“NI Chamber engaged Lockview to support the team leading on the integration of our sales and marketing functions.
With their assistance and product knowledge, we activated recently purchased software more effectively, streamlined our internal processes and improved collaboration across teams. This has resulted in much greater efficiency internally and more effective cross-team working. Ultimately, it has increased membership and improved member engagement with our services.” – Chief Executive, NI Chamber
Challenge:
The Northern Ireland Chamber of Commerce and Industry faced the challenge of aligning its marketing and sales functions while leveraging its existing HubSpot platform delivered through a marketing agency. The objective was to bridge the gap between marketing and sales, generate more inbound leads, introduce accurate sales forecasting into the business and generally increase sales conversions with delivering new members. Additionally, they sought to enhance member engagement and create targeted marketing campaigns to improve membership retention.
Solution:
Led by Adrian from Lockview Business Solutions, the project began with a comprehensive review of the Chamber’s HubSpot setup and associated costs. Adrian’s hands-on approach involved fully immersing himself in the sales process, working closely with the sales team both in a team environment and on an individual basis. He ensured that all users were utilising the platform correctly and understood its functionalities.
Specific reports and dashboards were built, providing live information for individuals, teams, and management to base their meetings upon. These customised reports and dashboards allowed for real-time insights into key metrics, enabling informed decision-making and strategic planning. Automation was integrated within the processes to streamline workflows and improve efficiency, ultimately contributing to additional sales.
Results:
Adrian’s hands-on approach and strategic guidance have significantly transformed The Northern Ireland Chamber of Commerce and Industry’s sales and marketing functions. By fully understanding the sales process and working closely with the team, he facilitated seamless integration of HubSpot into their workflow, resulting in improved efficiency and effectiveness. Sales meetings were introduced and live dashboards were produced to structure the meeting, including pipeline management, forecasting, close ratios and deal velocity.
The implementation of specific reports and dashboards with live information provided actionable insights for individuals, teams, and management, empowering them to make informed decisions and drive performance. Automation within the processes streamlined workflows, saving time and resources while enhancing productivity. This automation has played a crucial role in helping the team achieve additional sales.
Conclusion:
Adrian’s dedication and expertise, coupled with Lockview Business Solutions’ hands-on approach, have led to remarkable success for The Northern Ireland Chamber of Commerce and Industry. By leveraging HubSpot effectively and building customised reports and dashboards, along with integrating automation within the processes, they have achieved their objectives of bridging the gap between marketing and sales, enhancing member engagement, and driving sales growth. Membership growth has multiplied, sales forecasting is now accurate which has allowed the team to exceed all targets that have been set.
