Heavy equipment hire
Australia
Large enterprise + industrial
No systems, zero infrastructure
Sales Success + HubSpot Optimisation
Improved efficiency and capacity by 47% with reporting, workflows, automation, data centralisation
Yellowgate take the traditional retail model of rent-to-own into a much, much larger scale—specialising in heavy equipment for earthmoving and construction in Australia’s mining regions.
Offering a competitive alternative to traditional acquisition structures in a very small and high-value niche market, Yellowgate’s lead conversion rates were its lifeblood—and it needed a sales systems overhaul to fulfil its potential.
Although branding can shift the tectonic plates of market perception, not all companies need new brands to fulfil their potential. Some need to better see and better manage their sales and revenue operations.
For Yellowgate, lead conversion improvement was the key target for growth—so our tech-first sales transformation team came to the rescue with systems for insight and improvement.
Yellowgate’s talented sales team were being hamstrung by using cobbled together technology. Spreadsheets were being used to intermittently track leads, prospects and opportunities, which meant the executive team and managers had poor visibility on intel to prioritise improvement and innovation.
Our sales team undertook a thorough analysis of workflows and processes, developed new sales playbooks based on best practice, and then implemented HubSpot to properly track all activities and interactions.
The further analysis that emerged from using
the right tech was transformative for the Yellowgate sales team. Over 100 custom reports were created to provide insight, sales intelligence, and performance benchmarks.
Over 30 new workflows were developed, all of them leveraging tech for automation that freed up sales executives to focus on their core activities—landing big sales with very high lifelong value.
Even with the increased efficiency of the sales technology, the new nurture sequences and clarity with prospects led to a serious increase in prospects, and the sales has doubled while increasing its conversions more than 400%.
“Nothing is beyond their capability with Hubspot, they’re real-life sales superheroes”.
Client Name
Director, Yellowgate
Tech-led sales
transformation.