Professor: Kyle Jepson

Transcription

1 CLASS 01 Introduction to Contacts, Filters, and Views Professor: Kyle Jepson HubSpot Sales Software Certification Brought to you by HubSpot Academy

2 EVERYTHING YOU DO INSIDE HUBSPOT SALES WILL REVOLVE AROUND YOUR CONTACTS.

3 1 WHY ARE CONTACTS SO IMPORTANT?

4 Think about what sales was like before the internet existed.

5 THOSE DAYS ARE LONG GONE.

6 Buyers now have all the power. So the old way of selling doesn t work as well anymore.

7 INBOUND MEANS YOU ATTRACT BUYERS TO YOU AND MEET THEM ON THEIR OWN TERMS.

8 Focus on the buyer and their needs. You ll always beat out the selfcentered competition.

9 Your contact s timeline will be empty, but don t worry. It ll fill up fast enough.

10 2 HOW TO USE CONTACTS

11 CONTACT RECORD BEST PRACTICES Use contact records for people, company records for organizations. Associate contact and company records with each other. Use notes and tasks for internal communication. Add a contact to HubSpot CRM for every person you talk to.

12 CONTACT RECORD BEST PRACTICES Use contact records for people, company records for organizations. Associate contact and company records with each other. Use notes and tasks for internal communication. Add a contact to HubSpot CRM for every person you talk to.

13 CONTACT RECORD BEST PRACTICES Use contact records for people, company records for organizations. Associate contact and company records with each other. Use notes and tasks for internal communication. Add a contact to HubSpot CRM for every person you talk to.

14 Your interactions with everyone at a company will be combined together on the company record s timeline.

15 COMPANY RECORD CREATION

16 COMPANY RECORD CREATION

17 COMPANY RECORD CREATION

18 COMPANY RECORD CREATION

19 COMPANY RECORD CREATION

20 COMPANY RECORD CREATION

21 CONTACT RECORD BEST PRACTICES Use contact records for people, company records for organizations. Associate contact and company records with each other. Use notes and tasks for internal communication. Add a contact to HubSpot CRM for every person you talk to.

22 THE CONTACT RECORD SHOULD ALSO RECORD THE CONVERSATIONS THAT HAPPEN BEHIND THE SCENES.

23 Notes are good for capturing miscellaneous information.

24 Tasks are simple reminders.

25 You teammates and then your notes back and forth with be recorded on the timeline.

26 CONTACT RECORD BEST PRACTICES Use contact records for people, company records for organizations. Associate contact and company records with each other. Use notes and tasks for internal communication. Add a contact to HubSpot CRM for every person you talk to.

27 The company record will give you a full record. You never know when you might have to circle back with someone to get more information.

28 Create a Custom View You must create a custom view in order to get certified.

29 CUSTOM VIEW BEST PRACTICES Filter by HubSpot Owner to see only the records you own. Filter by Job Title to find the right people. Filter by Lead Status for context. Design views around action.

30 CUSTOM VIEW BEST PRACTICES Filter by HubSpot Owner to see only the records you own. Filter by Job Title to find the right people. Filter by Lead Status for context. Design views around action.

31 Set the HubSpot Owner filter to Me. Then you ll only see the records you already own.

32 Set the HubSpot Owner filter to Is Unknown. Then you can look for contacts in your territory that you haven t claimed yet.

33 CUSTOM VIEW BEST PRACTICES Filter by HubSpot Owner to see only the records you own. Filter by Job Title to find the right people. Filter by Lead Status for context. Design views around action.

34 Is there a pattern in your contacts job titles? If you aren t sure, dig back through your s and check out their signatures.

35 BUYER PERSONAS ARE REALLY HANDY DURING THE EARLY STAGES OF THE SALES PROCESS.

36 RELY LESS ON YOUR BUYER PERSONAS AND MORE ON THE DETAILS INDIVIDUAL CONTACTS PROVIDE ABOUT THEMSELVES.

37 CUSTOM VIEW BEST PRACTICES Filter by HubSpot Owner to see only the records you own. Filter by Job Title to find the right people. Filter by Lead Status for context. Design views around action.

38 The default values for Lead Status include New, In Progress, and Unqualified.

39 CUSTOM VIEW BEST PRACTICES Filter by HubSpot Owner to see only the records you own. Filter by Job Title to find the right people. Filter by Lead Status for context. Design views around action.

40 CREATE VIEWS THAT FOCUS ON SPECIFIC ACTIONS.

41 EXAMPLE SALES REP: BOB Sales Rep at Groundskeeper, Inc. Sells landscaping services to small property management companies Works primarily with business owners Making a custom view to identify the people he needs to follow up with.

42 CUSTOM VIEWS

43 CUSTOM VIEWS

44 CUSTOM VIEWS

45 CUSTOM VIEWS

46 CUSTOM VIEWS

47 CUSTOM VIEWS Three additional filters: Last Contacted Next Activity Date Number of Times Contacted

48 LAST CONTACTED This property automatically populates with the date a contact most recently had a meeting or was ed or called.

49 CUSTOM VIEWS

50 LAST ACTIVITY notes tasks meetings s calls LAST CONTACTED

51 meetings s calls LAST CONTACTED

52 NEXT ACTIVITY DATE This property only populates if the contact has a meeting or task scheduled for the future. Otherwise, it s blank.

53 CUSTOM VIEWS

54 CUSTOM VIEWS

55 NUMBER OF TIMES CONTACTED This property automatically updates with the number of times a contact has been called, ed, or met with.

56 CUSTOM VIEWS

57 CUSTOM VIEWS

58 CUSTOM VIEWS

59 CUSTOM VIEWS

60 THANK YOU.