Jeff Russo - Setting Up Your Sales Process in HubSpot CRM

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SETTING UP YOUR SALES
PROCESS IN HUBSPOT CRM
Jeffrey Russo
Marketing –HubSpot CRM

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Hello!
I’m Jeff. I do marketing
for HubSpot CRM.

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Agenda
-How HubSpot Thinks About CRM
-Who is HubSpot CRM A Fit For
-Is The Time Right to Adopt A CRM?
-Getting to Know HubSpot CRM
-Getting Set Up
-Success Patterns
-Q&A

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HOW HUBSPOT
THINKS ABOUT CRM

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What Most CRMs Look Like

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What CRM Should Look Like

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WHO IS HUBSPOT
CRM A FIT FOR?

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Any company for whom maintaining a relationship with their
customers is important can likely benefit from CRM.
Who Should Use A CRM?
B2B Companies of all
shapes & sizes
Considered Purchase
B2C Companies

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HubSpot CRM is a good fit for companies looking to adopt their first CRM ,
or companies who are looking to simplify their process.
Who Should Use HubSpot CRM?
A few t hings we don’t (yet) 100% solve:
-Custom object types
-Team hierarchy
-Complex workflows

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IS THE RIGHT TIME TO
START USING CRM?

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If you know you need one, it’s rarely ever too soon to get started.
Some symptoms that you may be past due:
When should you start using CRM?
-Multiple people within your company touch your customers, but
lack context about a given customers’ last interaction or history
-You don’t have one central place where every team can access
key details on your leads & customers
-You have difficulty tracking the status of sales opportunities
or difficulty forecasting sales performance

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GETTING TO KNOW
HUBSPOT CRM

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HubSpot’s Sales Products
CRM Basics – Contacts,
Companies, Deals, Tasks
Free –No Limits on Users,
Storage, or Time
Notifications & Inbox
Productivity Tools
Inbox Productivity Tools Free,
200+ Notifications $10/mo
Templates, Calling,
Documents, Prospecting,
Connections, Sequences
$50/user/month
Free tastes in HubSpot CRM

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The Dashboard

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Contacts & Companies

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Deals & Tasks

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Deals & Tasks

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Sidekick & HubSpot CRM

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Sidekick & HubSpot CRM

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Sidekick & HubSpot CRM

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Sidekick & HubSpot CRM

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Sidekick & HubSpot CRM

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Sidekick & HubSpot CRM

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GETTING SET UP

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GETTING DATA INTO
HUBSPOT CRM,
KEEPING IT UPDATED

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Method #1: Use HubSpot Marketing
Getting Data Into HubSpot CRM
HubSpot
Marketing
HubSpot
Database
HubSpot
CRM Both systems share one
underlying database. No
syncing, no integrations to
set up –it just works.

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Method #1: Use HubSpot Marketing
Getting Data Into HubSpot CRM
Any contact or company
properties you have set up
(and all of the data they
contain) in the marketing
tools are also present in
HubSpot CRM.

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Method #1: Use HubSpot Marketing
Getting Data Into HubSpot CRM
Your forms and landing
pages in HubSpot Marketing
automatically feed into
HubSpot CRM.

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Method #2: Import Data from Elsewhere
Getting Data Into HubSpot CRM
Import Contacts, Companies,
Deals & Tasks via CSV.
Create custom properties to
hold any kind of data.

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Method #3: Adding Records via Sidekick
Getting Data Into HubSpot CRM
Log in CRM creates a new
contact & associated
company record when one
doesn’t already exist

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Method #3: Adding Records via Sidekick
Getting Data Into HubSpot CRM
Add to HubSpot button -
add contacts & companies
from the web or from your
inbox

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Method #4: Other Integrations
Getting Data Into HubSpot CRM
Our API is free. Connect
hundreds of apps with
Zapier.

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TEAM OWNERSHIP
IN HUBSPOT CRM

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Ownership in HubSpot CRM
Every record can have an
assigned owner.
Ownership cascades down
to associated records.

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Ownership in HubSpot CRM
Choose which users see
everything, and which users
see only the records they
own.

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SETTING UP VIEWS
IN HUBSPOT CRM

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Building a Basic View
>
The basics –
My Contacts

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An Example of an Advanced View
Customized
filters &
columns

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An Example of an Advanced View
Customized
filters &
columns

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DEAL STAGES
IN HUBSPOT CRM

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Deal Stages

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Should We Customize Our Deal Stages?
Out of the Box 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%)
When to Customize
-When you aren’t using specific stages
-When your sales process doesn’t
fit the out of the box stages
-When you have more data on the
specific probabilities to close at
different stages

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PROPERTY DATA
IN HUBSPOT CRM

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Noteworthy Fields: Contact Level
The Basics Automatic Fields

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Noteworthy Fields: Company Level
HubSpot Insights Data Automatic Company Record Association

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GETTING YOUR
TEAM ONBOARD

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Teams using Sidekick are ~70%
more likely to stick with HubSpot CRM.
Get Your Team Using Sidekick

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Set Up Default Properties

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Create Shared Views

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Create Shared Templates

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Upload Documents

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SUCCESS PATTERNS
FOR SALESPEOPLE

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Finding Prospects (New & Old)
Review your Sidekick
Activity Stream
-Better understand the
state of your current deals
-Learn about “moments of
interest” happening amongst
other contacts / prospects

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Finding Prospects (New & Old)
Review Prospects
Look for new companies who
match the profile you typically
sell to

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Finding Prospects (New & Old)
Anonymous Visitors
Sidekick for Business or HubSpot
Marketing customer? Review the
list of prospects on your website,
or subscribe to a view to receive
daily updates via email.

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SUCCESS PATTERNS
FOR MANAGERS

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Monitoring Progress with the Dashboard
Deal Forecast
Review your teams’ forecast to judge overall progress to goal for a given time
period. Drill in to specific stages, deals, or individual salespeoples’ records.

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Monitoring Progress with the Dashboard
Productivity
Get a sense of where your salespeople are spending their time.

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Monitoring Progress with the Dashboard
Pipeline
See on a high level the volume of contacts that have been assigned out.
Monitor connect & close rates.

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Learning, Iterating, Improving
Review Template
Performance
Using Sidekick for Business?
Review template performance
and share the best approaches
back with your team

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Learning, Iterating, Improving
Review Document
Performance
Using Sidekick for Business?
Review document performance
and share the best approaches
back with your team

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GET STARTED
HUBSPOT.COM/CRM

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THANK YOU!
Q+A