South Atlantic Packaging Enhances Sales and Marketing Processes by Implementing HubSpot
“accelant took the time to deeply understand our business objectives and offer solutions and workarounds that helped us reach our goals on the HubSpot platform.”
- Industry
- Contract Packaging
- Region
- North America
- Duration
- 6 weeks
- Type
- B2B
- Solutions
- Sales Hub and Marketing Hub Onboarding
HubSpot products used
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Marketing Hub®
Professional
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Sales Hub®
Professional
South Atlantic Packaging provides businesses with custom contract packaging solutions such as labeling, point-of-purchase displays, and fulfillment. They have five US locations along with over 700 team members.
South Atlantic Packaging’s consistent growth quickly scaled them out of their historic sales and marketing tools and the team turned to HubSpot’s Marketing Hub and Sales Hub as the leading solution. The team selected accelant’s Onboarding programing as the means to train and enable their team quickly on HubSpot.
THE CHALLENGE
Need for process optimization that reflects a scaling business
South Atlantic Packaging had previously tracked sales data and activity via spreadsheets and conducted their email marketing efforts out of Constant Contact. This required the migration of years’ worth of data from these sources into HubSpot as well as a means to strategically analyze data insights.
In addition, the team needed to run the marketing activities for three separate brands synchronously out of Marketing Hub.
In order to stand up HubSpot in a way that would allow their team to meet their organizational goals, South Atlantic Packaging required efficient, streamlined processes to reflect their large-scale business and join together sales and marketing data to enhance their outreach strategies.
THE SOLUTION
A proven and customized onboarding methodology
accelant Onboarding Consultants analyzed South Atlantic Packaging’s short term and long-term organizational goals and designed an Onboarding program customized to meet their needs and deliver comprehensive training for the tools available within their HubSpot subscription.
Customized email distribution strategy
accelant Onboarding Consultants helped the client develop a custom email distribution process for three separate brands, and demonstrated how this can be analyzed to improve performance. The team also introduced and implemented A/B email testing, allowing South Atlantic Packaging to tailor their newsletter emails based on data-driven insights – increasing performance.
Detailed data migration training
To accelerate the client’s ability to import their data quickly and efficiently, accelant helped South Atlantic Packaging organize their data to decide what to archive, what to import and how to import it. accelant facilitated an evaluation and optimization process relative to data segmentation, ensuring that all data served a purpose and could reflect actionable intelligence for sales and marketing teams.
Rapid enablement plan for sales team
To ensure their salespeople were seeing immediate increase in operational efficiency, accelant Onboarding Consultants built custom views, giving the team quick access to their contacts and visibility into their contacts' engagement with monthly newsletters. To encourage data-driven decision making, South Atlantic Packaging replaced their deal reporting spreadsheets with HubSpot’s forecasting and reporting tools, resulting in improved organization and accountability against sales goals.
“
We had an excellent experience with accelant. Our consultant, Katlynne Shields, arrived at each session prepared and engaged, and she was adept at helping our team members navigate this CRM upgrade. Everyone feels now like our HubSpot tool will do something for them and that they have a sense of ownership of it. This mindset really helps with adoption and overall value generation. Well done!
Julian Bossong, Chief Executive Officer
THE RESULTS
A team enabled to scale their business with HubSpot
Sales team enabled for long term adoption and success
The South Atlantic sales team were each given 1:1 training by Onboarding Consultants. To build space for efficient adoption of HubSpot Sales Hub, the client’s sales team were provided a flexible approach to incrementally introduce some new standard sales processes. This flexible approach also left room for salespeople to still maintain elements from their individual ways of working to drive the best adoption possible.
Powerful Sales Reporting
Through HubSpot forecasting, South Atlantic Packaging can now see enhanced data visualizations and track sales performance against goals for two separate sales pipelines with emphasis on tracking new business.
Maximized Use of HubSpot Tools
accelant Onboarding Consultants maximized the client’s HubSpot investment and subscription capabilities through the utilization of marketing forms and email templates to introduce new lead generation and nurture activities into the company’s marketing strategy.
Interested in learning how your organization can benefit from accelant’s customized HubSpot Onboarding services? Contact us to discover how we can help you achieve your business goals efficiently and effectively.
