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 marketingfor 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 theircustomers is important can likely benefit from CRM.

Who Should Use A CRM?

B2B Companies of all shapes & sizes

Considered PurchaseB2C 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 things 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/monthFree 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 INTOHUBSPOT CRM,

KEEPING IT UPDATED

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Method #1: Use HubSpot Marketing

Getting Data Into HubSpot CRM

HubSpotMarketing

HubSpot Database

HubSpotCRM 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 OWNERSHIPIN 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 VIEWSIN 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 STAGESIN 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 DATAIN HUBSPOT CRM

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Noteworthy Fields: Contact LevelThe Basics Automatic Fields

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Noteworthy Fields: Company LevelHubSpot Insights Data Automatic Company Record Association

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GETTING YOURTEAM 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 PATTERNSFOR 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 amongstother contacts / prospects

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Finding Prospects (New & Old)

Review ProspectsLook for new companies who match the profile you typically sell to

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Finding Prospects (New & Old)

Anonymous VisitorsSidekick 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 PATTERNSFOR MANAGERS

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Monitoring Progress with the DashboardDeal ForecastReview 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 DashboardProductivityGet a sense of where your salespeople are spending their time.

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Monitoring Progress with the DashboardPipelineSee 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 PerformanceUsing Sidekick for Business? Review template performance and share the best approaches back with your team

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Learning, Iterating, Improving

Review Document PerformanceUsing Sidekick for Business? Review document performance and share the best approaches back with your team

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GET STARTEDHUBSPOT.COM/CRM

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THANK YOU!Q+A