CREATING AN AUTOMATED AND OPTIMISED SALES PROCESS ON HUBSPOT FOR DSMN8

DSMN8 helps companies amplify their company message by developing employee influencer programs that empower and reward their internal brand advocates.

They help businesses of all sizes maximize the ROI of their marketing and branding efforts through their employees. In order to achieve their mission, we work at a granular level and continuously develop our platform.

The Problem

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.

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. This was because their team could drive 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 Solution

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.

DSMN8 HubSpot Workflow 

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.

DSMN8 HubSpot sales reporting

The Result

Hi-Books walked away with a clear path to redesign their front-end and customer onboarding experience, moving to outcome-focused onboarding. There are three key things that you can do on the platform:

1) Set up your company

2) Go straight to setting up an invoice

3) Scan a receipt to document spending.

The original design made the user walk around the entire system regardless of their end goal. The redesign will now focus on where the user needs to be and take them straight there.

The leadership team also went deep into pricing models and strategy with BIAS. They left with a thorough understanding of what wouldn’t work and several options they are currently testing with clients to determine the best fit. 

They are considering further GTM strategy support, including sales enablement. 

Our Clients Feedback

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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.

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

Jody Leon
VP of Marketing, DSMN8
Jody Leon, VP of Marketing DSMN8