Adams Outdoor · with Value-First Team
Bring the sales workflow into HubSpot.
Sales workflow03
Taking over and building on what was there.
My work with Adams Outdoor started when I took over the development and management of their HubSpot UI extensions from Aptitude8. Working with Adams and Value-First Team, I’ve continued building on those capabilities as the team brings more of its sales process into HubSpot.
For a sales rep, that process starts with finding the right billboard locations for an advertiser’s campaign. They need to see what’s available for the dates, build a proposal around those options and get the chosen inventory into a contract. Each step depends on the decisions and details from the one before it.
From available inventory to a contract.
The availability extension brings inventory information into the HubSpot deal, where the rep can search by market, dates and campaign requirements, review the options and add the units they want. Those selections become line items carrying the identity of each billboard and its commercial details. The dates used in the search can come across too.
Those line items give the proposal and contract tools something they can both work from. When a rep selects inventory, that choice becomes part of the deal and carries forward into the next step.
In Proposal Builder, the rep chooses which units to include and how to present them. The extension brings together the inventory, pricing, photos and maps in a PowerPoint proposal, giving the rep a way to organize the options around the campaign they’re selling using the information already on the deal.
When it’s time to create the contract, Contract Builder uses the deal, its line items, dates and billing details to create or update the contract in AdManager Connect and request the corresponding bookings. Availability still needs attention at this stage: a unit in a proposal hasn’t necessarily been reserved, holds can expire and another booking can affect the dates. The extension brings those details back to the rep so they can see what needs to be resolved.
For Adams, this has meant less manual work between availability, proposal and contract, faster proposal turnaround and better visibility into availability and booking conflicts. The extensions put the information and the actions together, so the rep can move the sale forward from the deal they’re already working on.
Ongoing technical CRM support.
The ongoing work matters here. Adams brings the sales process, inventory rules and feedback from the people using the tools. I work with their team and Value-First Team to turn that into changes to the extensions and integrations, while continuing to manage what’s already there.
This is where having a technical CRM consultant available has been valuable. As Adams identifies more things its team needs to do inside HubSpot, I can help work through the process, the data and the connection to the other systems, then build that capability into the interface the team uses.
Talk with Ryan
Bring one system, process or customer handoff that needs attention. In a free 30-minute introduction, we’ll discuss fit, scope and a useful next step.
Free, 30 minutes. No technical brief needed. Prefer paid advice on one decision? See the $450 working session.