1. HubSpot Marketing Tips
2. HubSpot Sales Tips
This came up in our WhatsApp group – how to name workflows.
This is important because as the number of workflows grows it can be difficult to find workflows from a year ago unless they are helpfully named.
There’s no one rule for every customer, but naming ideally includes notes about the lifecycle stage, goal of the workflow, industry, persona or audience targeted, type (eg Nurture versus Thank you), etc
Here’s a simple example:
Listen to episode 89 for further details
You can test receiving all the emails in a workflow.
Need to clear a lifecycle stage if you want to downgrade it.
if adding or deleting a branch option:
btw did you know the Lifecycle stage is automatically set to ‘Lead’ if a person fills in a form:
http://knowledge.hubspot.com/forms-user-guide-v2/how-to-set-lifecycle-stage-with-a-form
Some good workflow examples: http://blog.hubspot.com/blog/tabid/6307/bid/33635/12-Automated-Email-Workflows-You-ll-Kick-Yourself-For-Not-Using.aspx
Action item: what workflows are you using? If none go build one and point them to the workflow resource on Hubspot blog.
http://knowledge.hubspot.com/workflows-user-guide-v2/how-to-set-up-a-workflow-in-hubspot
From Sep 2012, updated Oct 2015: http://blog.hubspot.com/blog/tabid/6307/bid/33635/12-Automated-Email-Workflows-You-ll-Kick-Yourself-For-Not-Using.aspx
Action item: Ensure workflows are a key part of your marketing process. Review your existing workflows, and use them to improve the quality of your database.
Full working example of using it: http://xen.com.au/using-the-hubspot-recent-conversion-contact-field/
Action: Go setup a workflow so you can utilise this feature
https://app.hubspot.com/notifications/1639603/Product/2722864
Watch out of where the Save button is!!!
Has the Workflows layout changed?
New Productivity Beta -> Confusingly named ‘Projects’
According to a recent study, sales teams spend less than a third of their time actually selling. The rest is spent on administrative tasks like creating CRM records, logging manual activities, and searching for relevant content to send to leads.
The ability to automate is critical to the development of successful sales organisations. It saves your reps and managers precious bandwidth, enabling them to focus on what’s really important — meeting the needs of their prospects and closing deals.
With three new updates to HubSpot — lead rotation, task creation, and deal creation — you’ll spend more time selling and less on busywork.
As your company grows and your sales team matures, assigning leads manually doesn’t scale. What was once five minutes a day becomes a full time job. Automating lead rotation saves precious time and bandwidth, allowing sales managers to stay focused on what really matters— their team’s performance.
How it works:
Find your way into Workflows by clicking Contacts > Workflows in HubSpot Marketing. Edit one of your workflows using the pencil icon on the right, or create a brand new one for rotating leads with “Create New Workflow.” Once inside your workflow, add a new action, and you’ll see a brand new option under the “Sales” section: “Rotate Leads.”
The rotator works in a “round-robin” style — add any number of owners to the rotation, and they’ll be assigned the leads evenly.
Here’s how sales reps often divided their days: for every two hours spent selling, an hour of CRM administration — creating contacts and companies, logging tasks to follow up on, creating opportunities. Newsflash: if you can cut down that hour of admin work, you’ll sell more.
How it works:
Follow the steps outlined above to navigate into a workflow. When selecting a workflow action, you’ll now have the options to “Create a Task” and “Create a Deal.”
When you choose “Create a Deal,” you’ll be able to assign a HubSpot owner, name the deal, choose a Pipeline, Deal Stage, Close Date, and amount.
When creating a task, you can set status, due date, owner, and description.
What are some common use cases?
– Auto-creating a new Task to follow up in a few days when a deal changes stages
– Auto-creating a Task or Deal when you import a new list of contacts
– Auto-creating a new Deal when a contact or prospect fills out a particular form, such as a ‘Request a Demo’ or ‘Start a Trial’ form
– Auto-creating a Task for a rep to follow up with a contact or lead who views your pricing page, clicks a certain CTA, or views a webinar.
Sales automation is a new part of Workflows, HubSpot’s automation tool — available to Professional and Enterprise subscriptions. Getting started is easy. Head into your Workflows to start automating your sales processes now.
This isn’t new – it’s been there for ages – but a good reminder to use these features.
https://knowledge.hubspot.com/workflows-user-guide-v2/a-quick-tour-of-workflows
The simplest type of workflow is a Standard workflow eg for sending a Thank you email.
Next episode we’re going to start looking into some interesting Workflow features.
Consider these as Main workflows and Sub workflows
Workflows have the option to call other workflows – referred to as ‘Enrolling in a workflow’:
You simply choose the workflow to enroll the contact in:
These then get fired off completely independently. I refer to these as sub-workflows.
Tip: Use the Goal settings in the sub-workflow to control whether a contact will progress though it. If a contact meets the goal they immediately drop out.
So you can make the sub-workflows completely self-controlling, and potentially send any contact into them, and the sub-workflow works out (by the Goal) whether they progress or not.
Really useful for Nurture campaigns.
Next episode we go through a practical example of using sub workflows
Setting contacts who submit forms to be Subscribers instead of Leads
Typical scenario: you have a simple notification form eg notify me of updates (eg new courses coming out). These contacts aren’t putting their hand up to be considered as leads, instead they are just a subscriber.
By default HubSpot will set any new contact who fills in a form to be a Lead.
A recap on HubSpot lifecycle stages: https://knowledge.hubspot.com/contacts-user-guide-v2/how-to-use-lifecycle-stages
A few methods:
Example workflow steps:
And set the Workflow to drop out if any of the conditions are met:
And then you can simply call this workflow from any of your other workflows (eg a notification form submit workflow):
This came up in our WhatsApp group – how to name workflows.
This is important because as the number of workflows grows it can be difficult to find workflows from a year ago unless they are helpfully named.
There’s no one rule for every customer, but naming ideally includes notes about the lifecycle stage, goal of the workflow, industry, persona or audience targeted, type (eg Nurture versus Thank you), etc
Here’s a simple example:
Got some good tips from HubSpot and Justin in the group eg using pipes in the naming.
I’d love to be able to take a peek at HubSpot’s own internal workflows…
When preparing HubSpot Workflows with lots of emails, you need to ensure all your emails are Published (and not still in draft).
1:M versus 1:1
Marketing versus Sales
Workflows: Automated nurturing for lists (usually by Marketing)
Sequences: Automated follow up for individuals (usually by Sales)
https://blog.hubspot.com/customers/using-sequences
Here is a list of sample Workflows > https://knowledge.hubspot.com/articles/kcs_article/workflows/list-of-sample-workflows
Although I’m not sure if this is new or not? KB is from October: http://knowledge.hubspot.com/articles/kcs_article/integrations/how-to-connect-hubspot-and-eventbrite
http://blog.perfectaudience.com/2015/05/20/new-feature-hubspot-1-click-integration/
http://docs.hotjar.com/docs/using-hotjar-with-hubspot
Action item: If you are using HotJar (click tracking tool) with HubSpot make sure you use the integration
http://knowledge.hubspot.com/go-to-webinar-user-guide-v2/how-to-connect-hubspot-and-gotowebinar
Two of Craig’s customers have used this integration well.
Hotjar is a website analytics and engagement software for marketers and product folks. With the addition of one line of Hotjar code to your website, users get access to heatmaps, screen recordings, visitor polls and more. When the integrations is active, information gathered from Hotjar polls is added to the contact timeline of leads in HubSpot. This allows marketers to gain a deeper understanding of visitor and customer feedback by mapping your Hotjar Poll responses to your HubSpot contact records.
If you want to signup for Hotjar you can here > https://www.hotjar.com/r/rbf91 – we might get a T-shirt from Hotjar 
Tip: make sure you include HotJar events in the timeline filter in HubSpot:
https://www.hubspot.com/integrations/leadsbridge
Connects your HubSpot lists into Facebook as Facebook Audiences.
Strongly recommend LeadsBridge – we use it with all our customers.
BTW It has sold out now, but try contacting AppSumo about this offer they had a little while back – lifetime LeadsBridge account for $49: http://www.appsumo.com/leadsbridge/
They have a free level – gives you access to 3 sources and 3 datacards
Use your HubSpot Marketing Free account as a data source and then use the ‘HubSpot Free Essentials – Inbound Dashboard’ template from their template gallery
Here’s an example built from one of our customer sites:
https://hubshots.com/wp-content/uploads/databox-1.png
Rotating datawalls:
We’re using this as a Databox embed on the XEN home page:
https://blog.hubspot.com/customers/lead-ads-for-hubspot
A little gotcha. You need to connect your Facebook Ads account in Settings > Marketing > Ads and add your Facebook pixel. If you don’t you will get a blank screen that spins with no ad creation!
Lead Ads are Facebook ads show that form, prefilled with the person’s Facebook data, so that it is easier to submit (ie don’t have to fill anything in).
Craig’s comment: Interesting that HubSpot is adding this kind of functionality, because for anyone who has been working with Lead Ads, they will find it much easier to prepare in Facebook natively.
Some, there must have been some research that showed that most HubSpot users haven’t used them before, and thus highlighting it as a HubSpot item might be useful.
Also: anecdotal experience using Lead Ads – they were much more successful when they first launched, more recently people seem more wary of filling them out.
Facebook Messenger is much more successful lately in terms of response.
http://knowledge.hubspot.com/campaigns-user-guide-v2/overview-of-the-campaigns-tool-in-hubspot
You can add Campaigns to social shared items retrospectively, via the Calendar
Released in the last 24 hours. Supports over 130 languages: http://www.hubspot.com/product-updates/smart-content-tailor-visitor-experience-by-preferred-language
Action: Great way to test..eg. in Australia you market to Chinese and you want to show them a specific call to action
Eg. When building landing pages it helps create a thank you page too
Advice: Just start a campaign!
http://blog.hubspot.com/customers/a-b-test-workflows-and-automated-emails
See my comment at the end of the post
Action item: there’s alway multiple ways of doing things
Split testing in general – split your lists using the last digit of Contact ID (eg one list with even numbers, another with odd):
If your Contact IDs are not populated, as an alternative you can use another test such as the first letter of a last name eg:
Action item: Don’t under-estimate your brand, and Split testing email newsletter list: Always be testing!
Note: the HubSpot KB is incomplete: http://knowledge.hubspot.com/articles/kcs_article/email/how-do-i-personalize-the-from-name-and-address-in-an-email
You don’t really need to add the extra fields if you have the Hubspot Owner set up properly.
Instead: set the From name and Email address to be:
It will automatically insert the name or email address depending on what field it is placed in. In the subject line it uses the name
You may need to add it as an option using the Add/Manager first – and you can set a fallback there as well
Action item: Make it personal and make sure you have the Hubspot Owner set
http://blog.hubspot.com/customers/creating-a-behavioral-email-marketing-strategy
“Behavioral email is the practice of sending automated, targeted emails to the contacts in your database based on their interactions with your company across multiple channels: social media, email, your website and beyond.”
“Think about the social media messages you send, or the blog posts you write. They are the exact same for every reader. The advantage of using email is that it taps into your contact database, which means you can make it highly personal.”
Action: Take the time to tailor your email messages to the audience they are targeted at.
http://knowledge.hubspot.com/articles/kcs_article/email/how-do-i-export-a-list-of-unsubscribes
Action item: Use it to keep your database clean
Content you can swap in/out based on the contact’s details and lifecycle stage.
Smart content within emails: http://knowledge.hubspot.com/smart-content-user-guide/how-to-create-smart-content-in-a-hubspot-email
Otherwise Google Apps might sometimes not show images.
Action item: Get Feedback from recipients about whether your CTA images are showing in emails
1. Block domains in a form
2. Setup a smart list of email domains to delete
Blocking domains:
http://www.hubspot.com/list-of-free-email-providers
Create a smart list of email address domains to mark as spam:
You can also add a smart list of competitors, to ensure they never receive your download emails.
http://blog.hubspot.com/customers/email-engagement
Schedule your email to adjust to each recipient’s local time zone.
Shout out to Chris Mottram who produces our podcast: http://www.mottrammediagroup.com/
Craig’s request: make it available for RSS-to-Email sends as well…
Your subject line is arguably the most critical part of your email marketing strategy… if it doesn’t pique your audience’s interest, a carefully crafted email loses all impact. That’s why we’re happy to introduce Smart Subject Lines for Professional and Enterprise customers, the latest addition to the smart content experience which allows you to target your subject lines to contacts by different lists or lifecycle stages.
How does it work?
1. In the email editor you’ll see a Smart Content icon next to the Subject Line. Next, choose whether to segment by list membership or lifecycle stage.
2. Edit Smart Rules based on the criteria you select, and add any personalization tokens.
Making your subject lines smart will help to boost open rates and bring you even closer to creating content that’s relevant for the audiences you’re trying to reach.
https://www.hubspot.com/product-updates/new-video-your-need-to-know-product-updates-from-april
And yes, you can A/B test with them. You can test having a plain text version versus a version using a template.
We discussed plain text emails back in episode 34 – we referred to it as ‘unbranded email’: https://hubshots.com/episode-34/
Using Smart lists to target contacts who:
Example lists:
Very difficult to get a definitive answer – here’s a few resources to review:
http://rejoiner.com/resources/email-remarketing-can-spam-2/
https://www.shopify.com.au/guides/email-marketing/transactional-emails
(This is not legal advice, obviously) however, note:
Let’s say you wanted to build a smart list based on how contacts first came into contact with you, eg this detail at the start of their timeline:
What is their First Touch?
Original Source contact property is in the Web Analytics properties:
You can use it to build smart lists, and even direct workflows.
Academy Project: http://academy.hubspot.com/projects/customer-projects-lead-scoring
This is another one of the HubSpot tools that is under utilised. You can start with some simple engagement behaviours, and also demote certain contact attributes eg free email accounts:
And also use some custom properties that others in the team have marked eg:
Determine point values
PRO TIP: For the best results, you’ll want to stick to a 0-100 point scale and weight the points in relation to how ready that lead would be to talk to a sales rep.
https://knowledge.hubspot.com/articles/kcs_article/companies/what-happens-when-i-merge-two-companies
Another sign that HubSpot is pushing into the more sophisticated space when it comes to CRM.
Note: You will not have the option to merge company records if your account is integrated with Salesforce.
Credit for conversions is given to the last blog post somebody visited by this author before they converted into a subscriber or new contact. https://www.hubspot.com/product-updates/see-which-authors-are-driving-conversions
From the Marketing side, make a smart list of all the contacts who don’t have an Owner set:
Then, you can do any of the following:
From the Sales (CRM) side, create a filter of contacts who are missing the Owner:
And then you can either:
You can also:
https://www.craigbailey.net/setting-hubspot-owner-contact-records/
If you use HubSpot forms on non-HubSpot sites eg WordPress, you can use the Forms listing to view their conversion rates: Contacts -> Forms
https://knowledge.hubspot.com/articles/kcs_article/collected-forms/how-do-i-use-collected-forms
Even if your web site currently has other forms on it, the HubSpot Collected Forms can ‘listen’ for form submits and record them.
Natively supports sending to MailChimp for sending follow up emails.
You can also use Zapier to push contacts into other platforms.
https://knowledge.hubspot.com/forms-user-guide-v2/how-to-use-dependent-form-fields
A little gotcha: it won’t show the optional fields if you refresh the page – you’ll need to untick/tick a field again to show it for example.
Analysing recency of contacts and how it contributes to sales conversions – Ecommerce tip (from episode 81)
We found with a customer that 90% of sales were coming from contacts who had signed up within the last 6 weeks. The rest of the database is very cold, highlighting both problems and opportunities.
In HubSpot you can create a list based on the create date and compare it to last order date eg:
And then create a second list for before the period and compare the list sizes.
Click on the Used in number and then see where it is used.
Eg here’s the items for a custom contact property in my portal:
Unbounce contacts who have bounced:
Available on the contact record.
Great for when known contacts have an issue with their email server and are marked as bounced, yet we know they are actually fine and it was only a temporary glitch.
Previously we had to contact HubSpot support to get contacts unbounced.
https://www.hubspot.com/product-updates/new-forms-editor
Love the help option: Learn More
Eg it shows help in the tool:
https://www.hubspot.com/product-updates/marketing/multiple-email-addresses-for-contacts
You are now able to add a secondary email on a contact:
You can mark one as the Primary.
Note: secondary emails aren’t picked up in smart lists or trigger conditions, and marketing emails will only be sent to the Primary. Secondary won’t be picked up in global search.
http://xen.com.au/tracking-utm-parameters-in-hubspot-forms/
Action item: use these graphs to highlight areas to improve or remove. For example, I’ve cut back on showing CTAs to anyone outside Australia.
https://app.hubspot.com/competitors/
A quick tip for people who may have forgotten about it
HubSpot has a ton of tools that are easy to forget about. We might look at the Keyword tool in a future episode
https://app.hubspot.com/keywords/
A quick tip for people who may have forgotten about it
The XEN agency site ranks #27 for the term ‘ryan bonnici’
Check the difficulty score for Ryan – 97!
http://www.hubspot.com/product-updates/see-which-authors-are-driving-conversions
From the ‘Analyze’ tab of the Blog dashboard, scroll down to the Top Posts by Conversions report. After clicking-in to that report you will be able to switch the filter to Authors and see which authors are primarily driving conversions from blog posts, and even which posts specifically have driven the most new contacts.
Go to Report Settings and scroll to the bottom:
https://blog.hubspot.com/customers/facebook-ads-integration
It’s really good. And a big improvement on the original release – which Craig gave the big thumbs down to back in episode 5: https://hubshots.com/episode-5/
Pros:
Cons:
Next feature we’d like to see: syncing Saved audiences based on HubSpot lists…
Action item: Start the 14 day trial, connect your accounts and view the stats. If they are helpful to you, consider purchasing.
https://knowledge.hubspot.com/articles/kcs_article/settings/how-do-i-create-a-tracking-url
Available from Reports > Home, Reports > Sources and Reports > Events
Two reasons I like the HubSpot builder compared to the Google one:
Useful for creating tracking URLs, getting shortcut links, and having them saved.
1. Page Performance report (under Reports).
Scroll through pages to view which ones have the highest CTA click through rate.
2. Attribution report (need to create a new Report from Reports Home)
This is what you see in Professional:
3. Blog post Analyze – Top Blog Posts by Conversion
View which posts have driven the most conversions.
Then click through to the full report to view Blog conversions.
BETA HubSpot Marketing tip – email prompt to suppress low engagement users:
How does HubSpot calculate low engagement?
HubSpot Marketing want of the week: Would love to be able to A/B test website pages (ie same as you can with Landing Pages).
This isn’t new – it’s been in the product since the start – but many people don’t realise you can click through on keywords to see the keyword history.
Note: only keeps 12 months of keyword history
https://app.hubspot.com/pages/XXXXX/analyze/page-performance
Minimum Viable SEO: If You Only Have a Few Minutes Each Week… Do This! – Whiteboard Friday
https://moz.com/blog/minimum-viable-seo-whiteboard-friday
By default Google Analytics is mostly Last Touch – which means that revenue or leads will attribute the source to be the last channel that they came from.
HubSpot is first touch, which means it tracks the customer back to the First source they came from.
A quick example:
Google AdWords drives a person to your site and they sign up for an ebook download
Later they get an email promoting a special offer and they make a purchase.
Google analytics will attribute the sale to the last touch ie the email
HubSpot will attribute it to the first touch ie analytics
Some quick gotchas:
Notes:
This is the Google analytics top conversions path report:
This is the HubSpot Attribution report available in Pro:
Key advantage of this report is that it can show you the results of HubSpot landing pages that don’t have a form eg ‘interim pages’ that push through to the main site. It can be hard to track the effectiveness of these in the Landing Pages report, so the Attribution report is a good way to see their contribution.
This next report is only available in HubSpot Enterprise:
Note: If you created your HubSpot account on or after April 1st, 2017, this feature will be on by default. So do this for older accounts!
Thanks Suellen!
HubSpot Marketing Gotcha – Campaigns don’t report paid social traffic:
https://www.hubspot.com/products/marketing/content-strategy
New tool from HubSpot now available in all portals – helps you to group keyword topics into clusters:
Crawls through your HubSpot content items (landing pages, web pages and HubSpot blogs) but not external items eg WordPress blogs (even though they are checked in the Page Performance report), so that’s something to be aware of.
You can attach external content items, to see the effect they are having (eg as seen in the screenshot above).
Revisiting the Content Strategy tool (a follow up to Craig’s comments in episode 103) – which really should be renamed to the Topic Cluster tool.
Thanks to Varun for opening my eyes to how to properly use this tool.
Quick takeaways: this is a fantastic way to get everyone understanding the terms that are relevant. Compare the user experience with the typical sending around of spreadsheets etc.
Further reading: https://blog.hubspot.com/customers/content-strategy-framework
Here is a https://knowledge.hubspot.com/landing-page-user-guide-v2/how-to-ab-test-landing-pages
Now part of HubSpot Pro (seems to have been added in November)
Love that you can change everything in a variation (including template, page title, even the form that is used)
Using a named div to place it: http://xen.com.au/hubspot-forms-rendering-issue-in-elcomcms/
Using the HubSpot WordPress plugin will bring in blog posts and show a CTA% next to them: http://knowledge.hubspot.com/articles/kcs_article/reports/how-is-cta-percent-calculated-in-page-performance
If you would like to avail of the SSL functionality, you must request it via this form: http://www.hubspot.com/request-ssl
Adding SSL does require DNS changes for your website in addition to other technical set-up actions. So this process may take up to four weeks to complete as a result of the very high demand for this functionality..
Action item: Considerations related to moving to https://
e.g. be careful when setting the ute parameters from paid search e.g. if you use banner or cpm (instead of cpc or ppc) as the medium they will get bucketed into Other instead of Paid Search
Smart content is content that is intelligently personalized to your customer’s needs. With Smart Content you can deliver content specifically tailored to where a prospect is in the buying process, or content targeted to people the very first time they visit. Smart Content lets you target content based on anything you know about your contacts.
Why implement smart content?
HubSpot looked at the data for more than 93,000 calls to action over a 12 month period. What they found was calls-to-action targeted to the user performed 42% better than calls to action that were generic.
Get started here > https://knowledge.hubspot.com/smart-content-user-guide/how-to-get-started-with-smart-content
When not to use it: https://knowledge.hubspot.com/articles/kcs_article/cos-general/can-i-use-smart-content-on-a-thank-you-page
Shutterstock Integration: 60,000 Royalty Free Images within HubSpot Now Available
If you’re a content creator, you know finding the right image can be time consuming and full of legal complexities. Today, we’re happy to announce an integration with Shutterstock which will make 60,000 images from their gallery available free within HubSpot.
Try out the Shutterstock integration today!
How it Works:
Note: Watermarks will appear on Shutterstock images within search. Once you save these images to your File Manager, watermarks are removed and will not appear in your live content.
Note: we discovered that this is only a subset of the images available on Shutterstock – many of the ‘good’ ones aren’t available.
Ever wondered where HubSpot gets the author it uses on meta author tag on website pages (ie not blog posts)?
Surprise! It is taken from the Email Footer Information settings:
Bonus: Accelerated Mobile Pages (AMP) is here for blog posts!
This helps speed-up your blog posts for mobile visitors and make them more discoverable in Google search. Speed matters and with AMP in HubSpot, blog post content will load nearly instantaneously for mobile visitors keeping them engaged.
AMP-enabled content will display with the logo in search results and will also have the opportunity to display in Google’s carousel making it more discoverable.
Why? Because it keeps your brand consistent and is used in the system where ever you can choose colours. Like on pages and CTAs.
You can find this in Content Settings > Colors and Fonts > Color Picker Favorites
If utm_medium=”paid” and utm_source = the name of a social network OR utm_medium=”paid” and referring domain is a social media site OR utm_source OR utm_medium =”paidsocial”
They don’t support utm_medium=”cpc” or “ppc” which is a little strange – Craig is raising that with HubSpot.
Eg here’s a typical parameter string we use with Facebook advertising:
utm_source=facebook&utm_medium=cpc&utm_content=feed&utm_campaign=your-campaign-name
this will now have to change to:
utm_source=facebook&utm_medium=paidsocial&utm_content=feed&utm_campaign=your-campaign-name
Here’s an example of how it looks in Facebook Power Editor when editing an ad:
This will put your social media data side-by-side with your other key marketing metrics.
You’ll see four brand new report templates that can be added to your dashboard in a single click:
Action item: Use this to check which social channels are driving clicks. Craig was surprised to find that Google+ was driving tons more clicks than other channels!
Quick tips – get instant email notifications of Twitter brand mentions.
Go to Social > Monitoring
Add a new stream based on your brand name and handle
Set the ‘Notify me of matches via’ to send an immediate email:
While you are in the Social section, check out some of the Reports – they can be quite helpful in identifying good channels eg:
There is an update to the social setting & compose tools coming soon. We cannot wait to test them Markus (@Marcus_Andrews)
This looks like the first update in the line of many. Overall I think it is an update that was long overdue and has certainly made it easier to do social publishing. There are a few things like the calendar chooser that does not update pointing to items that are already scheduled.
https://www.hubspot.com/product-updates/now-live-opt-in-the-new-social-media-tools
If you want to add the Follow Me module to your site you can generate the code under the Social Settings.
This is powerful when you consider the expanded reach you can have.
Globally, people spend an average of 50 minutes a day on Facebook, giving us ample opportunities to connect with the right people.
Make sure you have setup your Facebook Pixel and enabled it within HubSpot. Best part is you can use your HubSpot lists to create lookalike audiences!
http://www.hubspot.com/product-updates/introducing-lead-flows-for-hubspot-marketing
Gotcha: if you have LeadIn installed as well as HubSpot then the Lead Flows won’t show. So disable LeadIn on your WordPress site if you already have HubSpot installed.
Good to test with sites. Simple to setup and target, and easy to add to smart lists.
In smart lists, include Form Submits from forms that have Lead Flow names.
Contacts who fill out Lead Flows can be enrolled in Workflows, just like any other form submit.
Interesting that Lead Flows are under the Content menu, and not under Contacts – I thought they’d be more like Forms (which is under Contacts). HubSpot considers it a Call to Action, rather than just a Form.
Aiming for extreme targeting
Name your Lead Flows based on the offer they have, and then add to a few pages.
Each time you post a new blog post add the blog post URL to the appropriate Lead Flow.
Simplicity is the key: test lots of different Lead Flows. Note that they are simple eg can’t A/B test them or even report on them eg can’t do breakdowns based on device or anything like that
Keep testing: eg on one site we’ve had more than 30 Lead Flow submits in the last week (ie almost as many as the normal leads collected) whilst on another site they’ve had very little response. Which indicates that the way the offer is expressed needs further testing.
Keep testing your Lead Flows to improve conversion rates.
Gotcha: can’t have LeadIn plugin and the WordPress plugin both active on a site or else the Lead Flows won’t work.
Use HubSpot Lead Flows to offer a PDF of the blog post the visitor is on.
You set up your sender footer details and then can create a series of very basic emails.
The emails are plain text like, and don’t support personalisation.
You can have delays (weeks and days, but not hours or minutes) between the emails.
You can create up to 5 emails.
You can join the beta here: https://offers.hubspot.com/lead-flow-email-beta
Persona field is a good example of one that you’d want to change the label on.
Content menu > Content Settings > Sitemaps
Select your site, and the tick/untick which pages to include, and publish any updates.
Video: Adding your HubSpot site XML sitemap to Google Search Console
https://www.youtube.com/watch?v=jf1Y_ejFv-8
Using the Ads features to create Lookalike audience that you can use to do Facebook promotion. But Why stop there…you can also create some based of smart lists in your portal.
Have a consistent and effective way you/sales communicate with people. Make your repetitive sales emails into templates you can access inside your inbox and share with your team.
This alone will buy you back some valuable time!
Schedule emails to send at times your leads & customers will actually read them.
Similar to Boomerang for Gmail. Great for when you want to get through a lot of responses and not bombard people.
Update from Sequences. Looks like if you have communication with the person that terminates the sequence regardless if they have not opened the email.
You can now send emails from company and deal records in addition to contact records. This change makes it quicker and easier to get your emails into your prospects’ inboxes. Fewer clicks between CRM
records means time saved.
Think about starting with one from the library. We are testing this with each other and we will report back in the next few weeks.
Also:
Speaking of outreach…
https://www.hubspot.com/products/sales/email-tracking
Know the second a lead opens an email, clicks a link, or downloads an attachment – then send a perfectly timed follow-up.
3 things we find useful in this tool:
Creating personal meeting links that include customising:
Saves Ian a lot of time organising meetings with clients and prospects.
To learn more about it: https://www.hubspot.com/products/sales/schedule-meeting
https://knowledge.hubspot.com/articles/kcs_article/contacts/creating-custom-views-for-prospecting
An example of an advanced view:
Sales reps just want to know who they should be talking to today. The view below is an example view that a sales rep could create to see which Contacts they should talk to.
For this sample view, we only want to see contacts that:
Great to see who is visiting your site and if you can identify the company and keep a track
Craig’s wishlist: be able to filter prospects by pages visited.
https://knowledge.hubspot.com/articles/kcs_article/calling/how-do-i-use-my-hubspot-call-queue
Pro tip: The country code must be included when dialing to or from a country outside of the United States. The format may include a “+” or not. So example have +61 416 005 578.
https://www.hubspot.com/products/sales/click-to-call
The HubSpot app is a great way to use it however you do not get the option to add the call disposition / outcome! So be aware of that.
Here’s how to set up calling:
https://knowledge.hubspot.com/calling-user-guide
HubSpot as an integrated tool is pretty compelling, the only thing they are missing is a strong Chat bot tool – something like Drift’s Lead Bot: https://www.drift.com/leadbot/ – will be interesting to see what they deliver when Messages is released: https://www.hubspot.com/products/messages-beta (still waiting for our Beta access)
I wonder if HubSpot will buy Drift?
eg:
This is really, really cool!
Note: not available in Forms. I thought this might be great for using in internal forms eg sometimes we add forms to a hidden page that staff can fill out. You could use it as a field to nominate staff member of the week etc. But sadly this isn’t possible.
https://www.hubspot.com/product-updates/custom-meeting-call-types-in-sales-professional
This works for contacts, companies and deals. Basically giving structure to getting things done using the CRM on a daily basis. Watch the 2 minute video as it will give you an idea quickly on how to do this.
Click here to see all features of HubSpot CRM.
Did you know? 80% of sales require 5 follow-up phone calls after the meeting, yet 44% of salespeople give up after one follow-up. As a best practice, every deal in your database should have a next step
Eg here’s a simple one for checking for contacts who haven’t been assigned an owner:
Creating a Contacts View to see all contacts that have had no activity on them since they have submitted a form. We created a view where the Last Activity Date is unknown.
Why? So we can see make sure people are followed up and CRM is updated appropriately.
Setting default contact fields to show on contact records:
These are the fields I typically like to include:
BTW Companies are now available in Marketing as well – under the Contact menu.
Set Properties for Moving Between Deal Stages (from episode 95)
You can set some fields to be shown/required when moving a deal between stages.
HubSpot Teams – setting up Teams in HubSpot for easy allocation of leads etc (from episode 97)
https://blog.hubspot.com/customers/july-2017-hubspot-product-updates
https://blog.hubspot.com/customers/managing-deals-in-your-crm
Tip #1 walks you through creating a filter:
https://www.hubspot.com/product-updates/a-slew-of-new-filtering-features-in-hubspot-
Views are now called Saved Filters, and are much easier to use – here’s an example of saved filters in my portal:
Plus you can mark some Saved Filters as favourites (in the left hand side)
You can also use Saved Filters as a jumping point into a report.
Now HubSpot Marketing portals will have access to saved filter functionality just like you did in Sales.
Using Saved Filters versus Using Lists:
Which is basically them making HubSpot CRM much better for telemarketers…
The latest improvements bring more detailed engagement tracking and reporting to HubSpot CRM and Sales. These updates come in three distinct flavors.
Today’s updates enable you to get a clearer view of your reps’ productivity. Implement a more consistent call-logging process with call dispositions, and zero-in on specific engagement data to identify the parts of your reps’ process that need the most work using the new reporting functionality.
Btw good opportunity for HubSpot (attention: Matt Barby) to try to rank for the term ‘call disposition’ – currently this is the top ranking result: http://www.ringdna.com/blog/what-is-call-disposition-how-to-measure-it
Which says:
“Call disposition” is a call center term for a label that describes the outcome of a call.
Here’s a screenshot of the reporting after Craig made 3 calls to Ian to test it out:
Reporting on Sources of Leads, grouped by life cycle stage:
Here’s the setup in reporting:
This is a great place to get the information you need in the one place. Especially if you are using Sales Pro you can add the extra widgets available.
Like Calls Made by Rep & Meetings Booked by Rep
Example:
“Hi, this is Sarah from Blue Widgets Company. I noticed you downloaded one of guides earlier today. I work in the customer service team – I’m not in sales – and the reason for my call is just to check if you were able to download and view the guide, and if it was useful.”
Get off the call quickly:
In both cases, send personal email after the call
Documents in HubSpot Sales
Why we love this is because
Sending a weekly sales report email from HubSpot (from episode 93)
Note: this is a workaround – I’d like a better way to do this.
Not particularly elegant, and there’s no formatting in the email body for your message, but it works well.
This stemmed from a discussion with a customer that received a lot of different form notifications. So we removed them from all notifications and created workflows to create tasks that they actioned each morning.
Meetings Reminder (from episode 115)
Now, you can set up your HubSpot Meetings link to automatically send reminder emails to prospects/clients 72 hours and 1 hour before your meeting, which should decrease no-shows!
Note that you cannot personalise the reminder email at the moment:
https://www.hubspot.com/product-updates/set-automatic-email-reminder-for-meetings
https://www.hubspot.com/product-updates/introducing-parent-child-relationships-in-hubspot-crm
Note: a parent can have many children, but a child can only be attached to one parent ie there’s no many-to-many relationships allowed.
Also, there’s no data rollup – ie deals against a child company won’t show against the parent.
Good use case: Government departments, divisions in big companies & franchises – because you can set the HubSpot owner on child companies
https://www.hubspot.com/product-updates/messages
Recent = Last
Eg Recent Conversion Date = Last Conversion Date
Previous = Last
Previous Month = Last Month
But it is getting updated regularly and is almost consistent now.
Checking you have your timeline filters correct so you are seeing everything you need to see and are not missing things.
Bonus feature – consolidating page views in the contact timeline:
Have a consistent and effective way you/sales communicate with people. Make your repetitive sales emails into templates you can access inside your inbox and share with your team.
This alone will buy you back some valuable time!
Schedule emails to send at times your leads & customers will actually read them.
Similar to Boomerang for Gmail. Great for when you want to get through a lot of responses and not bombard people.
Update from Sequences. Looks like if you have communication with the person that terminates the sequence regardless if they have not opened the email.
You can now send emails from company and deal records in addition to contact records. This change makes it quicker and easier to get your emails into your prospects’ inboxes. Fewer clicks between CRM
records means time saved.
Think about starting with one from the library. We are testing this with each other and we will report back in the next few weeks.
Also:
Speaking of outreach…
https://www.hubspot.com/products/sales/email-tracking
Know the second a lead opens an email, clicks a link, or downloads an attachment – then send a perfectly timed follow-up.
3 things we find useful in this tool:
Creating personal meeting links that include customising:
Saves Ian a lot of time organising meetings with clients and prospects.
To learn more about it: https://www.hubspot.com/products/sales/schedule-meeting
https://knowledge.hubspot.com/articles/kcs_article/contacts/creating-custom-views-for-prospecting
An example of an advanced view:
Sales reps just want to know who they should be talking to today. The view below is an example view that a sales rep could create to see which Contacts they should talk to.
For this sample view, we only want to see contacts that:
Great to see who is visiting your site and if you can identify the company and keep a track
Craig’s wishlist: be able to filter prospects by pages visited
Email Threading in HubSpot CRM:
https://www.hubspot.com/product-updates/email-threading-in-hubspot-crm
Here’s the default view:
And now viewing the thread:
And now fully expanded:
https://knowledge.hubspot.com/articles/kcs_article/calling/how-do-i-use-my-hubspot-call-queue
Pro tip: The country code must be included when dialing to or from a country outside of the United States. The format may include a “+” or not. So example have +61 416 005 578.
https://www.hubspot.com/products/sales/click-to-call
The HubSpot app is a great way to use it however you do not get the option to add the call disposition / outcome! So be aware of that.
Here’s how to set up calling:
https://knowledge.hubspot.com/calling-user-guide
HubSpot as an integrated tool is pretty compelling, the only thing they are missing is a strong Chat bot tool – something like Drift’s Lead Bot: https://www.drift.com/leadbot/ – will be interesting to see what they deliver when Messages is released: https://www.hubspot.com/products/messages-beta (still waiting for our Beta access)
I wonder if HubSpot will buy Drift?
This works for contacts, companies and deals. Basically giving structure to getting things done using the CRM on a daily basis. Watch the 2 minute video as it will give you an idea quickly on how to do this.
Click here to see all features of HubSpot CRM.
Did you know? 80% of sales require 5 follow-up phone calls after the meeting, yet 44% of salespeople give up after one follow-up. As a best practice, every deal in your database should have a next step
Eg here’s a simple one for checking for contacts who haven’t been assigned an owner:
Creating a Contacts View to see all contacts that have had no activity on them since they have submitted a form. We created a view where the Last Activity Date is unknown.
Why? So we can see make sure people are followed up and CRM is updated appropriately.
Which is basically them making HubSpot CRM much better for telemarketers…
The latest improvements bring more detailed engagement tracking and reporting to HubSpot CRM and Sales. These updates come in three distinct flavors.
Today’s updates enable you to get a clearer view of your reps’ productivity. Implement a more consistent call-logging process with call dispositions, and zero-in on specific engagement data to identify the parts of your reps’ process that need the most work using the new reporting functionality.
Btw good opportunity for HubSpot (attention: Matt Barby) to try to rank for the term ‘call disposition’ – currently this is the top ranking result: http://www.ringdna.com/blog/what-is-call-disposition-how-to-measure-it
Which says:
“Call disposition” is a call center term for a label that describes the outcome of a call.
Here’s a screenshot of the reporting after Craig made 3 calls to Ian to test it out:
Reporting on Sources of Leads, grouped by life cycle stage:
Here’s the setup in reporting:
This is a great place to get the information you need in the one place. Especially if you are using Sales Pro you can add the extra widgets available.
Like Calls Made by Rep & Meetings Booked by Rep
Example:
“Hi, this is Sarah from Blue Widgets Company. I noticed you downloaded one of guides earlier today. I work in the customer service team – I’m not in sales – and the reason for my call is just to check if you were able to download and view the guide, and if it was useful.”
Get off the call quickly:
In both cases, send personal email after the call
Documents in HubSpot Sales
Why we love this is because
https://www.hubspot.com/product-updates/introducing-parent-child-relationships-in-hubspot-crm
Note: a parent can have many children, but a child can only be attached to one parent ie there’s no many-to-many relationships allowed.
Also, there’s no data rollup – ie deals against a child company won’t show against the parent.
Good use case: Government departments, divisions in big companies & franchises – because you can set the HubSpot owner on child companies
https://www.hubspot.com/product-updates/messages
Recent = Last
Eg Recent Conversion Date = Last Conversion Date
Previous = Last
Previous Month = Last Month
But it is getting updated regularly and is almost consistent now.
So create a separate page on your site, and embed the Meetings request widget from your HubSpot Sales Pro section:
eg here’s how we do it at XEN:
https://xen.com.au/contact/book-an-appointment/
Add this to your GMB listing, and then wait up to 3 days for it to be approved, after which it should appear on your listing:
