Sales Activation and Lead Generation in B2B Companies | HubSpot

Our Approach

We Make Your Leads Sales-Ready

Many leads seem interested but aren’t ready for a conversation with sales. We establish a structure for who gets followed up on, when, and how, so your sales team spends its time on the leads that are actually moving forward. We build this into HubSpot using lead scoring, workflows, and a clear handoff from marketing to sales.

Specifically, you’ll get:

qualification and lead scoring in HubSpot
automated outreach and nurturing flows
an agreed-upon handoff to sales

Setting Up Outbound Campaigns

Strategy and execution for email and LinkedIn.
Strategy and execution of outreach campaigns.
Automating outreach workflows for better scalability.
A/B testing of messages to optimize response rates.
Strategi og eksekvering af e-mail og LinkedIn.
Strategi og eksekvering af outreach-kampagner.
Automatisering af outreach-flows for bedre skalering.
A/B-testning af budskaber for at optimere responsrater.

Lead Qualification and Management

Setting up lead scoring models for better prioritization.
Automated workflows in HubSpot for lead nurturing.
Implementation of processes to speed up follow-up by the sales team.
Marketing-to-Sales Handoff.
Opsætning af lead scoring-modeller for bedre prioritering.
Automatiserede workflows i HubSpot for lead nurturing.
Implementering af processer for hurtigere opfølgning fra salg.
Marketing-til-salg hand-off.

ABM (Account-Based Marketing) Strategies

Definition of an ABM strategy and segmentation of high-value accounts.
Personalizing outreach based on ICPs and buying committees.
Targeted campaigns and advertising aimed at specific companies and key customers.
Definition af ABM-strategi og segmentering af high-value accounts.
Personalisering af outreach baseret på ICP og købscentre (Buying Committees).
Målrettede kampagner og annoncering mod specifikke virksomheder og nøglekunder.

Understanding Customer Behavior and Decision-Making Processes

Insight into what motivates potential customers to make decisions.
Strategies for communicating in a value-driven and targeted manner throughout the sales process.
Optimizing customer dialogue and interaction to build trust and strengthen relationships.
Indsigt i, hvad der motiverer potentielle kunder til at tage beslutninger.
Strategier til at kommunikere værdiskabende og målrettet i hele salgsforløbet.
Optimering af kundedialog og interaktion for at skabe tillid og styrke relationer.

Performance Tracking and Optimization

Setting up dashboards to monitor lead generation and conversion.
Ongoing optimization of sales and marketing efforts based on data.
Forecasting and analyzing the sales pipeline to improve the growth strategy.
Opsætning af dashboards til overvågning af leadgenerering og konvertering.
Løbende optimering af salgs- og marketingindsatser baseret på data.
Forecasting og analyse af salgspipeline for at forbedre vækststrategien.

Development of sales enablement materials

Development of content that can be used in a sales enablement process
Creating content that supports the decision-making process so you can move your hot leads through the sales funnel.
Focus on strategic and value-added content rather than purely sales-oriented material—for example, through dedicated landing pages designed to attract potential customers.
Udvikling af content der kan anvendes i en sales enablement-proces
Produktion af content, der understøtter beslutningsprocessen, så i kan rykke jeres varme leads gennem salgstragten.
Fokus på strategisk og værdiskabende indhold og ikke rendyrket salgsmateriale - eks. gennem dedikerede landing pages til brug mod kundeemner.

Sales & Revenue

Part of Your Growth Platform

At Itch, we see HubSpot as your growth platform: the common foundation where marketing, sales, and customer service all draw on the same data and work toward the same goals.

Sales enablement and lead qualification fall under Sales & Revenue in the Growth model. This is where a lead is assessed, prioritized, and prepared so that the sales team can take over at the right time.

This effort rarely stands alone. The leads you qualify here need to be able to move forward in the pipeline, be tracked in your data, and be recognized again if they return later in the buyer’s journey. When qualification, follow-up, and handoff all take place in one place within HubSpot, the sales team knows what’s already happened, and a warm lead is followed up on while interest is still high.

For a company with a high-end product and a long customer journey, this means fewer leads get stuck along the way, and you can see what actually moves a customer from initial interest to a conversation with sales.

HubSpot IP Tracking and Buyer Intent

Identify the Most Interested Visitors

Boost your sales efforts with IP tracking and visitor identification. Your website attracts valuable leads, but the vast majority remain anonymous.

Buyer Intent is a feature in HubSpot that tracks when companies show interest through various online signals, such as web searches, website visits, and engagement on your channels. It’s a direct alternative to tools like Leadinfo, Albacross, and Lead Forensics. HubSpot aggregates these signals, scores them, and presents them directly in your CRM, so you can:

Identify anonymous visits to your website

Gain insights into website behavior and industries

Prioritize leads based on genuine interest.

Tailor your outreach to the hottest topics.

Onboarding

We’ll start with a thorough onboarding process, during which we’ll answer key questions about you, your market, and our partnership. You’ll also meet the team you’ll be working with.

Kickoff Meeting

Setup

Strategy & Analysis

We’ll map out your ICP, buying committees, and current lead flow to gain a better understanding of what drives your customers’ decisions. From there, we’ll develop a plan for outbound marketing, ABM, scoring, and lead qualification.

Mapping of ICPs and buying committees

Lead Scoring Plan

Setup & Activation

We set up campaigns, nurturing flows, and scoring in HubSpot, produce the content that supports the decision-making process, and enter the agreed-upon handoff to sales into the system.

Outbound Flows

Lead Nurturing

Handover for Sale

Ongoing Collaboration

We track performance, optimize based on data, and adjust campaigns and messaging as we get to know your market better.

Dashboards

Ongoing optimization

Book a Meeting

1 Onboarding

2 Strategy & Analysis

3 Setup and Activation

4 Ongoing Collaboration

Follow up more quickly while interest is still high

A clear handover, so the sales team knows what has already happened

Fewer issues that get stuck along the way during a long customer journey

An overview of what actually drives a customer from initial interest to a sale

Our Prices

We Start with Your Business

No two companies are alike, and the same goes for the solutions they need. Some companies already have processes, systems, and activities in place that need to be optimized and built upon. Others are starting from scratch and need to establish a more structured approach from the very beginning.

That’s why we always set our price based on a detailed discussion of your needs. Book a meeting with us, and we’ll provide you with an estimate tailored to your specific situation.

From Lead to Closed Sale with Targeted Sales Activation

We Make Your Leads Sales-Ready

We Help You With

Setting Up Outbound Campaigns

Lead Qualification and Management

ABM (Account-Based Marketing) Strategies

Understanding Customer Behavior and Decision-Making Processes

Performance Tracking and Optimization

Development of sales enablement materials

Part of Your Growth Platform

Identify the Most Interested Visitors

Identify anonymous visits to your website

Gain insights into website behavior and industries

Prioritize leads based on genuine interest.

Tailor your outreach to the hottest topics.

Companies We've Helped with B2B Sales

Obton

Versalift

Master Danmark

Mindweiss

How Does the Lead Generation and Sales Activation Process Work?

Onboarding

Strategy & Analysis

Setup & Activation

Ongoing Collaboration

We've helped +100 customers get off to a great start with HubSpot

With Lead Generation and Sales Activation, You’ll Get:

More qualified leads who are ready to speak with a sales representative

Follow up more quickly while interest is still high

A clear handover, so the sales team knows what has already happened

Fewer issues that get stuck along the way during a long customer journey

An overview of what actually drives a customer from initial interest to a sale

We Start with Your Business

Strengthen Your Lead Generation and Sales Activation

Book a meeting with Morten