webinar 5 - lead management with hubspot crm

Hang tight, early bird! We’ll get started right at 11 am EST.

HubSpot New User Training: Lead Management with the HubSpot CRM

Even though it’s 11, we’ll give people two more minutes to join J

HubSpot New User Training: Lead Management with the HubSpot CRM

Lead Management with theHubSpot CRM

Sheena ChatterjeeCustomer Training Specialist

INTRODUCTION & RESOURCES

Resource Pages• Additional readings• PadLet for questions

We’ll move quickly & I’ve “pre-baked” a few things.

(A La Ina)

Sessions will be recorded & shared.

Image Credit: Spoon University

OUR SCENARIO• We’re a small company that sells home

brewing equipment (BrewSpot)

• Capture contacts from the first online interaction

• Organize these contacts to prioritize the ones our reps should reach out to first.

• Nurture these opportunities to a closed deal.

1 Connecting your Inbox & HubSpot Extension

2 Objects in the CRM

3 Tasks Queue & Filters

4 Deal Pipeline & Stages

Today’s Objectives

Participation is expected!

PADLET• Link in your morning of email

• Open up and create a user name

• Post answers to activities in the “Activities” column

• Post questions during and after the webinar

• Access for the next 30 days.

When you see this orange banner, head over to the PadLet to answer the question!

GENERATING LEADS

ORGANIZING LEADS

CLOSING LEADS

Priorities of a sales team

CONNECTING YOUR INBOX & HUBSPOT EXTENSION

• You may need to connect with your IT team to secure the connection between HubSpot and your email client.

Email Clients and Extension

Gmail Office 365

Outlook (Windows/PC)

HubSpot Sales Chrome Extension

• Track email:

• Opens

• Clicks

• Revisits

• Log in CRM

• Opens,

• Clicks,

• Replies

• Schedule Send*

Compose window

• HubSpot Sales Sidebar

• Quick link to CRM

• Details of thecontactrecord

• Call button

Compose window

• Templates

Premade emails to send an personalize without having to type the same content each time.

HubSpot tools in the Compose window

• Templates

Premade emails to send an personalize without having to type the same content each time.


How can creating pre-set templates help a sales team?

• Templates• Documents

Library of up-to-date sales content for your reps to use in emails.


• Templates• Documents• Meetings

Integrate your calendar so prospects may book a time to meet when you are available.


GENERATING LEADS

ORGANIZING LEADS

CLOSING LEADS


GENERATING LEADS

ORGANIZING LEADS

CLOSING LEADS


How do you currently organize leads in your database?

OBJECTS IN THE HUBSPOT CRM

CONTACTS COMPANIES DEALSRecord of an individual that has entered your portal via an import, form, or integration.

Record of an organization that multiple contacts can be associated with.

Record of a sale that is in progress with a given contact or company.

CRM Objects in HubSpot

Use of Objects in HubSpot CRM

Contacts associated with Deals


Contacts, companies, and deals associated with each other.


Associate multiple deals withone company


Associate multiple deals with one or more contacts.

FILTERS AND TASK QUEUES

Information found on these records

• Owner

• Became a [Lifecycle Stage] date

• Create Date

• Recent Deal Amount

• Recent Deal Close Date

• Associated Deals

• Last Contacted

• Number of times contacted

• Days to Close

• HubSpot Score

• Web Analytic Properties(Contact Only)

• Conversion Properties(Contact Only)

• Email Activity Properties(Contact Only)

Prioritize that information

Filters


Filters

• My Contacts

• All Contacts

• My uncontacted

• My recently assigned contacts


Filters

• My Contacts

• All Contacts

• My uncontacted

• My recently assigned contacts

What filters might you set up for your business?


FiltersTask Queues

• Calls

• Emails

• To-dos

3 SALES PRIORITIES

GENERATING LEADS

ORGANIZING LEADS

CLOSING LEADS

PIPELINE AND DEAL STAGES

DEAL PIPELINES AND STAGES

APPOINTMENT SCHEDULED

20%

QUALIFIED TO BUY

40%

PRESENTATION SCHEDULED

60%

DECISION MAKER

BOUGHT-IN

80%

CONTRACT SENT

90%

CLO

SED

WO

N

100

%C

LOSE

D L

OST

0%

DEFAULT DEAL STAGES

• Appointment Scheduled (20%)

• Qualified to Buy (40%)

• Presentation Scheduled (60%)

• Decision Maker Bought-in (80%)

• Contract Sent (90%)

• Closed Won (100%)

• Closed Lost (0%)

Note: These can be customized!

RECAP & RESOURCES• Generating Leads

• Connect inbox & Sales Extension• Objects in the CRM• Filters & Tasks• Pipelines and Stages

• Resource Page• Recording• Slides

• PadLet• Questions / Feedback