HubSpot is a fantastic marketing and sales platform. Even if you have every certification HubSpot offers, have been using the tool for years or are a certified "HubSpot Guru," you can learn something new about the platform nearly every day. The best part about this, for me, is that I get to pass on this knowledge to our amazing clients.
Now, I want to pass on some of that HubSpot wisdom to you, specifically in the area of sales enablement. According to HubSpot, “only 25% of salespeople said marketing was their best source of leads.” That’s a problem! Fortunately, there are some tips and tricks in HubSpot that the marketing team can set up for salespeople to make their lives easier. Here are six of them:
1. Account Scoring
You’ve probably heard of lead scoring in HubSpot, but have you heard of account scoring? With the rise of account-based marketing, account scoring is more important than ever and HubSpot lets you do it by adding up (or subtracting) the individual lead scores of the company and assigning it to a custom “Account Scoring” field. The best part? You can automate it (sort of). You just have to create the right workflow formulas and turn it off and on again before you want updated numbers.
2. Rotate Leads Among Salespeople
What do you usually do when you get a lead or MQL in HubSpot? Disperse it manually among your salespeople? How do you determine who gets what lead? Get any complaints about fairness? By adding a “Rotate leads” action in a HubSpot workflow, you can automatically distribute any contact evenly among the HubSpot owners that you specify.
3. Text Lead Info to Salespeople
Want to know the specifics of a contact who goes through a workflow in HubSpot? You can set it up as an action called “Send an internal SMS” and include personalization tokens that drop in relevant information like company name, email address and more. Boom. Instant information on your phone.
4. Sync Company and Contact Lifecycle Stages
In the “Settings” area of HubSpot, take a look at the options under “Companies” section and see if “Lifecycle stage sync” is turned on. When it is, the lifecycle stage for all contacts will be updated if a company’s lifecycle stage changes. That means you don’t have to do it manually or via a workflow.
5. Sync Deal Stages and Lifecycle Stages
Also in “Settings,” if you go to the “Deals” tab under Sales on the left, you can see if “Sync lifecycle stages to associated contacts and companies” is turned on. If it is, companies and contacts will automatically change to Opportunity when a deal is created and Customer when a deal is won. This saves another step for the sales team.
6. Make Meetings Easier
By signing up for a free HubSpot Sales account, you can utilize the meetings tool in HubSpot and use it when communicating with prospects, leads and opportunities. I even have one, despite not being in a sales role. It’s a great addition to my email signature and integrates with my email to tell me more about the contacts I’m emailing (such as when they open an email) if they’re in the HubSpot CRM. If you upgrade your HubSpot Sales account, you can even add a chatbot to your website that integrates directly with the meetings tool.
These are just a few ways HubSpot helps with Sales Enablement. Give us your tip in the comments below or reach out to us if you have any questions about what HubSpot can do for your marketing and sales teams.