Sales Enablement Delivers $1.5M in New Sales Opportunities in 3 Months

September 28, 2016 Matthew Cook

Don’t you just love a great inbound success story? It’s utterly inspiring to help a company reach accelerated growth and huge success with the inbound methodology and sales enablement.

Our work with Seventh Heaven Event Catering is one of those great success stories. The company’s quick growth helps remind us why we do what we do and keeps us motivated and passionate about inbound.

We’re excited to share this story!

Company Challenges

Seventh Heaven Event Catering provides custom catering solutions for both small and large corporate events, social events, and weddings in the Greater Toronto Area. The catering company goes above and beyond menu creation and execution. Its services also include rentals, service personnel, venue selection, décor and floral arrangement, audiovisual and entertainment, and more.

Before Seventh Heaven Event Catering came to SalesHub for help with inbound sales and marketing, it already had a stellar reputation and 15 years in the business. It catered 900 events every year and had won 10 awards in the catering and event industry.

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However, the company’s growth was stagnant. Its owners had a passion for food as well as expertise in event management and customer service, but not much experience or knowledge when it came to marketing. They tried to grow their web presence on their own, but their efforts weren’t very successful.

They had been using HubSpot for a year with no results—not even a single lead. Naturally, the owners were frustrated and they were even considering cancelling HubSpot altogether.

They also struggled with a website that wasn’t designed for conversions, was difficult to navigate, and was outdated. It wasn’t generating leads. In addition, they had a poor social media presence and only a handful of blog posts from several years ago.

How We Helped

Seventh Heaven Event Catering wanted to grow their catering business, and we knew exactly what to do to make that happen: we needed a multi-pronged approach that included web design, inbound marketing, and sales enablement.

First, we built the business a fresh new mobile-optimized website that was focused on lead conversion and was drastically more user friendly.

Then, we helped grow their existing web presence. We grew all of their social accounts and started blogging three times a week to boost website traffic and conversions.

To help with sales, we implemented a sales enablement strategy so the sales team would be prepared to close inbound leads. For starters, we worked closely with the client to define the company’s sales process and mapped it out in the HubSpot CRM. It is imperative that the entire sales team is equipped with the knowledge and tools needed to be successful. We trained their staff to use both the CRM and HubSpot Sales. We also set up Sequences and Meetings tools to help automate lead nurturing, following up, and scheduling sales calls. In addition to refining their follow-up processes, we created forecasting for sales, operations, and production to minimize inefficiencies and help with growth.

The Results

By helping Seventh Heaven Event Catering enhance its inbound marketing efforts, we were able to boost traffic by 200% and increase leads by a whopping 3000% in just three months. This translated into $1.5 million in their CRM pipeline. Thanks to our sales enablement efforts, the company gained $186,000 in new business in the first three months alone.

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This project was no doubt a success. Not only did our inbound marketing efforts help with lead generation and conversion, but our sales enablement methodology also allows the company to streamline its sales processes and close more deals in less time.

Finally, the client was seeing real growth. The owners also changed their tune about HubSpot. With the help of a HubSpot Platinum Partner Agency, Seventh Heaven Event Catering was able to see HubSpot working for the first time since they started using it. Instead of cancelling their Professional package, the owners decided to upgrade to the Enterprise package! Since this client has more than one website, with the Enterprise upgrade we were able to consolidate multiple sites into the same CRM, saving time and increasing efficiency. 

edgardo-spano-saleshub-testimonial.png“We had been using HubSpot for a year with no results, not a single lead! We were frustrated," explains Edgardo Spano, co-owner of Seventh Heaven Event Catering and Director of Sales & Marketing. "Our website wasn’t designed for conversions. We were considering cancelling HubSpot altogether. Then we met SalesHub. They designed and built us an incredible website, grew all social accounts, defined our sales process, mapped it into the CRM, trained our people on how to use HubSpot CRM and Sales, and so much more. We are thrilled with the results! Business is booming and we couldn’t have done it without SalesHub.”

It really is a feel-good success story, isn’t it?

  What Is Sales Enablement?

 

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