Urse increases paid listings by 44% compared to the previous call using hubspot

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TheRegional University of the Southeast(URSE) plays a fundamental role in education in the state of Oaxaca. With more than 45 years of existence, and being the first private university in this region of Mexico, the institution is characterized by staying at the forefront, transforming its academic offering and providing its students with the best tools for their future.



The university offers a wide variety of bachelor's, master's and master's degree programs on its two campuses, with those related to health standing out for their prestige. All of this, plus the constant updating of its academic programs and technological facilities, make URSE stand out as one of the most important options in Oaxaca for education.

THE CHALLENGE


The annual registration call for URSE and the number of students bangladesh whatsapp lead enrolled depend greatly on the sales process and the follow-up carried out by its advisors. This is due to a particularity in the access process: students must first pay a fee to be able to take the entrance exam, which is distributed in specific periods over 7 months. Therefore, a student who shows interest but does not pay a fee in a certain period should not be ruled out since he or she has the opportunity to pay it later and a student who has paid his or her fee represents a potential opportunity for the university.

The main challenge faced by URSE was the lack of an orderly, efficient and standardized sales process that would allow adequate attention to sales opportunities and provide visibility to make informed decisions. Among its needs, it was necessary to have stages aligned with how the student made decisions and with that, a follow-up system that would support its advisors in not discarding leads from the first touch, since this caused many sales opportunities to be lost along the way.
Having a clear understanding of their challenges and areas for improvement, we worked together with URSE to efficiently transfer their process to HubSpot and increase their paid registrations for the 2023 call compared to the previous call. We proposed a series of actions that would aim to make HubSpot the main ally so that more opportunities would advance to the payment of their registration in their high school and bachelor's degree educational programs, all of this by implementing a more orderly, efficient and well-automated sales process.

New Sales Pipeline Structure

The Bachelor's and Master's degree pipelines were separated with the intention of better following up with prospects. Separating these programs also ensures that advisors better understand the needs of contacts by focusing on the characteristics of certain specific programs at different levels of education and not on a general sales process, generating order and segmented information.

The new structure also involved a revamp of the business stages , with an emphasis on the stages prior to becoming a qualified sales opportunity (paid listing) . Previously, there was only one intermediate stage between new opportunities and qualified opportunities (paid listings); but with the new pipelines there are more stages where prospects are segmented according to the level of attention and contact that has been achieved with them.



This way, the advisor will have a better idea of ​​who to contact immediately, who has not been contacted, who to follow up with, and even who to spend more time with because they have shown more interest in moving forward. Depending on the contact's responses, they would also be classified under a priority system (High, Medium, Low) , thus optimizing the advisors' time to discard contacts or obtain qualified leads.


Previously, advisors would send contacts to the Lost stage when they did not respond. By including the Icebox stage , prospects who had not initially responded are given a new opportunity to clarify their doubts, and advisors send them messages with highly specific valuable content to encourage and reactivate them in the process. In this way, several opportunities that were inactive are effectively addressed.

Implementation and standardization of commercial touches

The strategic touch structure was optimized to better follow up with prospects at each stage and optimize the contact period in the first stage. The number of touches per stage was standardized , follow-up times were reduced , and specific notifications were implemented for advisors so they can monitor and contact their prospects.