Getting back to the fundamentals of They Ask, You Answer. How do you stay focused?

Posted October 22, 2021 in
Leaders Leaders

Connor DeLaney

"If you’re not prepared to be wrong, you’ll never come up with anything original."

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We had a fantastic discussion around this topic of "staying on the path" in our Executives mastermind group this week and I want to open that discussion to the larger leadership community. 

Some thoughts we shared around sticking to the fundamentals:
  • It starts with the leaders of your organization to live and breathe these principles 
  • The team will linger to their old ways if the habits are not regularly reinforced and recognized AND when challenges arise in their roles 
  • Building a strong foundation for content creation and consumption through your website, CRM, and staff is crucial
  • Always celebrate the wins and lessons learned, big or small
  • Content managers and videographers deserve to have a seat at the table and should be integrated into bigger, strategic conversations
Jennifer Hoynes , Keven Ellison , Kaitlyn Pintarich , Ruben Aguirre , Mitch Redekopp , Craig Keller , Dale Pease , Larry Kagan , Paul Schokker , Bob Ruffolo , and Tom DiScipio really helped fuel the conversation. 

What else should be on this list? How else are we reinforcing the fundamentals of They Ask, You Answer with our teams to ensure long-term success?
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Dale Pease
Somebody brilliant (Jennifer Hoynes?) on the call yesterday said something to the effect of: "Without using a CRM to track the customer's journey through the sales process to show the return on the investment (in time/effort) the concept can't be sold to others in the organization." I think they were talking about this in relation to just getting started using Salesforce. 

This is a long-winded introduction to the question, how much of this tracking can be done using tools like Hubspot, vs a specific CRM (like Salesforce?) I guess I'm asking, where is the line? We have a tool our franchisees use to do their estimating, and scheduling of jobs, but it is a pretty lousy CRM. It doesn't have much in the way of tracking tools, to show the customer journey. I've been thinking at some point we may want to make the jump to Hubspot (in conjunction with our current CRM) and I thought it would be enough to get us the data we needed. But the statement yesterday got me second-guessing myself.
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Connor DeLaney
Dale Pease that was  Jennifer Hoynes and her team over at Ashcroft! l'll speak a bit from the HubSpot end and say if you're website it built on HubSpot and you use HubSpot as your CRM, it'll be able to show you the individual actions every visitor of your website takes. You can typically communicate with other CRMs through HubSpot via intergrations to help piece those tools together. 

Carina Duffy , Jessica Palmeri , or Melissa Prickett do you think you could help better explain that process for Dale? 

Nathan Dube ,  Adam Stahl , thought you both might have some good input here as well. 
Dale Pease
Thank you, Connor. This was my understanding as well. I pictured using HubSpot to track user's journey through the site (and through the sales process to close) and having the customer data in HubSpot sync with the customer data in our CRM via an API for scheduling estimates and jobs, and creating the estimates, work orders, and invoices.
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Carina Duffy
Hey  Dale Pease ! I'd agree here - it sounds like HubSpot would be a great fit for capturing new leads and guiding/educating (and of course tracking) them through the sales process, then connect HubSpot to your current CRM for all of the operational stuff.
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Nathan Dube
We will be doing a TAYA tuneup come January. Basically for us the metaphorical "car" just needs new tires and an alignment. Other than that, were good.

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