Vanguard Fire & Security Systems
Challenge
Implementing an Efficient, Streamlined, & Visible Sales Process This is the position our client, Vanguard Fire & Security Systems found themselves in when they came to Evenbound looking for both marketing & sales support. With no defined sales process and no visibility, it’s difficult to know where you are, and where you need to be. The Vanguard team needed a sales solution that would provide transparency across the board and the tools that could support a new sales initiative.
Solution
A Cross-Channel Sales Enablement Initiative Designed to Create an Effective Sales Process, Support Sales Team Efforts, and Shorten the Sales Cycle In January of 2020, following Vanguard’s HubSpot onboarding, we launched a full-fledged sales enablement initiative. Our sales enablement strategy was designed to give the Vanguard sales team tools that would support faster, more efficient sales, and the training they needed to use those tools successfully. Deal Stages The first step was moving the Vanguard team off of spreadsheets. We implemented sales pipelines in the HubSpot CRM that defined a solid, consistent sales process with deal stages that aligned with their goals. With defined deal stages the whole team could see, the Vanguard team no longer had to worry about visibility or accountability. Every prospect in the pipeline is easily visible, and Vanguard’s team administrator now assigns all new leads and tasks to the appropriate sales team member, ensuring no leads fall through the cracks.
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