How BBMG Used their Network to Grow their Number of Newsletter Subscribers

BBMG Consulting creates tailor-made brand solutions from its offices in New York and San Francisco.

  • Client: BBMG Consulting
  • Industry: Consultancy
  • Location: New York and San Francisco, USA
  • Number of employees: 15
  • Employees in sales: 1
  • Integrations used: Outfunnel
Problem

CRM Requirements

Because of the company’s tailored approach to consulting, BBMG’s sales process involves a lot of work. Selecting the right prospects is time-consuming, and once the right match is found, the team needs to put in a lot of effort to seal the deal. They needed a CRM tool that is simple and intuitive but also agile and customizable. 

Business Develop Manager Liz Courtney wanted to take their inbound activities up a notch, but lacked time.

Newsletter marketing was something BBMG wanted to improve on, but couldn’t invest much time into. There was a newsletter sign-up form on their website for acquiring leads on, but it was far from optimized. New people signed up, but weren’t being monitored or contacted personally. The newsletter stats were a mystery.

How they work

BBMG gets their hands dirty before the first meeting.

They talk to consumers, draft up a solution, and enter the room with a thorough understanding of their prospect’s challenges. This does take a lot more time, but that leads to getting hired by companies with the values they’re looking for.

Liz coordinates the entire process from initial contact to final negotiations. This means approximately half a year of arranging meetings, follow-ups and general communications between each client and the rest of the BBMG team.

I would lose track without Pipedrive. It’s the place where I can dump everything and still keep it organized.

Liz CourtneyBusiness Development Manager, BBMG
Liz Courtney
Solution

How Pipedrive helped

Over the course of five years, Liz has used Pipedrive to keep track of her daily activities and define her sales process. She uses custom fields to track details about each BBMG contact, track where leads come from, and to see which channels are working best. 

Outfunnel turned BBMG’s newsletter into a steady stream of opportunities. Outfunnel is a marketing tool that helps sales teams, among other things, automate email marketing campaigns. It seamlessly integrates with Pipedrive data to keep key email and web metrics from your website in one place. After adding Outfunnel to her sales process, Liz was able to add 500 subscribers to BBMG’s monthly newsletter. The contacts added were in Liz’s network all along but simply weren’t being capitalized on. Automating repetitive, behind-the-scenes activities like adding people to their newsletter list helped Liz focus her attention on clients, while also helping her target better leads.


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Pipedrive features used

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