Doug Davidoff
The biggest news among the product announcements made by HubSpot at Inbound 2018 was the addition of an Enterprise level product for the HubSpot Sales tool. Over the last four years, HubSpot has been invested more time, energy, focus and money to make their sales product the equivalent (for both revenue and capability) of their core marketing product.
Sales technology is gaining more and more momentum, as growth-focused companies are investing in their capabilities to enhance sales performance, and to do for sales much of what marketing automation has done for lead generation and marketing efforts.
There is no question that sales needs a transformation when you consider the following:
- Customer acquisition costs continue to increase at faster rates than revenue growth rates do
- The percentage of sales reps that consistently hit quotas continues its multi-decade trend of decline
- The same is true for the percentage of time sales reps are spending actually selling (of course, this trend may be the cause of the first two)
HubSpot’s announcements about their sales products not only reiterates their continued commitment to addressing the sales side, it also is a clear indication that HubSpot is aiming to become indispensable for larger companies and larger sales teams.