they attend
  • Which of blog post category they spend the most time in

The goal of the emails sent during a lead nurturing campaign is to deliver useful information at critical points in the sales cycle.

A marketing automation system is ideal for lead nurturing. You can build full campaigns within the system that automates almost everything in the process. The power of marketing automation systems is their ability to capture key data. This then triggers the specific emails that nurture leads.

They Complement Each Other Very Well

Drip email campaigns and lead nurturing campaigns, if well designed, will do their jobs well. They both help leads engage with your brand and give leads the information needed to make an informed decision about your products and services.

They are each powerful tools in the marketer’s toolbox on their own, but working together, they are even more powerful. Coordinated campaigns can help close deals faster and keep your brand ahead of the pack.

email marketing program

call to action phrases

How To Use Targeted CTAs To Increase Lead Conversion

Lead conversion can prove a tricky mistress, but inbound software has changed the way marketers interact with their prospective clients. They now reach customers through clever virtual workflows and smart targeting. Specifically, targeted CTAs can help convert the visitors to leads 42% more often than standard CTAs. A good CTA is a part of attraction marketing. Let’s look at how to use targeted CTAs to increase lead conversion.

What is a “Smart” CTA?

Targeted or smart CTAs convert visitors to leads by tailoring the content to a specific user. They’re based on segmented lists and what stage of the customer lifecycle they’re in. Basically, based on the data your lead generation software is provided, a smart CTA changes dynamically enabling your pages and calls-to-action to be more effective and targeted.

[Here Are 3 Helpful Tips To Improve Your CTAs To Generate More Leads]

Slice Up Your Contacts: Use Segmented Lists

If you’re not already using segmented lists, you may as well be throwing darts at an indiscriminate and undefined dart board. In other words, if your contacts occupy one single list or a small handful, then you’re really not leveraging your lead conversion software to the max.

Start by creating filters that help define your buyer personas. For example, you may want to create a filter to put “C” level managers with 100-300 employees in a 3-state area in a specific list or perhaps you want to simply create a list where follow-up emails can be generated. In either case, making your lists and your leads more specific will definitely increase the effectiveness of targeted CTAs.

Get Personal: Design and Copy

Finally, let’s talk about getting personal with your leads’ CTAs. Not in a weird way, but in a way that can actually close some sales! Smart CTAs have the ability to change the copy on a CTA button or change the design based on the end user.

If you’re selling chocolate candy bars to a potential customer, perhaps you want them to click the “Get a Free Sample Here” CTA at which point they become a lead and potentially a sale. On the other hand, however, your website may be entertaining an existing chocolate buyer who already loves your product. As a result, giving them a sample won’t necessarily get the job done nor further the value of your expertise as a chocolateer.

This is where smart CTAs show their beauty. Instead of offering a sample, a smart CTA would show your existing customer the “There’s S’more to Chocolate” CTA. Here, they can learn about how to use your product to their advantage. While the example may seem silly, the fact of the matter is that both the design and copy can be altered based on the input of your CRM.

marketing strategy

website conversions

Driving Website Conversions During Each Stage Of The Buyer’s Journey

Before any customer commits to purchasing a product, they will have to go through the sales funnel. The sales funnel is comprised of several stages that the buyer will go through, from identifying the problem they have to making a decision. In online marketing, the sales funnel expands from a prospective buyer to a buyer looking to purchase. Marketers are responsible for guiding prospective clients along the sales funnel until they eventually make a purchase. Attraction marketing is what will catch the attention of customers.

Growing social media usage gives marketers a chance to engage their prospective buyers by creating customized content. However, some marketers still find it challenging to identify the most effective content for each step. The following is a guide to creating the right content to drive website conversions at each step of the sales funnel.

Top of the Funnel: Awareness and Research

This is the primary step where prospective customers realize they have a problem or a need to fulfill. Buyers at the top of the funnel are searching for high quality and relevant information to point them towards the solution

Over 80% of buyers research products online before buying. The best way to attract them is by offering exactly what they need: highly optimized content with original research. Additionally, posting explainer videos that contain demonstrations can have a huge impact on your site. Lastly, create attractive landing pages to offer your visitors solutions at the click of a button.

[Read about how to use the buyer’s journey to create great content]

Middle of the Funnel: Evaluation

During the second stage of the sales funnel, buyers are trying to sort through their best options that you and your competitors are offering.  It’s the seller’s job to explain why they are the best solution for the customer’s problem. The purpose of this section of the funnel is to highlight your expertise and begin the process of lead nurturing.

The best content for this stage are webinars and live communication features. These give the marketers and customers a space to interact with live questions and discussions. Email marketing is also a great way to offer relevant and consistent content. Don’t forget to include clear calls to action that will convert leads.

Bottom of the Funnel: Purchase

At the final stage, the buyer has decided they are ready to make a purchase, but they have not yet decided the source of their purchase. Providing them with access to the solution as well as some incentives will likely turn a prospective buyer to a customer.

Clear calls to action linked to trial offers, video tutorials, and product information can have a huge impact on prospective customers. Aligning your offers with educational and entertaining testimonials is an effective technique. It’s also wise to creating a purchasable demo based on a free plan that entices customers to access its premium features.

Pay Attention to the Buyer’s Journey

Above all, remember to consider your clients’ needs first. From there, develop your funnel in order to fulfill these needs at each stage. If the sales funnel is implemented correctly and your content is helpful to customers, your lead conversion rate will definitely increase.

tips to drive target traffic

case study questions

8 Great Case Study Questions To Ask Yourself When Attracting Prospects

Case studies and customer testimonials are incredibly effective ways to convert leads into customers. They give leads a taste of how your company successfully worked with other clients. There are several important case study questions to ask yourself as you prepare to publish a compelling case study for potential clients.

Below are 8 case study questions you can ask yourself as well as those who worked on the project.

1. What compelled the client to seek out your services?

This is a great way to find out how the services of your company are resonating with potential clients. It allows you to gauge the effectiveness of your marketing message and how attractive it is to customers.

2. What initial challenges did you experience while working with the client, and how did you solve them?

Working with each client is a unique process. Reflecting on the challenges your company has faced with this client can provide unique insights and areas to improve upon when working with future clients. If your company is able to portray a good working relationship with its clients, the potential customer will know they can trust you to accommodate their future needs.

3. What process did you follow to develop and implement these services?

It’s vital to consider how your company implemented and catered your services specifically to the client’s needs. This insight can help you provide valuable details to potential clients when presenting the case study.

4. How did the client respond to your suggestions during the process?

Potential clients seek information about how the process is conducted and how your company will help them achieve their goals. You can use this opportunity to reflect upon your client’s responses to your feedback during the process and to adjust your working relationship with your potential customers accordingly.

5. How did your ability to provide these solutions improve during the process?

How was your company was able to grow the client’s business and improve it as a result of a particular project? Answering this question is a great way for your case study to communicate a message of continuous growth in your ability to provide services.

6. What were the results of the process?

Find out if your customer was able to achieve his/her goals as a result of the process. You can then present these end results in your case study.

7. How has the relationship with the client been since completion of the project?

Maintaining a strong business relationship with the customer even after provision of the service shows that your company takes customer satisfaction seriously and cares for the needs of its clients.

8. Did anything that you did not expect happen during the process?

This question seeks to uncover any unique interactions that your company had with the client. There may be experiences your staff gained that can be crucial when presenting your case study in a compelling manner to potential clients. Reflecting on unforeseen events can also improve the level of services your company provides.

Discover how to use buyer personas

Marketing Qualified Leads

What Are Marketing Qualified Leads And Why Do They Matter?

How are you handling your marketing qualified leads? Once you have a lead at the top of the sales funnel, you can’t just stop marketing and hope that initial lead turns into a sales-qualified lead (SQL). You need to keep your eye on your marketing qualified leads (MQLs) as well.

Don’t Forget the Lead in the Middle

Prospects, also known as contacts and leads, are the consumers at the top of your sales funnel. They have an initial interest in your product or service and might provide an email address or first name, in exchange for a report or other premium offer. However, they are only at the browsing stage and are definitely not ready to make a purchase yet.

At the bottom of your sales funnel are your sales qualified leads, also known as SQLs. These leads are ready to make a purchase. This is when your sales people need to be in contact, ready to provide additional information and incentives to finalize the sale.

Now there is plenty of room between the prospect and the SQL. This is where the marketing qualified lead (MQL) sits.

An MQL has moved beyond the browsing stage and is seriously evaluating whether your product or service meets certain criteria. They are looking at your competition as well. This is when your marketing needs to shift. An MQL needs more detailed information on your products and services, and needs to know how you differ from the competition. This information will help the MQL move towards the decision-making point.

[Read here to find out how to nurture leads with email marketing]

How Can You Tell if a Lead is Marketing Qualified?

To tell when a lead is moving towards the MQL stage, you need to gather pertinent data from the lead and monitor his/her activity on your website. Then, compare this information to past sales opportunities to determine what direction the prospect is moving towards.

  • Demographic data from the lead, like location, industry, and business size makes a difference. Also, how much do they want to spend? Is your product within their budget needs?
  • What types of actions are they taking on your website? Frequent visits added with downloading whitepapers or other detailed information is a good sign they are in this stage.
  • How similar are they to your past sales opportunities? If your typical customers are established companies with a large budget, a start-up with a limited budget may not be a good fit. That doesn’t mean that start-up won’t make a purchase, it is just less likely to happen.

The exact definition of what an MQL means to your company is something only you can define. But, no matter how you define MQLs, you cannot forget them in your marketing process. Forgetting them means less SQLs which means less final sales. And that defeats the purpose of marketing in the first place. The next step is learning how to engage marketing qualified leads until they move to being an SQL.

inbound marketing guide

Progressive Profiling

Using Progressive Profiling To Improve Your Lead Intel

Did you know that the more information you request from a lead in one given form, the lower your chances of converting that lead to a sale? Simply put, asking for too much information at one time turns off prospective customers. That is one reason why progressive profiling needs to be in your marketing strategy.

How Do You Profile Progressively?

When you capture pertinent information from a prospect, that person turns into a lead. It can be as simple as getting their name and email address before you let them download a report from a landing page. But leads are not converted to paying customers just by getting a name and an email address. You need more information before your sales team can get to work. This is where progressive profiling comes in.

[Learn To Generate Leads Through Content Marketing]

Each time the lead wants to download information, you get a bit more data. It starts with the name and email address. Next, it might be demographic data about their company, like its location and number of employees. You can also grab the lead’s role in the company.

On the third download, you know this lead is evaluating your products or services as part of a decision-making process. This is when you ask for a phone number or the time frame to purchase. This continued quest for more details from a lead is progressive profiling.

What Makes This Type of Profiling So Powerful?

  • It increases conversion rates. People do not like filling out long forms just to download a simple whitepaper or report. On the other hand, they don’t mind giving a name and email address for that type of download.
  • It prevents repetition. You already have some information about a prospect. There is no need to ask for the same information again.
  • It offers you the ability to capture more valuable information over time. You can ask progressively more detailed questions as the lead comes closer to the sales decision time.

How Do You Automate This Process?

Now, you might be thinking that you would need to build multiple web forms based on complex logic to capture all this information. And you would be correct, if you are not using a marketing automation platform like Hubspot.

The beauty of Hubspot is that you can leverage dynamic web forms and already captured data to get the information you need, without building multiple web forms. When the lead returns for another download, Hubspot can detect what information is already provided, then create a dynamic web form asking for the next level of detail. That information is stored in Hubspot, ready for the next download or for the sales team.

Another benefit of Hubspot is the ability to customize the data captured based on the buyer persona for each lead. This allows you to capture pertinent information based on the lead’s interest in a particular product or service. This allows progressively more detailed market segmentation and sales follow-up.

Are you ready to leverage progressive profiling in your company?

marketing strategy for success