Full Video Transcript
Dave Kurlan: Objective Management Group was founded in 1990 and we have 12 employees plus 110 resellers around the world. The kind of work we do is we evaluate a company’s people, their systems and their strategies. What are reasonable expectations for your sales people? What impact is sales management having on the sales force? We help companies make better hiring decisions by helping them attract stronger candidates, helping them select better candidates and helping them retain better candidates. In 92 percent of the cases where they hire the people that we recommend, those new sales people end up in the top half of their sales organization.
Prior to becoming a HubSpot customer, we had a traditional website and I had one of the free blogs on Blogger.com and the internet was not a tremendous source of new business for us. It wasn’t a tremendous source of leads. We got leads but they weren’t qualified leads. They weren’t quality leads and there wasn’t a connection in my mind between the blog and the ability to generate traffic for Objective Management Group. Once we started working with HubSpot, the new reseller opportunities that we developed online were much, much better.
It’s really cool. Prior to HubSpot, we had some traffic. It was decent traffic but like I said before, it didn’t generate the quality of traffic or the quality of leads that we wanted. Once we started working with the people at HubSpot, they were able to teach us how to use the blog more effectively in terms of the titles we would use on the article, the content of the article and how that might tie into attracting the kind of prospects that we wanted visiting our website.
We’ve increased our traffic by – from 800 visitors a month to 5000 visitors a month to the blog and we’ve increased the number of quality leads, leads where we have the kind of information that we want by five fold. HubSpot has a lot of options available to us and one of the tools that’s available to us is the Event Tracker. I indicate when a particular internal event might have taken place and the site tracks when I post it to my blog so we can see how the traffic changes based on the kind of event that we ran so that it’s kind of a double return on investment.
We not only can see the business that we’re getting as a result of the small investment in HubSpot but also as a result of the investment that we make in other events. HubSpot helped optimize both of our websites, both the website that host the blog and our traditional existing website, www.ObjectiveManagement.com and the search traffic that we’re getting from Google now has increased exponentially. A third of our traffic is coming from the Google search engine and they helped optimize our sites so that we would end up being on the first page of the Google search results.
One of the things that companies should look at is return on investment and in the big scheme of things, HubSpot doesn’t cost much money. We’re spending very little each month to generate a lot of quality traffic. Getting involved with HubSpot, we’ve learned about search engine optimization. We’ve learned about how you can capture not only leads but information about the leads and their browsing history and the kind of information that they’re interested in. So HubSpot has helped us to really use the internet on a more broad scale to get more traffic and to get better quality leads.
One of the things that I like best about HubSpot is that they’re just like my company, Objective Management Group. I like folks who innovate and update and improve and are on a quest to make things the best. If you’re looking at HubSpot or you just became a HubSpot customer, the best advice I can give you is, listen to them. They’ll give you great advice. Use the tools. Everything built into that site can help you generate so much more traffic and so much better quality traffic. They’re really willing to help. They’re eager to help because their success rides on your success. So it’s a great situation where they’re still small enough, where they can customize what they’re doing for you and give you the kind of help you need. It will be a great experience.
http://www.youtube.com/watch?v=QOUnFF-tTP4