Docket recently joined the HubSpot app ecosystem to make it easier to manage customer engagements and save valuable resources alongside other data within your single source of truth. As noted in HubSpot’s upcoming INBOUND session, “Five Integrations to Help You Grow Better Through Anything,” hosted by Nancy Riley, GM & VP of Product, Ecosystem Product at HubSpot, collaboration has moved virtual, but it remains important to build and enable deep connections with customers and prospects.
Don’t miss Docket at INBOUND on September 23, 2020.
World-class management of the customer lifecycle involves a complete view of manual and automated touchpoints that blend seamlessly into a guided walkthrough for a prospect. Even as many sales teams embrace video conferencing solutions like Zoom or Google Meet or Microsoft Teams, meetings remain a common stumbling block and can hamper the formation of a lasting relationship.
Docket’s meeting intelligence platform supports sales leaders through the meeting management process end-to-end and ties everything directly back to HubSpot’s CRM. Whether it’s your marketing team making a connection with a prospect, or your customer success team reaching out to a customer for an annual review, Docket helps you build transparency and accountability into your processes while increasing everyone’s overall productivity.
Preparation
In most sales processes, meetings fail before they begin. Preparation beyond 10-minutes of research can greatly improve the quality of an upcoming meeting. By creating a thoughtful meeting goal and agenda–complete with questions for the prospect or customer, resources, and data or information requests–sales leaders can start to set expectations for the prospect, as well as invite them to prepare answers to some of your questions or even add questions of their own. In this step, a client may even point out that all of the proper stakeholders haven’t been invited!
When considering that sharing an agenda a day or two before a meeting can be a valuable touchpoint in the customer lifecycle, sales teams represent the thought, care, and seriousness of their brand or product.
Execution
Because the prospect or customer had the opportunity to view the agenda beforehand, more time can be spent engaging in relationship-building and fruitful discussions. Even if a deviation from that original plan occurs, the context and goal of the meeting remain intact. Take note of these deviations, as well as key points, decisions, and action items for later.
Docket can aid in this stage of the meeting. Sales leaders and prospects can both take notes collaboratively–including private notes for later–as well as assign tasks for follow-up.
Follow-through
Finally, once the meeting has ended, the customer lifecycle doesn’t pause or lapse. With Docket, HubSpot users can save the meeting agenda, notes, resources, meeting recording, and more directly to the prospects Contact record in the CRM. Additionally, the same records can be shared with the customer alongside a personal thank you message, follow-up items, and–most importantly–next steps.
While sales leaders can quickly find and look over these notes before the next meeting, prospects and customers will also know what is expected of them during this phase of the journey and when to next hear about the next meeting or call.
Now that the sales process and customer journey looks technically different, sales teams and organizations need to closely examine every moment of the customer lifecycle and aim to enhance each touchpoint so as to better form a cohesive and guiding journey. That much hasn’t changed.
