getting the most out of hubspot's growth stack
TRANSCRIPT
Getting the Most Out of HubSpot’s Growth Stack
WednesdayMay 24, 2017
without a CRM “Rip & Replace”
Hi! I’m Zak.
Agenda
•Introductions•Your Growth Stack: Why 2 CRMs?•Highlights of HubSpot CRM & Sales Tools•Dual CRM Integration– Overview, Demo, Tips•Q&A and Discussion
Today’s Speakers
Zak PinesVP, Marketing
Luke OwenDirector, Customer Success
Power UserFormer CustomerAlumni
Power UserAuthor of HubSpot Power User Series & Mega Guide to HubSpot Integrations
Why 2 CRMs are Better Than 1?
Specialization & Best-of-Breed Which helps to serve the needs of all constituents:•Marketing•Sales Reps•Sales Management•Finance, Operations & Executives
Why Connect HubSpot & CRMDeliver leads
to salesVisibility
for sales reps
Targeted marketing
Generate full funnel analytics
Ensure leads move smoothly without manual work
Get reps key info on prospects & customers, in a format easy for them
Make your marketing more effective with targeted messages & offers
Tie sales outcomes (new customers, revenue) back to marketing
1 2
3 4
CRM Specialization: Best of BreedHubSpot CRM Back Office CRM
Maximize impact / interaction of your sales team with prospects
Align & deeply integrated to your customized business processes
● Lead Routing ● Data Enrichment● Lead Qualification to Opp ● Lightweight, Best Practice UI ● Interaction via Add-On Sales
Tools
● Opportunity Management● Quoting● Forecasting ● Fulfillment● Highly Customized Around
Business Process
HubSpot Sales & HubSpot CRM
Paid Product w/ Free Edition
Free Product
HubSpot CRM
•Clean, Visual Dashboard of Sales Funnel
•Drag & Drop•Rapid Sorting•Track Performance vs. Quota
HubSpot CRM
•Timeline of all sales & marketing interactions
•Calls, emails, meetings, notes
HubSpot CRM: Lead Routing
•Leverage HubSpot lead-to-account match tools to assign leads to the correct rep
•Made possible by a sync of your accounts from back office CRM to HubSpot
HubSpot CRM: Data Enrichment
•Domain name field fuels enrichment
•Data pulls down w/in seconds of adding a value to above field
•Fields include annual revenue, number of employees & LinkedIn Bio
HubSpot Sales Tools: Interaction•Build & execute email sequences, using templates
•Email & document tracking•Call recording•Book a Meeting•LiveChat•Mobile app for quick updates
HubSpot Sales Tools: What’s Free?•Email scheduling (if using HubSpot Sales with Google Apps)
•Email open notifications (unlimited)•Email tracking history (up to 200 notifications/month in activity stream)
•Email templates: 5/account•Documents: 5/account•Calling: 15 min/user per month
Summary of Key Benefits of HubSpot CRM
• Sales Rep Performance - Operate More Effectively– Modern Suite of Tools– Closely Aligned with Marketing– Routed the Right Leads
• More, Higher Quality Data– Sales Reps Use the Tools, You Get More Data!– Data Enrichment
Essential to Success: Integration between HubSpot & Back Office CRM• Accuracy of data: forecasting, back office processes,
marketing• Consistent data between systems: no errors or
confusion between teams• Speed between departments• No time spent uploading data between systems
Overview of HubSpot CRM - Back Office CRM Integration
CONTACTS
COMPANIES
OPPORTUNITIES
ACTIVITIES
Demo: Connect HubSpot CRM to Your Back Office CRM
Luke OwenDirector, Customer Success
HubSpot CRM IntegrationsTop Three Tips
Order of Operations Matters
Sequencing accounts, contacts, & opps per back
office CRM specs
Adhere to CRM Required Fields
e.g. ConnectWise opps require contact, primary site (account) & primary
sales rep
Understand your Back Office CRM Logic
e.g. NetSuite accounts will automatically update to Prospect when an opp is
created
Which of these topics would you like to have a follow up discussion around?
I’d like to....•How to leverage HubSpot CRM with my existing CRM•A HubSpot Marketing-CRM integration •Another HubSpot integration (WebEx, Cvent, etc.)•Share this with others on my team •No next steps at this time
Audience Question
Resources: BedrockData.com/HubSpot
• Use Cases
• Featured Connectors
• Power Users Series
• Best Practices content
Q&A and Discussion
Zak PinesVP, Marketing
Luke OwenDirector, Customer Success
