How we used HubSpot CRM to supercharge Perth is OK's Sales efforts

Client Testimonial

Working with RevX has been transformative for my businesses. Perth is OK! & Social Meteor. Their detailed advice & structure has led to a 30% increase in annual revenue and a 20% boost in customer retention. David & the RevX team are exceptionally knowledgeable and professional, delivering customised strategies and innovative methods that are truly exceptional. I feel like the strategy and execution implementation took the guesswork out of our sales function, creating a repeatable and scalable process. I highly recommend their services to anyone looking to scale their business.

Luke Whelan

Managing Director, Perth Is OK! & Social Meteor

About Perth is OK!

Perth is OK! is the largest independent digital media outlet in Western Australia – a social media-led, modern digital media organisation that prides itself on being at the forefront of how audiences engage with media brands online.

Nearly 80% of their audience is based in WA, with perthisok.com proudly attracting over 500,000 unique users and 1.3 million web page views per month. We also boast over 1 million social media followers across Instagram, TikTok and Facebook that are all interested in – and love – our city and state.

The Challenges

Revenue growth & sales efficiency

Perth is OK turned to RevX with a clear objective: accelerate growth. Despite facing challenges in meeting aggressive targets, they saw a chance to streamline and boost sales team efficiency. Their strategy included harnessing automation to broaden outreach and customer acquisition efforts. Recognising their underutilisation of HubSpot CRM, they sought to maximise its functionalities to capitalise on untapped revenue potential.

Targeting Strategy

Despite having a solid database, Perth is OK lacked comprehensive organisation of their potential ideal clients across WA market segments within HubSpot for effective outbound prospecting.

Outbound Selling System

HubSpot usage was rudimentary, lacking a structured selling system that consistently delivered results.

Reporting

The executive team had basic revenue reporting but lacked visibility into overall pipeline size, monthly revenue generation, average deal size, and win rates. Activity tracking relied on disconnected spreadsheets, hindering alignment with growth targets.

The Solutions

A unified and connected sales strategy built on HubSpot CRM

We developed a comprehensive strategy and by leveraging HubSpot CRM, we linked individual sales representative activities directly to desired outcomes. This alignment provided clear insights to both the sales team and executive leadership, outlining the necessary inputs for achieving revenue goals effectively.

Ideal Client Profiling & List Generation

Working closely with the team, RevX employed tools such as Appolo.io, Zoominfo, and LinkedIn Sales Navigator to generate supplementary lists of ideal clients. These lists were segmented and organised within HubSpot, optimising readiness for outbound prospecting efforts.

Outbound Sales System via HubSpot CRM

RevX introduced a robust outbound sales system by configuring HubSpot CRM to enhance outbound selling and lead generation. Implementation included the integration of snippets, playbooks, additional pipelines, and workflow automation. This streamlined process not only ensured consistency in sales operations but also facilitated automated payments via Stripe and simplified meeting scheduling, reducing additional sales overhead.

Executive Reporting

To enhance transparency and decision-making, RevX developed a comprehensive sales activity dashboard. This dashboard tracked individual sales representative metrics such as calls, meetings (categorised by sales meeting types), proposals sent, and market penetration.

Activity conversions were integrated into a new revenue dashboard, offering clear insights into pipeline size, growth metrics, average deal size, win rates, and monthly revenue generation. This clarity enabled monthly assessments of progress towards revenue goals, identifying areas needing adjustment promptly.

The Results

Perth is OK have acquired more customers, more revenue per deal and a significant increase in pipeline since rolling out their new outbound selling system built on HubSpot CRM.

New Clients

Tactical Email Campaign: Launched to a new market segment resulting in:

17x sales qualified meetings

8x new customers

Pipeline Growth

Achieved a significant pipeline growth of 27.95%.

Increased Deal Size

Enhanced client targeting led to a 41% increase in deal size

Sales Velocity

Realised an impressive 881% increase in sales velocity

Impact

Consistent predictable revenue growth

RevX’s solutions empowered Perth is OK with renewed confidence and clarity in setting and achieving revenue targets.

By leveraging HubSpot CRM effectively, they not only streamlined operations but also expanded their market reach and revenue potential. By automating manual processes not only have they increased cashflow but also improved the customer experience.