0%
increase in sales velocity
0
months to complete onboarding
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0%
User adoption rate of HubSpot

Client Profile

RMB Engineered Products has been a trusted Manufacturers’ Representative since 1982, delivering equipment and service solutions to the power, chemical, and heavy industrial markets across the Midwest.

Case Study Highlights

As a rep group in the industrial space, RMB has a long and often complex sales cycle that requires different tracking and segmentation for their various buyers and project types. They sought to create a system, process and structure to boost their account-based sales operations.

By using HubSpot’s sales tools and mapping out their ideal processes in collaboration with Simple Machines, RMB was able to not only structure but streamline and accelerate their sales efforts, enabling a more efficient and effective way to expand into target accounts.

Key deliverables included:

  • HubSpot audit

  • HubSpot training

  • HubSpot training and enablement

The Challenge

  • RMB was looking to drive new business among a list of targeted industrial plants, and the biggest challenge was getting a foot in the door with new contacts.

  • They had invested in HubSpot, but the platform wasn’t being fully leveraged and usage was sporadic. As a result, their prospecting activities were largely manual and hard to track.

  • To understand the impact of prospecting, they needed better data and insights that would enable them to measure and improve their strategy.

The Solution

  • Simple Machines started with an audit of RMB’s HubSpot environment that defined remediation needs, best practices and prioritized recommendations to help them achieve their objectives with HubSpot.

  • To ensure RMB was working from a reliable foundation, we addressed the technical set up and data clean up items while confirming that all settings, custom properties and integrations were configured to support their processes and capture unique data requirement, including commission vs buy-resell deals.

  • To help RMB organize their sales, we helped them set up and configure their Target Accounts tool so they can see overall performance with key accounts in one place.

  • To increase sales efficiency, we guided RMB through planning and implementation of sequences, templates and snippets along with calling and meeting tools.

  • To provide actionable data and insights, we helped set up the dashboards and custom reports built around their sales structure and account-based strategy.

  • Along the way we provided guidance, training and documentation to ensure the team was armed and ready to fully leverage HubSpot.

AI Chatbot
“Christine and Charlie took the time to learn about our business in order to develop ideas for improvement. They were able to break down complex processes into clear, actionable steps, which made it easy for our team to follow and implement changes smoothly.”

  • CJ Shultz, Inside Sales Representative, RMB

The Results

Increase in Sales Velocity

In the 60 days following implementation, RMB saw a 71.62% increase in sales velocity.

Streamlined Prospecting Process

With clearly defined target account lists and a documented process in place, the RMB sales team could spend less time on admin and more time on prospecting.

Revenue Insights for Sales Leadership

With comprehensive dashboards and custom reports tailored for executives, sales management, and sales reps, RMB gains a reliable, real-time 360-degree view of business performance. This enables the team to operate with true data-driven precision.

AI Chatbot
“Our CRM software is now much more organized which has encouraged its use. Simple Machines was easy to work with, and the progress was measurable across the week thanks to their full visibility.”

  • CJ Shultz, Inside Sales Representative, RMB

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