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Unlocking the Secrets to Sales Enablement: A Case Study on Accredited Investor Success

In the high-stakes world of financial services, reaching and closing deals with accredited investors is no small feat. These sophisticated and often time-starved individuals require a unique approach, one that blends precision, persistence, and the right tools. Enter AltVision Partners and Optimize Consulting, whose collaboration is setting a new standard for sales enablement in this niche market.

Who Are Accredited Investors?

Accredited investors are high-net-worth individuals and entities who have the financial acumen and capital to participate in unregistered securities offerings. According to the Securities and Exchange Commission (SEC), these investors typically have:

  • Earned income exceeding $200,000 ($300,000 with a spouse) in the past two years.
  • A net worth over $1 million, excluding their primary residence.
  • Relevant financial securities licenses or are knowledgeable employees of private funds.

The Challenge

AltVision Partners, a forward-thinking financial management firm, aimed to increase assets under management by targeting accredited investors. Despite their innovative approach to alternative investments, they faced a significant hurdle: managing sales processes with outdated tools. Their reliance on spreadsheets and manual email tracking was not only inefficient but also unsustainable for scaling their operations.

 

The Solution: HubSpot Implementation

Optimize Consulting, a HubSpot Platinum Solutions Partner, stepped in with a tailored solution to transform AltVision's sales enablement capabilities. By integrating HubSpot's Marketing & Sales Hub, Optimize Consulting streamlined AltVision's follow-up processes and automated key tasks. Here’s how they did it:

  1. CRM Consulting: Transitioning from spreadsheets to a robust CRM system, Optimize Consulting configured HubSpot to suit AltVision's specific needs. This included setting up Contact, Company, and Deal properties tailored for the financial services industry.

  2. Email Sequences: Leveraging HubSpot’s sequences feature, AltVision automated follow-up emails and task reminders. This allowed their sales team to focus on high-value activities like engaging with potential clients and closing deals, rather than getting bogged down by administrative tasks.

  3. Guided Onboarding and Coaching: Beyond just setting up the tools, Optimize Consulting provided personalized coaching, ensuring AltVision's team could effectively use HubSpot to build real relationships with prospects.

AVP

 

Key Learnings for Your Business


By adopting these strategies and leveraging modern CRM tools, your business can achieve remarkable results just like AltVision Partners. Don’t let outdated processes hold you back—download the case study and take the first step towards a more efficient and effective sales enablement strategy.


  1. Automate Follow-Up: According to Optimize Consulting, email sequences are most effective in the fourth and fifth emails. Automating follow-up ensures consistency and frees up your sales team to have more meaningful conversations.
  2. Nurture Your Leads: Accredited investors need nurturing. Proactive, value-adding communications can break through the clutter and keep your prospects engaged.
  3. Embrace Modern Tools: Relying on spreadsheets and manual records is a recipe for inefficiency. Upgrading to a comprehensive CRM system like HubSpot can revolutionize your sales processes and drive better results.

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