Getting a streamlined process can have many benefits, especially in smaller companies. First of all, making sure to contact leads with a resonating message promptly can reduce revenue leakage and help with conversion rates from lead to deal. Speed can save and kill deals.
While this sounds straightforward, it can be surprisingly difficult to set up, especially when there can be a lot of data points, different tools, and data not being unified in them. This can make it confusing for reps to understand what action the prospects have taken, and what is the appropriate follow-up.
For Sales Reps, It can be challenging to understand where exactly to start the day, and stay on top of all tasks. Prospecting workspace can be a great help for this issue.
Hubspot has several features built in that can help streamline this process, I'll provide a quick overview here:
Prospecting Workspace
HubSpot recently released a Lead prospecting workspace, which I think solves very well the lead vs contact, which I believe many struggle with in Salesforce. Hubspot does it in a way, where it becomes a lead under the contact, rather than 2 different records. It comes with a great UI, where the reps can log in to their lead prospecting workspace, and then get the information required to follow up on all leads.
Lead stages and overview:
Having a native UI for the lead overview, based on the various stages can make it simple to know what leads to contact next, starting the day with going to the lead overview and HubSpot having you tell exactly what to do next on the various leads:
The lead stages are customizable, and there is already automation in place, for instance, if you contact a lead sitting in “new” it will automatically go to the “attempting” stage.
Task Overview:
Staying up to date on tasks can at times be difficult, mainly because it's hard to organize, in the prospecting workspace, all manual tasks and sequence tasks show, both overdue and today tasks.
Sequences
On top of this, Hubspot has built-in sequences, which makes it easy for sales teams to design great follow-ups for trials, contact us, etc.
There are more robust solutions out there, but they are expensive and require a lot of admin and time to set up (integrations+ troubleshooting). Hubspot Sequences is native and gets the job done. Sequences also provide great reporting into the templates and what helps convert.
You can check a quick guide here on how to create a sequence.
Automation
Under the hood, Hubspot provides an automated workflow that can create leads based on lifecycle stages, For example, if a contact fills out a form, it can then automatically create a lead and assign it to the sales rep. If this is not enough, you can build a workflow that can be more specific, rather than just based on a lifecycle stage.
How to work with the automated lead settings here.
How to create leads in workflows.
Now that everything is set up, here is a quick video on how it can look like for the Sales rep:
Got Hubspot Sales Hub Pro and want to take advantage of Prospecting workspace? Happy to discuss your RevOps needs, feel free to connect and DM me here on Linkedin.