Ian was talking to a friend recently who recommended reading / listening to Predictable Revenue - the book reminded him that focussing on outcomes is far better than focussing just on activities. Here’s a few takeaways he mentioned when discussing it yesterday:
Sure you can see this as leading indicators but all too often we hear from a sales manager where they want to see what a salesperson is doing every hour of the day.
It's a reminder to us that quality matters. So even in your outreach and what you do, taking the time to know more about the person you're talking to can make a big difference.
It is also a good reminder on the following items that we all know about using HubSpot:
Ian and I finally caught up in-person again after far too long (years?)...
Here we are having a burger at Burger Patch in Chatswood - the burgers are still fantastic!
One thing that I really valued when catching up in person - after years of zoom - is that we spent a lot of the time not talking, instead just reflecting on things the other said. It’s not awkward when you’re together - you can happily make a comment and then have periods of silence contemplating and cogitating. It’s very hard to do that on zoom.
I think we came up with more quality ideas that afternoon than we have in months via zoom.
Speaking of lifecycle stages, there’s a new option in Settings to let you set the lifecycle stage for a contact when a Deal is created.
The default is Opportunity, but you can change this to fit your processes. For example, a common scenario is only setting the lifecycle stage to Sales Qualified when creating a deal. This is ideal for when sales teams create deals as part of their qualification process ie they create a deal and then work with the contact to determine whether it is in fact an opportunity.
This is our actual preferred process:
You can also set default for Contact creation and Deal won. For example you may not want to set a contact to be a Customer when a Deal is won. Instead you may have an internal process with accounts that requires the contact to pay a deposit before they are marked as a customer.
If you’ve been reading the news headlines lately you could be forgiven for thinking the world is a disaster (floods, fires, wars, people getting trampled in Halloween celebrations, school shootings, musicians dying and it goes on and on).
This is a reminder to take a step back, turn off the news headlines for a few days, and instead focus on being thankful for the good things in your life. Your friends, your family, your work colleagues.
Challenge: write it down in your journal/paper and stick it up on the wall or bathroom mirror so you see it all the time!
How Can I Stop My Personal Emails Getting Logged into HubSpot?
Here’s the scenario:
“I love the option in Outlook and Gmail to automatically log my emails into HubSpot, but sometimes I accidentally log personal emails that I send my partner into HubSpot - is there any way I can stop this?”
Answer: Yes, HubSpot’s Never Log settings are your friend
You’ll find these in your Profile settings:
Here’s some of the email domains I set (ie so that nothing is ever recorded in HubSpot when I email them):
Personal finance related emails
As well our own domains (ie Team members)
Other system notification based (eg Teamwork)
You can also set up global domains that apply to all users in your portal - this is managed from the email settings:
“Money doesn't mean anything to me. I've made a lot of money, but I want to enjoy life and not stress myself building my bank account. I give lots away and live simply, mostly out of a suitcase in hotels. We all know that good health is much more important”. - Keanu Reeves