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RJ Young

How We Helped Streamline Lead Management in HubSpot and Salesforce.

Services Provided

  • Salesforce & HubSpot Integration
  • Custom Workflow
  • Automation Development
  • Data Standardization
  • Marketing & Sales Process Automation
  • Ongoing Support & Consulting
Screenshots of Salesforce Flow

The Challenge: Rapid Growth Exposed Inefficiencies in Lead Management

RJ Young, a 70-year-old company known for its expertise in imaging solutions, had grown rapidly, doubling in size in two years due to its expansion into tech solutions. This rapid growth put strain on their existing sales and marketing systems, leading to inefficiencies in lead management. Specifically, their challenges included:

  • A lack of seamless integration between HubSpot and their custom Salesforce setup
  • An inability to automatically assign contacts to the correct accounts and sales territories
  • A manual, inefficient process for inside sales specialists to qualify leads
  • Limited visibility into marketing’s impact on sales outcomes 

 

Our Goal

Provisions Group’s objective was to develop an automated lead flow that streamlined the sales and marketing process while ensuring a seamless integration between HubSpot and Salesforce. We aimed to create a system that would automatically capture and assign contacts based on predefined sales territories, convert qualified leads into deals, and sync them back to HubSpot.  

Our goal was to provide marketing with the tools for the inside sales specialists to have an intuitive workflow that eliminated manual processes, improving efficiency, and allowing them to focus on the highest-value leads. By enhancing data tracking and reporting, we also strived to strengthen the partnership between sales and marketing, increasing visibility into the effectiveness of marketing campaigns and their contribution to revenue.  

SOLUTION

Our team worked closely with RJ Young’s marketing team to build a robust, scalable solution with these specific components:

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Salesforce-HubSpot Integration

We developed an automated flow that captures contacts from HubSpot, checks if an account exists in Salesforce, assigns contacts appropriately, and routes deals based on territory.  

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Automated Lead Qualification and Assignment

We collaborated with the marketing and IT team to establish criteria that determine which contacts qualify for deals, ensuring only high-quality leads are passed to sales.

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Inside Sales Workflow Optimization

We built custom sequences in HubSpot to help inside sales specialists efficiently manage their outreach, track interactions, and automate follow-ups.

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Marketing and Sales Alignment

We enabled detailed tracking of marketing activities leading to sales, improving reporting and decision-making.

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Ongoing Support and Expansion

Following the success of the initial rollout, we are now expanding the system to additional sales teams and refining marketing processes. 

The Results

The implementation of this new system has significantly improved RJ Young’s lead management process, leading to: 

  • More Efficient Lead Processing: Automated workflows have streamlined outreach, reducing reliance on spreadsheets and improving follow-up efficiency.
  • Improved Sales and Marketing Collaboration: Teams now have increased visibility into lead sources, sales progress, and marketing’s contribution to revenue.
  • Unified Team: Marketing and sales teams work together more cohesively, communicate more effectively, and operate with greater transparency.
  • Scalable and Repeatable Process: The system’s success has led to expansion across additional teams, ensuring consistency in lead and deal management.
  • Data-Driven Decision Making: Enhanced reporting provides deeper insights into marketing effectiveness and sales conversion trends.
  • Consistent Deal Flow: RJ Young saw a substantial increase in auto-assigned deals per month. 

With a new system in place, RJ Young saw a substantial increase in auto assigned deals per month.

RJ Young
Renee Grey
Renee GreyDirector of Marketing

“Provisions Group delivered custom development that enabled lead data to flow seamlessly from HubSpot to our custom Salesforce instance, which doesn’t natively integrate with other platforms. They also built a central hub for our inside sales team, streamlining workflows, providing tracking, and driving greater efficiency across sales and marketing.”

Logan Johnson
Logan JohnsonSalesforce CRM Admin

“Provisions Group is an extension of our team...I can’t imagine us without them.”

Ready to Transform Your Lead Management Process?

Provisions Group can help your team optimize workflows, integrate platforms, and create scalable solutions tailored to your needs. Contact us today to learn more.