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Sandler Help HubSpot Improve Sales Results

12% Increase in Average Selling Price

18% Reduction in Sales Cycle

The Challenge

HubSpot is a cloud-based CRM platform designed to help scaling companies align sales and marketing teams, foster sales enablement and boost return on investment through inbound marketing strategy optimisation. 

The companies founding principle is simple and direct: consumers are no longer willing to tolerate interruptive bds for their attention. Consumers want to be helped. From this mindset, HubSpot's 'inbound' marketing methodology was born.

Sandler's approach to selling aligns perfectly with this marketing mindset and they turned to Sandler to ensure their sales methodology complemented their roots and current culture as they faced the opportunity for huge growth.

HubSpot had 3 objectives:

  1. Evaluate and systemise the HubSpot sales process, so the company could consistently execute an aggressive strategic plan based on scaling its growth.
  2. Improve forecasting and pipeline management to support the scaling goal.
  3. Invest in sales skills to support HubSpot reps in their personal and career growth to ensure productivity.

The Strategy

Sandler and HubSpot combined to create a comprehensive training and development program for both managers and salespeople that was built on four initiatives:

  • Standardise the Sales Process

Sandler identified the steps that organisations were making when deciding to work with HubSpot and mapped it to the Sandler Methodology

  • Master the Sandler Selling System and Coach to it

Management and front line salespeople learned the Sandler Selling System and how to apply it

  • Establish Transparency in Forecasting and Pipeline Management

Sandler helped HubSpot identify critical leading metrics that correlated to the lagging metrics of revenue generated, then worked with the HubSpot teams to create reporting systems that gave both producers and leaders the operational information they needed.

  • Help Leaders Create and Deliver Personalised Learning Paths for HubSpot Revenue Generators

Sandler designed a comprehensive and flexible library of Sandler offerings. Leaders then used these to create the ongoing learning paths for the unique personal and professional development requirements of each individual contributor. 

Sandler's unique training is about sharpening critical sales skills. That extra ten to fifteen percent improvement in productivity makes a huge difference and will help sales professionals at all levels of their careers succeed. We chose Sandler because their word-class methodology empowers salespeople to improve incrementally over time. The Sandler training is a master class in sales.

Yamini Rangan, HubSpot CEO

Download the Case Study!

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