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One source of truth increases sales rep productivity “Today, our sales reps rely on HubSpot to increase sales and find strategic opportunities to engage with our customers.”

“It’s one of those things where you don’t know you have a problem until you solve it,” says Meg.

In this environment, Snap! Raise’s sales reps have a whole new appreciation for the HubSpot CRM platform-and couldn’t do without it. “They’re using HubSpot to reach out to customers and keep themselves organized.” “Sales reps who were used to selling face-to-face are now at home, stuck in front of their computers,” says Meg. As is common, they wanted to stay with their own methods of managing leads and customers.īut as Snap! Raise continued to customize the HubSpot CRM platform and demonstrate how easy it is to use, they won over the sales reps.įortunately, by the time COVID-19 hit-and reps could no longer visit customers and leads in person-they were all avid users of the HubSpot CRM platform. When Snap! Raise first rolled out the HubSpot CRM platform to its remote sales team, many reps were reluctant to adopt it. Capturing Information While Selling Remotely Snap! Raise soon landed on the HubSpot CRM platform, implementing Sales Hub, Marketing Hub, Service Hub, and CMS Hub. Furthermore, they wanted a platform that could go beyond sales to include marketing and customer service to align critical functions. They wanted a CRM platform that would be easy to use and customizable for its remote sales team.

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“We weren’t ready to do an engineering round and build out Salesforce company-wide, which is usually the first step with them,” says Meg.Īs a result, the remote sales team continued to use a variety of manual methods to manage sales information and contracts-and the Snap! Raise team started looking for a new solution. But the team didn’t realize how much development work would be needed to roll Salesforce out to its remote sales team-or how complicated it would be to use. When the company launched, Snap! Raise implemented Salesforce for its key accounts team and had plans to roll it out more widely. They would have to walk in cold, shake the customer’s hand, and try to figure out where things were at.”

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“When sales reps left, much of the historic territory knowledge left with them if they didn’t update the database, which left new sales reps to start from scratch. Without a standardized process of sharing documentation across teams-and with the difficulties in updating and retrieving the history of customer interactions-Snap! Raise had to strike a balance between speed and accuracy in customer relationships.īecause data was inputted and evaluated by individual sales reps, new sales reps were often left with little context about customers and leads when they stepped into the role. “We were overwhelmed with the volume of paper and needed a better way to organize and access it.” “Agreements and other important documents often lived on paper in multiple areas,” says Meg Peterson, VP of Operations and Inside Sales at Snap! Raise.

Snap! Raise’s remote sales team, including 85 sales reps and 10 sales managers, had developed their own methods of tracking customer and lead information, which meant that organizing, categorizing, and utilizing important customer information was a time-consuming, manual process. But, prior to HubSpot, when turnover occurred in its remote sales workforce, new sales reps had to scramble to find key customer information and rebuild relationships if they had not been updated in real-time. Scrambling to Find Customer Information With Every New Sales RepĪs the leader in K-12 fundraising, Snap! Raise depends on its institutional history and shared data to serve tens of thousands of clients and customers.

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