HubSpot Sales Hub

Many sales teams waste a lot of time searching in marketing docs and drives for pieces of content, be it blurbs of text or one-pager PDFs. Instead of wasting time searching, in Sales Hub, your team can quickly insert an attachment (Documents) that provide value to the lead and also give your sales team tracking information. Additionally, the security within HubSpot allows your sales team to share private, sensitive information - like a proposal - with confidence.

Snippets are often underutilized but can be a lifesaver when saving time. Snippets are functionally a text blurb that can be inserted just about anywhere you can type within HubSpot - be it emails, notes, conversations or logging activities like calls or meetings. A snippet can be used to add a sentence or paragraph - for example, in an email, inserting a blurb that has links to case studies relevant to the industry of the prospect they are messaging or the answer to a common objection, complete with links to the fantastic one-pager marketing already put together for just that purpose. Your imagination is really the only limit when it comes to Snippets and saving your team time in typing the same sorts of messages over and over or missing out on using the approved copy provided by leadership or marketing. Sales can select from pre-designed snippets and drop them into their communications with leads effortlessly.

What happens when you take a snippet and expand it to be an entire email? You get templates. A template is a fully structured email that pulls right from the contact and associated company or deals to add personalization elements while reducing the time the rep spends writing the same old email every time. Templates are great when you want to expand beyond a single sentence or paragraph, but want to provide a fully structured email. You’ll still have the ability to personalize the email with personalization elements and allow the sender to make edits before sending. However, the template functionality allows you to save time and use consistent messaging by having a jumping-off point for frequent emails - such as meeting reminders.

One of the significant parts of templates is the ability to add dynamic personalization tokens - pick from any field in your CRM and have it filled in to match the record of whoever receives the email. You may want a single template for the whole team to use when following up after a missed meeting. With Templates, you can create that email and add a personalization token that automatically adds the meeting link of the sender, so any member of your sales team can use that Template without having to remember to make edits or adjustments before sending, saving hours and hours of work for each and every sales rep.

Playbooks can’t be forgotten when looking at Time Savers either. You can think of them as a pre-built note-taking guideline, which prompts your team to ask the questions they need answers to move their deal along the pipeline and, of course, provide a place to write those notes and connect them directly to the contact and deal so they have all those details and history available right away.

Workflows can also send emails - but you typically want to use that for marketing efforts and use sequences for sales emails. Workflows for Sales can help with things like lead routing, setting follow-up tasks, updating contact information and moving deals along your pipeline based on completing the steps you already decided on without having to ask the sales team to make those changes. 

Related Content: 5 Essential HubSpot Workflows to Copy

With Sales Hub, you can access all kinds of reports, including ones that come out of the box to give you an excellent overview of your entire sales process, from meetings and calls to forecasting and revenue generated.  But you may need more flexibility; you want to look deeper, get more granular, or just measure something more than what HubSpot gives you immediately. Luckily, you also have access to build custom reports, looking not only at any specific thing, like your contacts or deals but how they interact with one another as well.

You can gather all of your reports onto a dashboard that automatically updates. This gives your sales team one place to go for a reference on deal statuses, new leads and other useful daily data.

Related Content: 5 HubSpot Sales Dashboard Templates to Try

Forecasting and Goals are your tools for understanding the health of your business, your opportunity for growth, and predicting your revenue outcomes with greater accuracy that you can come to rely on over time. The system will help you to provide concrete numbers that your sales team can commit to achieving grounded in data, history, and the reality of your pipeline.

You will have access to both a standard and a weighted forecast - what these provide are two views of your pipeline, one that looks at all deals at every stage, with the same worth, adding their totals together to give you the value of your pipeline. Weighted forecasts, though, are where it can get interesting. This view takes every deal in your pipeline and adjusts the value based on what stage that deal is in - for example, you have a close rate from your first stage of 10% and a deal in your first stage that is worth $10,000, with your regular forecast, that would add $10,000 to your pipeline, but with a weighted forecast, it would add $1,000. A weighted forecast is a great way to look at your pipeline and potentially have a more accurate estimation of your achievable revenue.

Your team has options when it comes to connecting with your contacts. They can work from right in their existing inboxes to manage emails for Outlook and Gmail or from directly in the CRM to call, email, SMS, WhatsApp, Messenger and LinkedIn message their contacts. They can respond quickly and efficiently to inbound messages from across many of these channels with a centralized Inbox. 

Whether your team is working out of the platform or their inbox, their activity can be tracked and logged back to the CRM: giving managers and other reps a clear picture of activity for easy handoff as needed.

One of the newest additions to the HubSpot platform, the Prospecting workspace gives your team, especially your front-line sales reps, a place to manage their lists for outreach: be it new contacts to reach out to, ones that have been engaged with their outreach, or upcoming meetings and calls. A rep can quickly and easily see not only these lists but also start working through them to make their daily outreach as smooth as possible, look at their upcoming meetings for the day, and keep an eye on the activity of their assigned contacts, striking while the iron is hot and a prospect has just opened an email or visited the website. 

Leads are the other significant new addition to HubSpot Sales Hub. Leads are a way to track the initial conversations and efforts to connect with a contact, ending with a contact either being qualified and thus moved into a deal, an actual opportunity - or disqualified with no further sales outreach for the time being. When a contact enters your lead process, they will automatically be put into a new leads list for your reps, based on ownership and moved along the process automatically from new to attempting when your rep makes a call or sends an email, and then to connected when the contact answers the phone or replies to an email. 

As with almost every part of HubSpot, you can adjust this process and steps to match your unique situation, but these default automated stages can be a great time saver for your team and help them prioritize their efforts each day. 

And don’t worry about those disqualified leads either; your reps can enter why they are disqualifying that contact and use Workflows to set automatic reminders and follow-up based on the reasons selected, such as Bad timing with a follow-up task set for six months out. 

Leads are a great new tool to help your team better track their efforts and the process contacts go through before entering your actual sales pipeline.

Now, most sales processes require a prospect to book a meeting or time with your sales team to start or at least finish the sales process. Sales Hub gives your team the ability to create one-on-one meeting links they can easily share with contacts, add to automated emails (dynamically changing based on who the contact is assigned to, of course), or round-robin meeting links to route leads across your team quickly.