Recent HubSpot MEDDICC Build-out

I recently built a HubSpot CRM tailored for a GTM in the Enterprise P&C insurance space.

We were targeting independent, non-captive agencies in an extremely M&A heavy space (the top 300 or so in the country).

Organizations were considering every tech decision for optimization purposes to maximize their competitive advantage.

They were also focused on making themselves more attractive for acquisition, since many agencies in their revenue band were receiving a 10x multiplier on their valuation.

1. Embedded links and input notes from over 3,100 pages of confidential reports containing prospect info
 
2. Used MEDDICC to clearly define decision team and whether contacts were technically inclined
 
3. Included organizations' business philosophy, business split, quotes from execs, and more
 
4. Ensured we did not prospect existing customers operating under same name as leads
 
5. Optimized efficiency with integrations and workflow development
 
6. Included details regarding ownership type (ESOPs, public, private and PE)

The result was a CRM that any veteran salesperson could grab, find an account, and understand exactly how to approach the next step.

I used this CRM myself to prospect and run demos.

It was efficient enough that I could send upwards of 50 personalized emails a day, make 60-70+ cold calls, and consistently achieve 125% of my weekly prospecting goal.

For demo preparation, it centralized data and removed hours of research from disparate sources.

It positioned me to understand the sphere of influence within the organization and informed me on how to present to those in attendance in as little as 10-15 minutes.