Designing sales processes for growth

Background

Summit Systems, an industry leader in the plastic material handling, temperature control, and recycling sectors, recognised the need for technological advancement to meet their ambitious growth targets. The desire to enhance the sales team's efficiency by streamlining processes such as prospecting, deal updates, and quoting was paramount. Additionally, Summit Systems aimed to evolve its brand positioning to better reflect its aspirations in the plastics and cooling markets, seeking to improve customer interactions at every touchpoint in terms of both presentation and experience.

Having worked with Summit Systems at the board level for many years, Wellmeadow, identified HubSpot as the ideal platform to elevate the sales team's efficiency and foster a cultural shift within the company towards more dynamic and effective customer engagement.

Of key importance to the relationship is also the fact that the directors of Wellmeadow have senior level Manufacturing Management experience. David used to run factories in the Automotive sector.

How we helped

Wellmeadow's HubSpot experts embarked on a comprehensive journey with Summit Systems to pinpoint precise requirements for leveraging HubSpot's marketing, sales, and service hubs to their fullest potential. This collaboration extended to custom training sessions designed to familiarise Summit's diverse teams with the nuances of HubSpot, ensuring a seamless transition to the new system.

A pivotal aspect of this initiative involved the meticulous design and implementation of tailored sales processes across different business units. Through a consultative approach, Wellmeadow reimagined the sales journey, integrating HubSpot's capabilities to automate key processes and significantly boost internal efficiencies.

Recognising the importance of maintaining synergy with existing systems, Wellmeadow facilitated the integration of HubSpot with Summit's ERP systems using Power Automate. This strategic move ensured a smooth information flow between disparate systems, preserving operational continuity.

The discussions around sales process optimisation also unveiled opportunities to leverage HubSpot's service hub. This insight led to the innovative use of both sales and service hubs in tandem, enabling Summit Systems to monitor deals from both commercial and technical standpoints comprehensively.

Moreover, Wellmeadow continues to play a crucial role in developing customised reporting and dashboards within HubSpot. This advancement has been instrumental in enhancing transparency and understanding of business outcomes, significantly reducing Summit Systems' reliance on spreadsheets and fostering a more data-driven culture.

The partnership between Wellmeadow and Summit Systems has catalysed a transformative shift in how the company leverages technology to achieve its business objectives. By integrating HubSpot into its core operations, Summit Systems has not only streamlined its sales processes but also elevated its brand positioning and customer engagement strategy.

This strategic transformation has empowered Summit Systems to pursue its growth ambitions with greater confidence, backed by a robust technological foundation that enhances both the efficiency and effectiveness of its sales and service teams. Through Wellmeadow's expert guidance and the powerful capabilities of HubSpot, Summit Systems is now poised to lead the way in its industry, setting new standards for excellence in customer service and operational efficiency.