Each list should help sales understand who they should be working with, when they should be working with them and what interaction they should take.įiltered lists may be segmented in a combination of ways, such as sales readiness, industry, lead score, page views, etc. Make their job easy for them with filtered contact lists.Ĭreate individual contact lists for each one of your sales reps, so there’s no question about which rep should reach out to which contact. While using HubSpot may feel like second nature for some marketers, the sales team may be more resistant, which leads to poor marketing and sales alignment. This information can be valuable when prioritizing contact outreach for sales and preparing for sales calls. While some information may be inaccurate if the company’s website is outdated or wrong, it’s less information you need to explicitly ask the contact (potentially scaring them away if you require too many fields). HubSpot Insights helps you fill in some of a contact’s company information if the website address is known. Once a lead converts on a form and becomes a contact, let HubSpot fill in some of the blanks. All conversations are stored and associated with contact timelines. It’s also easy to use, giving you the ability to respond via the Conversations inbox in your portal, Slack or the HubSpot mobile app. HubSpot Conversations allows you to get personal, customizing a welcome message based on the webpage or segments of your audience. HubSpot offers Conversations, which is available with all HubSpot account types (even HubSpot Marketing Free). On the marketing side, we can let someone ask a question, probe for more information and gather basic contact information. Online chat gives leads a low-commitment conversion point without the fear of filling out a bulky form.

In recent years, the proliferation of online chat has exploded, especially in terms of a lead generation tool. For instance, once you know basic information about a contact (name, email, company, phone number), queue up progressive profiling fields to replace with the fields you already know, like industry or job title. HubSpot also offers progressive profiling, so you can limit the length of forms, while gaining a deeper understanding of a lead with every form completion. Data is then synced with a contact’s timeline that you can provide to sales for outreach. HubSpot’s forms allow you to pick and choose what data you’ll collect based on your offer. The first step in sales enablement is collecting the best lead data to better inform both marketing and sales efforts, and a lead’s sales readiness. Check out a SlideShare recap of his presentation above, or continue reading below for the top ways to use HubSpot for sales enablement. But, as a marketing professional, there are a number of steps you can take now to get started- with the help of HubSpot.Īt our recent Cleveland HubSpot User Group (HUG) meeting, PR 20/20’s VP of Strategic Growth Keith Moehring ( uncovered how marketers can use HubSpot for sales enablement. Perfecting sales enablement is potentially a significant undertaking. In turn, sales can then prioritize lead follow ups and customize their pitch to the prospect’s interests. The intended outcome is for marketing to put the pieces in place to capture the information needed to determine if a lead is qualified and their sales readiness. In a perfect world, marketing and sales have defined an ideal customer profile (ICP), which outlines the most basic attributes a lead must have in order to be a successful customer. The processes, content, and technology that empower sales teams to sell efficiently at a higher velocity. What’s this job you ask? Sales enablement. According to CSO Insights, this important job is formalized by only a little more than half of all companies surveyed. Marketers have an important job that often falls by the wayside.

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