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Episode 37: Why Salespeople Love HubSpot's CRM (Part 1)

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It is unfortunately too often the case that salespeople dislike CRM systems, viewing them as an administrative burden that divert time away from selling. However, not all CRMs are like that, and HubSpot’s CRM is one example of a user friendly solution which can really help salespeople to do their jobs.

In this two-part episode of The SME Growth Podcast, Dave Parry and Richard Buckle discuss the benefits of HubSpot’s CRM and some of the best plug-ins, concentrating on what salespeople need. In this first of the two parter, they discuss eight powerful HubSpot functionalities. If you're interested, you can read below the top 7 functions highlighted in the episode below, or click the watch link to head straight to the episode.

Get the most from this episode in the form that works best for you: watch the episode, read the transcript or access further resources below.

 

Top 7 HubSpot Tools for Salespeople

 

1. Email Integrations 

HubSpot CRM's email integration streamlines sales processes with its powerful functionalities. Compatible with popular email platforms such as Outlook and Gmail, It simplifies contact management, automatically extracting crucial details from emails.  It also provides contextual insights about senders, integrates deal management, and enables tasks, notes, and quick access to service tickets and quotes. 

2. Cookie Identification

Cookie identification is a powerful feature. It allows you to gain insights into the online behaviours of your contacts. For instance, you can track when someone revisits an email you sent, views your website, or engages with your content. This insight becomes invaluable when you're nurturing leads or managing customer relationships. For example, you can spot if a contact is showing interest in a particular product or service by analysing their browsing history. The system even sends real-time web notifications, enabling you to know when a client is actively on your website. HubSpot's ability to identify previously anonymous cookies and connect them to specific contacts empowers you to understand your audience better. 

3. Meeting Functionality

HubSpot's meeting feature simplifies scheduling. By linking your Outlook or Gmail calendar to HubSpot, it knows your availability. You can send contacts a link to a HubSpot-like page showing your open slots, allowing them to choose a suitable time for a call or meeting. It's not just a scheduling tool; if you've integrated Zoom or Teams, it sets up the virtual meeting too. This feature can handle your entire diary booking process, especially if you attract leads through your website. You can also customise meetings and propose specific slots, ensuring control over your schedule. 

4. Prospecting tools

HubSpot's prospecting tools offer a unique way to identify potential leads who visit your website. This feature provides valuable insights into visitor activity, including which companies have shown interest. While it may not reveal individual identities, it's particularly beneficial for larger companies with dedicated servers.

With HubSpot prospects, you can track which pages visitors have explored, how often they've returned, and the sources that led them to your site, be it a Google search or a LinkedIn post. This tool is especially useful for targeting specific companies or accounts with tailored content. 

5. Contact setup custom properties

HubSpot's contact setup and custom properties offer tailored views for users at different levels. Admins can create default views with custom properties, while individuals or teams can further personalise their interfaces. Recent additions include conditional views for displaying specific data to relevant users. 

6. Document Tracking

HubSpot's document tracking is a game-changer for sales teams. Instead of sending documents blindly, you upload them to HubSpot, generate unique links, and share them. These links provide detailed insights into how recipients interact with your documents. You can see which sections they focus on, how much time they spend, and whether they forward it to others. For instance, if you send a proposal, you'll know if the recipient is deeply interested in the pricing section or other specific details. This knowledge allows you to follow up more strategically, addressing their concerns or questions effectively.

7. HubSpot Task manager

Salespeople often face overwhelming to-do lists with various tasks and prospects. HubSpot's Task Manager is a powerful solution for managing these tasks efficiently. It allows you to set priorities, due dates, and even opens relevant tools for the task type. For example, it opens an email window with pre-populated details for email tasks and logs the sent email. Similarly, for phone calls, it opens a browser-based calling system that can record and transcribe calls. This tool streamlines your workflow, making it easier to manage your tasks and stay organised in your sales efforts.

Does HubSpot offer a CRM solution that salespeople have been waiting for? Listen to the episode to find out more.

 

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REad the transcript

Please note: Whilst all transcripts are double checked for accuracy, they are transcribed via Otter.AI so may contain errors.

David Parry 01:56

Hello, again. And welcome to The SME Growth Podcast, the first of our new series starting in September, for the new year after our break over August. So today, we've got slightly different subject, we're going to be talking about why it is that salespeople who I'm told the world over hate CRM systems happen to love the HubSpot CRM system. So I'm Dave Parry from Wellmeadow and with me as ever, in case you could have possibly forgotten is Rich Buckle.

Richard Buckle 02:42

Hello.

David Parry 02:43

So this is what we're gonna talk about today. Why all those salespeople we meet actually seem to like a CRM system for a change, rather than thinking that it's just a beast to feed with information and then get hit over the head with.

Richard Buckle 02:56

Yeah, and I guess we don't want to generalise here about salespeople and CRMs. But it does seem to be a bit of a theme, isn't it? I think, if you're particularly I suppose if you're out in the field, or, you know, I guess my wife did a lot of sales back in the day. And out in the field, you've got all sorts of stuff to do. Last thing you want to do when you're trying to get home you just been through an appointment is sit there and wrestle with a database,

David Parry 03:18

update the CRM and make it all out, put your visit report in and type it all right. So it's not, I guess it's no different to lawyers not liking to do their timesheets, you know, it's just, it's a bit of it's seen as being a bit of overhead and admin and all that. And I can see that certainly the way that a lot of CRMs are used by sales managers or managing directors, they tend to use it to beat salespeople up. So you're not doing enough work, not enough activities. 

Richard Buckle 03:43

And you want to make sure as well, don't you that the information that's going into it is actually being used, there's no point just filling it with pointless information. And you think well hang on a minute, I've just spent 10/15 minutes, a couple of times a day, every visit putting in something and who's using it? How's it being used what we're doing with it? 

David Parry 03:58

Yeah, by the end of the year, you've probably written War and Peace with all your meeting notes and comments. And if no one ever reads it, pretty demoralising.

Richard Buckle 04:04

And as we'll find out by the end of this podcast, it need not been that way.

David Parry 04:08

Well, I must admit, the reason that I suggested this for today's topic is that I've had a couple of conversations recently in one of our clients where they've got a new member of the team, new senior member, and they weren't familiar with HubSpot CRM that we are helping helping to get them to get the best out of it. And in the space of 10/15 minutes or just explaining some of the sort of sexier features that we use eyes were on stalks, eyes wide open. Wow. It's amazing. And I've never seen that reaction from a salesperson about a CRM before you know, it's not normally something that salespeople are clamouring for. So it struck me that we are just taking for granted now some of the things that HubSpot does or some of the plugins that we can use with it. That actually make it quite useful. So it's no longer just this big sort of shoe box you have to keep filling with bits of paper. You actually get some use out of it helps you do your job.

Richard Buckle 04:57

I think it's the case that there's always if you think you start with the mind set that there's probably a better way of doing this. And 99% of the time there is I think that's what we're seeing, isn't it? What we're kind of helping clients explore at the moment, say there's a better way of doing sales management sales process, managing the tools you've got.

David Parry 05:15

So I think we'll see how it goes. But we've got a bit of lists were put together that we thought we'd at least talk about, we might even split this into two episodes, because there's quite a lot on there, if we get depends on which detail again, so much we waffle on. Yeah, if you can keep me from waffling and I'll keep you from waffling. And I had to think about what order you put them in, you know, I've got my favourite one, or is there an absolute killer one out there. And there's certainly some further down the list that we're going to come to which really have excited people. So stay listening to the end. But I thought the first one that start with is, is some of the really basic stuff, which you'd like to think was common of lots of CRMs, but surprisingly isn't. And the one that I picked up to start with is the integration with your email client, whether that be Outlook or Gmail, or wherever your favourite flavour is. And because I think most salespeople, like most of us in business, we spend a lot of our day inside Outlook, or Gmail or whatever, managing your calendar, they knew their emails, and all of that. So if you can deal with lots of your CRM stuff in there as well, that saves flicking, it's not just the action of clicking a button or going over to your browser and looking up your HubSpot. It's the fact that it's in front of you, you can read it there while you're at it. You can even build up the contacts, clicking one button, you get an email from someone you know, they're not in your CRM, it says on the screen, click one button, they're now in your CRM, even read the content of the footer of their email to grab phone numbers, job titles, you know, this saves you so much typing in almost to the point where I'd say that for a new installation, if you didn't have 1000s of contacts, you could almost just start with a bare bones CRM, spend a couple of weeks clicking that button every time you you get an email from someone new, and you're halfway there. 

Richard Buckle 06:59

And we've had people do that for me. done that with the plugin. And there's other I guess we'll get onto some of the other tools as well. But they're all integrated into the Outlook or Gmail plugin, aren't they? So it's not just the fact that it's grabbing that contact information. There's, there's other tools, other functionality that you can draw upon whilst you're doing your email.

David Parry 07:19

Imagine, it's like having a kind of a web window inside your Outlook panel. And it brought in some information from HubSpot. So it'll tell you what you know about the person who will give you a quick summary of the company, how many employees are turnover, what's their postcode, what's phone number, it's everything, any deals that you've got open with that contact at the moment that they're associated with, and you can go in and edit them, add new deals there. And then you get an email from someone saying, you know, can you tell me about such and such I'm interested, you know, that's an opportunity you want to log in, just do from within the email, don't have to go and open up somewhere else or anything in any service tickets, if you're using that functionality, any quotes you've sent them, you know, all the stuff that you would expect to be in a CRM visible right there. And while you're writing someone's email, yeah, that's quite good. And there's even some other bits in there, I found to do with the meetings link, which will come on to snippets and that sort of stuff. It's a neat HubSpot functionality right there

Richard Buckle 08:10

There's a lot of power in it. 

David Parry 08:13

And a lot of people when they see that, that's almost straightaway, oh, my God, that's okay. I don't mind it. Now, you know, I thought I was gonna have to come out every time or every time I've done an email or phone call go in and open up the CRM to write it down. It's so much easier to do. So that's the first one, plugin number two. I feel like doing that music now of the top 10.

Richard Buckle 08:33

Building the tension as people wait to see what the top of the list is. So another thing I suppose that we were big fans of is the cookie identification, isn't it? So I think you did you have something this week or someone was impressed that story where someone was impressed about the cookie notes

David Parry 08:50

A bit too impressed i think. I had one a couple of weeks ago, where I knew that I'd sent an email with some pricing information about what we could do to help. And it was some months before, and then a couple of weeks back, I got the notification pop up again that they'd open the email again, thought that is interesting. Then I saw they're going on to our web page, because it tells you that as well. So you got to be careful that what you do that information, and don't do what I did. And I did it tongue in cheek because I knew the chap. And I was sort of demonstrating that you got to be careful with this stuff. But I just dropped him a quick note saying I see you've looked at our website again and immediately pinged it back. You spying on me, big brother and all that, which is we had a joke about it. And that was the point that we do. But I think in general you wouldn't do that. It just too spooky for people. But it doesn't stop you logging their thought just remembering and then maybe the day after a few hours later or whatever is appropriate for you in that relationship. But something that I often do when we're talking about what HubSpot is as a CRM rather than just a database of people and deals and stuff like that is that it's got this uncanny knack of being able to identify what were previously anonymous cookies. So whenever we go anywhere on the web We drop a cookie inadvertently. And it's anonymous. It's just used for analysis purposes. But there's a few ways as we've talked about in previous podcasts that HubSpot can identify you as being that person. And then all of your previous web visit on that site is identifiable now. So yeah, the one you're talking about there as well. It's earlier in the week, I was showing it to somebody sent them an automated email they clicked on the link went to their own website. And they could see that visit come up. But then it had a week's worth of whatever traffic beforehand automatically appeared. And they say, How can I know that I've only just identified myself on the website. And that's because the cookie was there all along. HubSpot just didn't know who it was. And you suddenly given that cookie a name. So anything you can do to get people by organising a meeting with them, sending them an email, getting them to fill a form in on the website, suddenly, all their web visit activity

Richard Buckle 10:51

And that can be really useful as well, I can't say I was doing something with somebody this week. And you could see that they'd looked at particular product, and then they, which was what the campaign was driving, and then they've gone to look to this other product. And then they've looked at some other product, and they come back to the original product. And you can kind of see you're getting a feel that and you're getting insight into what people are doing. And like you say you also then get those web notifications when? Okay, a client's on the website now.

David Parry 11:16

Yeah. And on the phone, if you've got the app, yeah, the phone pings for the HubSpot app notification. Fred bloggs has just gone into your pricing page in there, you got to decide then what you do with that information. But powerful stuff that a lot of salespeople think that's that hadn't been possible until now. Here it is. So that's good. The meeting function I mentioned earlier, because you can access that from within the Outlook plugin that I found a new feature on that I think it's a recent release this week only on how to use that even better. But the gist of it for those not aware of it is you connect your Outlook or Gmail calendar up to HubSpot, so it knows when you're free. And if you're trying to get somebody to agree a time to a phone call or a Zoom meeting or face to face, you can send them a link which gives them access to a page which is it looks a bit like a HubSpot page. It's not branded, unless you're on this on the free version. And it shows all the available times that you've got it doesn't say what you're doing. Clearly, it's just a free slash available view. And if they click on one of the times, they can book a meeting with you there and then. And if you've further integrated Zoom or Teams into it, which we've done, then not only does it book a meeting in your diary, it also sets up the Zoom or Teams meeting as well and accepts you into it and them into it. Yeah, it's brilliant. So you don't have to do anything. I can imagine for some people, they could almost run their whole future diary booking with anybody assuming you've got a web page that attracts people who are interested. And just book people in your diary.

Richard Buckle 12:39

I'm quite liking as well, a bit of customization around your calendar. So you can set up different meetings as well. So you might have a generic meeting. So I think, bottom of our emails, we've got some where you can book a meeting, and you can pick a slot that's maybe 15 minutes, 30 minutes, 60 minutes, you know. But we've got specific campaigns set up around, say content creation, for example, and you can book a half hour discovery call will only want that to be half an hour. So I've got a different calendar set up for that. And that's then got the messaging around that particular meeting. For example, if you were running a particular campaign, there's another example from this week for somebody and the meet all the emails that go out to put the meeting are around that particular campaign. So the person getting that it's reinforcing that. Okay, this is the kind of experience and what I know what I'm getting type of thing. So So yeah, there's quite a lot of possibilities.

David Parry 13:34

I didn't manage to do this. Yeah. And the bit that I just mentioned that I found that's new to me this week anyway, I'm not sure if it's been there all along, is that you don't have to just give free access to your whole calendar and let people choose anything. The problem I was finding with that before is that I have a blend of face to face meetings on the road, and having to drive to clients. And some of them are in the office on screen or phone calls. And you have to make sure that every face to face meeting, you've buffered it with some travel time, either side in your calendar, otherwise, someone might go and book a meeting while you're on the way to a client. So what I found this new feature is that instead of just giving somebody a link to your entire calendar and letting them choose a slot, you can propose slots. And when you click that button opens up your calendar for you, you just take a couple of the slots that you want to suggest to them. And it includes it in the body of the email with a link saying if you want to meet 10 o'clock Friday, click this button, you're gonna make three o'clock on Monday click that button, which will appeal to the salespeople that have been trained in the concept of the alternative option close or whatever it's called, you know, when you're asking someone for meeting is a Tuesday better or Wednesday, you know. And so he's just given the times and they can select a straightaway. So it stops them having free rein and trampling all over. So that's good. So I think even those few things, they're, they're native HubSpot features available even on some of the lower starter versions on there. So the Outlook plugin integration, the fact that it tracks traffic on your website and tells you who it was. And this meeting tool straightaway, salespeople see that as a hell of a step up in functionality compared to maybe what they've been used to before, which is just CRM that gathers information

Richard Buckle 15:09

Listeners thinking with this much value, but only three points in what possibly could be number 10 on the list. 

David Parry 15:17

Halfway through this week's episode, and still the good stuff to come, oh you tease! Go on, and then let's talk about, I want to cover a one off, which I'm sort of I'm not really too sure how I feel about this really the prospecting tool? Yeah, you've been into this a bit more than I have struck me as a bit like other.

Richard Buckle 15:34

There's other ones out there, like Lead Forensics and things that people often compare it to. I mean, it's 

David Parry 15:38

Well it allows you to sort of see what what who's been on your website, isn't it? Who's you know, who's which I hear No, I've never heard a good thing about the lead forensic salespeople. And if there's any of them listening, I apologise because I've never spoken to any of you. And I'm sure your lovely, lovely people, but they're clearly trained to be very dogged If I put it in politely rather than, you know, they're really on it on the case. And they really do push for the close. So anyway, people generally say that. So what do lead forensics do? well, that's how they report it to be. But it's not the same as we've just been talking about? Is it with a cookie thing?

Richard Buckle 16:11

No, no. So I mean, the way that that HubSpot prospects work, I mean, to be fair, you've got to better find it in the first place. It's a bit of a hidden feature. And I do think it's something I saw something other day where they're looking to develop it. But it will give you an indication as to who's been on your website. We've seen this quite useful in other places where people are maybe targeting certain companies. So if you've got target accounts, you're aiming some kind of content, particular company. And depending on how they've got their domain set up, you may then be able to see, okay, somebody from brand, ABC, came on our website, 

David Parry 16:51

It tends to work for the bigger company, where they've got their own servers, and all that sort of thing

Richard Buckle 16:57

you can see where they come from, you can see how many times they come on your page where they visited, what's actually driven them there. So is it a Google search or LinkedIn post, etc.

David Parry 17:05

But it doesn't work for those companies that have just got their broadband through, you know, BT or Plusnet or whatever, that's all anonymous. It's really coming in from Canon or Tesco or BP, then yeah.

Richard Buckle 17:16

But it's still it's still worth a look. And I think it's, we've done some work with clients to say, well, it's worth keeping an eye on this, you know, these are companies, you know, how have we been contacted by them. I mean, we spent ages with one client trying to figure out, we're trying to get a particular, if you've got a big multinational that you're trying to work with, there's got multiple offices around the world, like just trying to figure out who it's going to be is an impossible task is needle in the haystack type of thing. But at least you're getting some indication that somebody from that company is coming on your website so that can, 

David Parry 17:47

You just don't know who

Richard Buckle 17:48

you don't know who but it can lead to a series of other kind of, you know, interesting, you can do things then with HubSpot website, and we're not talking about marketing and things. But, you know, if a certain domain is present, show this content, yeah. So you could try and learn people in you know, we started trying to do that show a form when this particular domain is present. And you're just trying to tempt them into the ecosystem. But yeah,

David Parry 18:15

so some, it's useful, as you say, it's well hidden. But when you find it, you can see you've got to filter out all the ISP type traffic that isn't interesting Internet Service Provider people. But and that is there now and if people are on if what I found actually the most beneficial thing from the point of view of helping people migrate and sell this idea internally to their teams, is if they're already paying for Lead Forensics, it is not cheap. And you can almost get the entire HubSpot Pro for the marketing for the same price you paying for Lead Forensics alone. So it's a good way of saying, Well, if we did that instead, you know, it's half paid for

Richard Buckle 18:47

Good. Do you want to talk about just some of the contact setup custom property?

David Parry 18:52

Yeah, I think that's probably a good idea. This is where you open up the HubSpot screen. And you can actually see the details on either a contact or company. And the point is that in HubSpot is very customizable, but at two levels. So either the admin can set it up so that everybody sees a particularly customised screen for that company, which is great a default view that you've decided because you've put in your own custom properties that you won't show up and you don't want some of the standard ones, that's fine. But also each individual can change their view. Or you can have a team based view. So marketing people see one thing salespeople see another thing, IT people, they've seen other things. So that's quite handy.

Richard Buckle 19:28

And one of the things we've been playing with recently is conditional views as well. So you can actually set it so let's say you've got a sales team that's selling different products, maybe you've got form that customers fill in around a particular product, all of that information can go to the salespeople who are dealing with that particular product sector lead. Not everybody has to see that information. So you can actually make that information condition or because the last thing you want to do is would overload everybody with information that maybe 50% of them don't need, 10% don't need whatever that number is. So you can actually tailor who's getting this particular content. And when it displays, those sorts of things,

David Parry 20:12

that's quite a neat thing, especially when there's a lot of information that you could collect, you don't be screen cluttered with loads of things. And like you said earlier, if people are busy, they're out on the road, they just want to go quick bank collecting stuff, and you don't want too much clutter. an adjunct to that would be you mentioned earlier, the idea of being out on the road and just on a visit, the app is getting better at being able to quickly track notes while you're on the road just on your phone. Yeah, it's a bit better if you've got an iPad, but the phone is not bad as well, we've just been a collect stuff. So things like custom views on the desktop, bring that sort of functionality into the desktop browser. That's good.

Should we pick one more for first episode, maybe see if we can squeeze two in. The bit I was talking about to someone the other day is all salespeople are overloaded. Because there's so much that you could do, you could chase up a quote you sent last week, you could prospect call someone you've never spoken to, before that you just found out who they exist, that maybe it could be a lapsed customer, that you've just had a notification of that maybe six months ago, they last ordered or the last time you spoke to them, you might have to call them again, it might be a key account that you'd like to check in with every couple of weeks, every month, all of these different types of activity all stack up. And by the time you've got a few accounts you're looking after in a region with a lot of prospects, that just becomes too much. And you end up with hundreds of them. And they're all falling over each other.

So I'm interested at how lots of different salespeople prioritise that, how do they manage their tasks? Do they use outlooks to do do they have a manual to do lists to these Trello boards, you know, what is it they do, and the HubSpot Task Manager for me works perfectly for that, because of some of the neat integrations it has with the rest of its features. So you can set priorities, not surprisingly, for different tasks that due dates and give a bit of commentary. But the neat thing is if you say that the task is to email someone, or is to call someone or to just to do something, then the way the Task Manager reacts is different depending on what the task is. So if it's just to do something, it'll pop it up and remind you to do if it's to send an email or open up an email browser writing window, already half populated what you need, and you just bashing the thing, click send and it's off, it's already pre populated with who's going to is logged against all the right people. And it logs the fact that the email has been sent out to that deal or contact as well. So that's pretty neat. But if you said you want to give a phone call to somebody, it fires up the browser window that drives the phone calls. And while you've got your headset on that you may be using for your team's calls, you just make the call through the browser, which you can then record , you can transcribe and it certainly logs that you've done it, you just put a couple of words in to say, Yep, this is what I thought the call. So it's brilliant, that whole task management thing. And for the Pro users, you've got a sales seat, you can organise your tasks into a bit of a list. And then you hit the button and you just click next, next, next next, and as soon as you've done, it fires up the next window. So there's no gap, if you just want to spend a couple of hours blitzing your to dos, you just keep splatting that button, you do this one, make the call, write the email, you can get through a hell of a lot of tasks in a short period of time. It's just making it easy for you. So I like that. That was well, I use it myself. Let's talk about quotes and document tracking and all that, because that's another one of these ones that's a bit spooky, but pretty helpful.

Richard Buckle 23:30

Yeah, I like using the document tracking. So if you're not familiar with what that is, it's a way of startups just attaching your quote or proposal to an email. So firing off not knowing what's going on. If you use document tracking, you're able to actually get some quite granular insights into what people are looking at. So you effectively upload your document into HubSpot. Say it's a proposal. And your, you get it and you generate a link for that. And you send that link to the, to the prospects or the client or whomever. And oftentimes, I find that with a lot of modern presentations, they can actually be quite big. If you got a lot of imagery in your proposal or anything, it's actually easier to send a link than it is to send the document, you know. But anyway, what this will do is it will then allow you to see who has looked at what within the proposal. So you might find like a good example of this. We sent a website proposal at somebody a while back, and the marketing manager looked at it. And I could see what she'd looked at so very much on the kind of what's it going to look like how's it going to, What's the functionality going to be in it all those types of things. And you can see how long everyone's spent on those pages. So probably 90% of her time was spent on that. The same document then got sent to the one of the directors. And you can see almost immediately he went to the pricing page and spent most of the time on that. So you start to get and that's maybe an obvious example. That's why That's, you know, if you had to, you know, place a bet on that that's probably where you would go. But it is still interesting to see who's looked at things. You know, you can, I've had it when I've gone into a meeting before where I've sent someone a document, and they say, Oh, I've read your proposal, and I know they've actually only spent 60 seconds looking at it. So it's just another one of those things, you're getting those insights, you're getting those incremental gains, as it were,

David Parry 25:25

even if you just find out when they've gone in it at all, you know, that extra bit about how many seconds on each page is rich information. But the fact you know, they've opened it, that can trigger you to say right now it's okay, now for me to follow up. And ask them, you know, have you read the proposal enough to let on that, you know, 

Richard Buckle 25:41

I think it's another good way of getting a cookie labelled as well, because if someone sent me a proposal, and I forwarded on to you to say, can you have a look at this, you've got to put your email address in to actually have a look to be allowed to see, and you're going to want to do that to be able to see it. So you can circumvent all this by just downloading the document. But yeah, you know, if you don't, then you get all this extra information.

David Parry 26:01

Nice, good. And in terms of quotes, which is kind of an allied, but different bits. So documents could be anything could be a company presentation, it could be a data sheet, whatever it could be, whereas quotes are clearly a more of a commercial offer, inviting someone to accept so that's quite important. And HubSpot does have quoting feature, which is okay. I don't think most people will say it's not the best ever, it's not that customizable. But if you need it to send out quotes, based on the deal, information you put in, it can do it. And you can even get it to capture an approval or something, you can't get payment in the UK, that's a US only thing.

Richard Buckle 26:34

I think you can have signatures, signed contracts, things like that, right? I think it works, it can work really well if you've got quite a simple product list. So you can make your product list, bring it into the quote, quite simple, I think where it starts to get a little bit starts to hit the buffers where you've got a bit more of a maybe technical element, your proposals, you need a bit more detail in it. And it's just hard format for it 

David Parry 26:57

me not just listing what you're doing, you need to talk a bit about each one the background, and how this solves your problem

Richard Buckle 27:03

Maybe with an image or something that needs to go in that type of thing. Okay, but that's not to say there are some really good integrations for quotes into HubSpot. Recently, we've been doing quite a bit of work with quiller, which is a HubSpot integration quote, template, that allows you to put all sorts of stuff in video payments, break down to the product lists,

David Parry 27:29

I really quite like that you introduced me to this and it took me a while to realise why it was so much better than the others if you like, because it's not producing a PDF, it's going to a web page, rather than just doing what a PDF could do. But you know, webpage, which I've seen other apps do, like you say you can embed a video or or have something like that. But you can also have a lot of concertina type content, so you can include your entire terms and conditions. But just as a one line that you click the button and it expands it and collapses, that's useful. And getting people to approve it, maybe multiple signatures, that type of thing. That's all built in functionality. So it's pretty good. And the way you design it, it's in modules or in blocks. And a bit like you just talked about, they're tracking how many seconds different people looked at different pages of a PDF, it will tell you how many seconds that module was on in view on the screen. So even though it's presented as just a long form, HTML, web page type content, you can read all the way down, it knows how far down you are. And it's logging, it's always got a timer, like a chess clock starting and stopping when you're on each bit. So it's doing the similar sort of thing as that is. 

Richard Buckle 28:32

And again, with that you can download as a PDF if you need to, isn't it so not everybody wants a web app. But I think as we as things move forward, that will become more ubiquitous in terms of using it. And I think as well, we are in an age where the visual element of this stuff is important. Everybody's been conditioned by, you know, Apple apps or Netflix or whatever. It's just the interface of so much of what we use nowadays is very slick, just in our day to day life. So by using something that's very visual, but at the same time is integrated into all of the HubSpot back end.

David Parry 29:07

The beauty of that is you set that template out first. And that's done offline. And maybe you get help to do that someone internally in marketing might better help the sales guys to do that. And it can bring in all sorts of information from your HubSpot record, either on the deal or contact or the company. So you can really quite tailor that what you're still a template. And so you come out of your meeting, you're still in the car, on your on your iPad or on your phone, almost you can do a small screen fire up that makes sure all the right things are probably across, click the Send button and it's off. So pretty useful. So it's it's just really making that taking out all the overhead time that when you need to just now get a quote and you've already got the information that you don't have to write it all again. It automates that for you.

Richard Buckle 29:48

Supercharging your sales efforts.

David Parry 29:51

You're one for a slogan? We should get you in advertising.

Richard Buckle 29:56

Missed my calling

David Parry 29:57

Yeah, good. Okay, let's call it a day there. Because that's a good sort of half hour summary of the first ones, the ones we haven't covered, which will, we'll put into a second episode, then we'll talk about something around the automated sending of emails. That's pretty neat. And also canned text and how you can quickly write emails even when they're sort of made up of lots of different bits and bobs. So that's pretty useful. Some of the automation available within HubSpot not used for the marketing sense only, but also for the sales thing. And anything will give you some examples of where we found some pretty decent automation to help salespeople do what they do an introduction to analysing what works and what doesn't, and how we collect the rights of information to give us the best chance of doing that. And we talked about that, cause we're gonna cover that again. And then we'll finish up with some of the third party plugins that we found very good. And these other ones that people do almost say, wow, when you talk to people about stuff you can do, especially useful for organisations where you're selling into a large company, bigger account with many stakeholders, and some of those sorts of things you can do, or if you're on the road quite a bit. And finally, we'll finish up with a neat tool for basically stopping having to write any visit reports ever again, which most salespeople like the idea of that

Richard Buckle 31:08

And some integrated dashboards as a bonus

David Parry 31:10

And bonus content: Dashboards. Okay, so we'll do all that next week. Yep. Very good. Excellent. Well, thank you very much, again, for listening through a whole episode of The SME Growth Podcast where this week we were talking a bit about how salespeople really do come to appreciate HubSpot 's version of CRM, whereas perhaps they've got a bit of a jaundiced view about others that we've come across before. And that's just part one. So we'll come back next week for part two and go through those other subjects. As ever, we asked you to tell your colleagues and especially if you've got any colleagues in sales that you think might be interested in this, then please pass on a link to this particular episode. And if you're in Spotify, or Apple or whatever, then follow us and click the bell so you get told when our next episode drops, have a good weekend. And in the meantime, good luck with your businesses.

Further Resources

If you're interested we have some great blogs and other podcast episodes on CRMs or specifically HubSpot. Have a listen to our podcast episode Is it Time to Change your CRM?, or learn more about some of the functions of HubSpot with our blog 5 Vital HubSpot Reports For Your Campaigns or