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Mike Lieberman, CEO and Chief Revenue ScientistTue, Jun 20, 2017 5 min read

5 Steps You Can Take When You’re Not Getting Results with HubSpot CRM

{}When you decided to adopt a customer relationship management (CRM) solution for your firm, you likely weighed your options very carefully. After hearing all the positive points, you finally opted for HubSpot CRM.

Adopting a CRM can work wonders for your sales team; it’s like giving your reps a super-powered tool to do their jobs more effectively. You gave them HubSpot CRM because you thought it was the best tool on the market. But now you’re not so sure: You’re not getting the results you want.

Before you throw in the towel and start an RFQ for a new CRM, take a few steps toward getting better results with HubSpot’s CRM. It’ll be worth it—promise.

1. Get the Growth Stack

You adopted HubSpot CRM, but you may not have adopted all the tools at your disposal. Plenty of people fail to make use of Sidekick, HubSpot’s browser extension for the CRM. Sidekick isn’t the only tool HubSpot offers, however; in fact, there’s a whole stack of them, called the growth stack.

If you’re serious about growing sales and getting results, invest in the growth stack. You’ll get more useful tools that integrate seamlessly across different aspects of your sales and marketing, supporting your CRM and your sales efforts.

2. Integrate Marketing Automation

A major part of sales enablement is aligning sales and marketing activities to facilitate the transfer of information, leads, and data from marketing to sales. If your marketing activities aren’t integrated with HubSpot CRM the same way, you’ll see those old problems crop up again: lost leads, missing data, bad intel.

Integrating the CRM and marketing automation ensures your sales and marketing efforts work together seamlessly to deliver the value your leads and customers have come to expect of you. Don’t let opportunities slip through the cracks.

3. Centralize Your Inbound Activities

You’ve introduced the CRM, and your sales reps took to the training. HubSpot CRM, after all, is very intuitive. But did your team pick up all the tools that go along with the CRM? Or are they still using the other tools they were using before, creating a mish-mash of software that works partially together, strewing your data and activities across several different platforms? Even continuing to use Gmail for email marketing activities can pose problems.

Instead, encourage everyone to centralize activities in the CRM. With all of the activities operating from one central location, your sales and marketing teams will be able to streamline their processes and operate with increased efficiency. All of the data together will generate a better picture of what you are doing and what you could be doing.

4. Join the Academy

HubSpot is one of the most popular tools for inbound marketing activities, and as such, there has been tons of resources developed to help you use these tools to their maximum potential.

HubSpot Academy has plenty of opportunities for you to read up on the latest and test out your abilities. If you’re not getting the results you want, chances are someone else has discovered a way to change that.

5. Invest in Your Team

You may have met this person at the gym: the amateur athlete who believes a new pair of shoes or the latest exercise equipment will magically turn him into an Olympic gold medalist. Just as equipment won’t make or break the athlete, technology won’t save your sales team. HubSpot CRM is a great tool—but it’s only as good as the people operating it.

If you’re struggling to see the results you want, perhaps it’s time to review and invest in your sales team. Are your sales people staying on top of the latest selling techniques, or are they struggling with some of the tools you’ve provided? Give them the learning and development opportunities they crave, and watch them blossom into better sales reps.

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Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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