BBMG Consulting creates tailor-made brand solutions for companies with a passion for sustainability.
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.
BBMG’s lead generation process is, much like their services, very bespoke. For the most part, they rely on organic search, referrals, former clients and people in their network to source new clients, which has worked well. However, Business Development Manager, Liz Courtney wanted to take their inbound activities up a notch through newsletter marketing – something they couldn’t invest much time into.
After searching for something intuitive and simple to manage their sales process, they came across Pipedrive, an agile and customizable alternative that turned out to be a great fit.
Over the course of five years, Liz has used Pipedrive to keep track of her daily activities and define her sales process. Using custom fields, she can add invaluable details to each contact, including where leads came from so, they can monitor the success of different lead sources.
Liz found Outfunnel, a marketing tool that helps sales teams automate their marketing campaigns, in the Pipedrive Marketplace less than a year ago. In addition to syncing Pipedrive contracts with BBMG’s mailing list, Outfunnel tells Liz when people open or click on newsletters which ensures she’s remarketing to contacts more consistently and without all the manual work.
After adding Outfunnel to her sales process, Liz was able to add 500 subscribers to BBMG’s monthly newsletter. This increase to their subscriber base increased revenue for BBMG and transformed the newsletter into a long-term source of new opportunities.
Automating repetitive, behind-the-scenes activities like adding people to their newsletter list helped Liz focus her attention on clients, while also enabling her to target better leads.