The Company
On-demand virtual assistance for the sharing economy.
Zirtual is a provider of U.S.-based, dedicated virtual assistants. Capitalizing on the sharing economy popularized by companies like Uber and Airbnb, Zirtual uses collaborative consumption to offer high-quality virtual assistance to entrepreneurs, professionals, small teams, and busy parents.
The Challenge
A strong brand, but no scalable engine behind it.
Zirtual had an early understanding of their ideal buyer personas and a lean team that had built a tremendously aesthetic brand. Despite this, Zirtual relied mainly on referrals to drive new business. They needed a scalable lead generation engine, an exceptional buyer journey, and systems to track, test, analyze, and report on sales and marketing efforts.
The Approach
A CRM-first sales and marketing rebuild.
FullFunnel, commissioned by Zirtual, started with a CRM implementation on HubSpot — a foundational piece that was missing prior to the engagement. With the CRM and Sidekick combo in place, sales reps were able to increase prospecting dramatically.
Layer 1
CRM implementation
HubSpot became the foundational system of record for sales and marketing, replacing an ad hoc, referral-driven process.
Layer 2
Scaled prospecting
A team that once relied on referrals and the costly LinkedIn Sales Navigator tool became able to prospect at scale with Sidekick and the CRM.
Layer 3
Pipeline build-out
The new prospecting power, combined with a growing lead generation program, let the sales team build a robust deal pipeline that drove company growth.