A national freight broker, with 12 locations and a sales team of 200 reps, wanted to make the move from using their Transportation Management System (TMS) as a prospecting tool to a sales focused Customer Relationship Management system (CRM). The team started doing research on what would work best for their company from an enterprise sales perspective. After some preliminary research, a major CRM platform gave them a quote of $3 million dollars for implementation and management for a year’s time. While the freight broker wanted a less expensive option, they also knew that they couldn’t settle for a CRM of lower quality. Enter team Lead Coverage: along with their expertise in lead generation and marketing, we are a HubSpot CRM platinum partner. Lead Coverage audited the sales team’s processes for prospecting systems and goals.
LEAD COVERAGE FOUND THREE KEY ITEMS THAT NEEDED TO BE SOLVED FOR THIS CLIENT WITH THE HELP OF A CRM:
After analyzing the problems that needed to be solved, the Lead Coverage team initially found a 300% savings by implementing HubSpot into the freight broker’s daily sales operations as an alternative to the competing platform. The implementation timeline also provided cost savings. The Lead Coverage team was able to execute the CRM onboarding in full within three months while the competing platform proposed a timeline of six months.
TO SOLVE FOR THEIR KEY ISSUES THE TEAM TOOK SOME CREATIVE APPROACHES
HubSpot ended up being a great fit for this client due to its ability to match its sales process as well as its savings of 300% year over year. The Lead Coverage team onboarded about 200 reps total and started reporting on their sales efforts to the senior management team. Prior to this relationship, senior management had no transparency in the prospecting process. The HubSpot implementation gave the senior management team line of sight on contracted deals set to close within the next 9 months. Management also has the ability to track the methods that their reps are using to close deals. By tracking the sales methodologies for their effectiveness, email communications from reps to leads have been streamlined and perfected. This standardization has allowed the broker to evolve from basic sales practices such as exclusively calling leads to include email communication tactics to close deals.