Convert more leads for teams

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[Music] so before we jump in I just wanted to give a quick intro to air call so airall is hubspot's number one telepan partner and especially when it comes to uh the sales side we really come in when it comes to supporting teams on that sales and marketing alignment piece but also that sales efficiency piece so really the use case that um we're working with today is one that we actually you know deal with quite often in internally as well and it's a very common one that we hear from sales and marketing leaders which is that webinar and then how do we make sure that we're following up with these leads in an efficient way um making sure none of those leads are falling through the cracks but also how do we ensure that every single conversation that these sdrs are having with these leads are very much personalized so if we look at our screen here let's say I am an SDR and we've hosted this amazing webinar I've had this list that has been handed over to me from the marketing team um we're obviously not working with the same HubSpot demo portal so I don't have the exact filters that Taylor may have shown but essentially let's assume that this is a list that's been pulled from the wistia webinar High intent mqls these people have attended they were they stuck around for the entire webinar we can really assume that there's intent here so as an SDR my responsibility or my tasks for today might to go through this entire list of leads give them a call back see if we can continue nurturing these leads see if we can then create this into a qualified lead that's ready for a demo to then move on to um our AES who can obviously close the steel now the first piece right here is as you can see we've got this list of contacts what I would do is Click into the air call extension right here what the power dialer has done is it's picked up all numbers on this list right here we're then going to move this over to our power power dialer on the airall app right here I'm going to click on this button and now what it's done is it's pulled in all of these contacts and the phone numbers that I have to go through into our power dialer here so as an SDR I'm going to start the session and now really the idea of the airall power dialer is again we're maximizing efficiency because we're going through each of the calls one by one obviously sdrs have hundreds of calls to doe per day they don't have time to be you know moving on to the next phone call each of them click to dial um what it's going to do is power through those sessions we're going to start the session now I'm going to call out of my mobile number to ensure a higher connect rate and this call is now coming through what I'll also do is open up the contact record on HubSpot wow that's slick now I'm going to as you can see immediately as soon as we start dialing we can open up the contact record this comes in really handy when it comes to again personalizing those conversations I have all the previous engagements with that particular lead or contact UM here is probably where you would also see that they've engaged with Wisa content now I'm having this conversation and I'm having it's a great call it's going really well and I'm actually getting to do some Discovery um some qualification notes that I'll jot down here and by the end of the call it's a great Tuesday they want to book a demo so what I will do at this point is I'll open up the tags here and I will tag it qualified create deal and on top of that they've asked me for some more information and collateral on sales Hub so I'll also Tar It saleshub nurture great so we're going to end this conversation here just going to pause power dier that call has ended now what those tags are going to do is we've built out this workflow right here where those airall tags are actually contact properties that function as a contact enrollment trigger so because I tag that call qualified create deal and nurture sales Hub what it's going to do is that's going to update the lead status to open deal it's going to rotate that contact within a team of AES round robin it's going to create a deal on HubSpot then assign it to that new AE owner and send them a notification saying hey the steal has been assigned to you and to top it all off you might also send a follow-up email to that particular Prospect saying hey thanks for the chat just now you're going to receive a calendar invite very soon on top of that because I've asked for some more collateral we might enroll them into a nurture campaign about you know sales Hub now this is all stuff that when you do manually obviously after every call it's going to take maybe three to five minutes to do um and when your sdrs are going through hundreds of calls per day they simply don't have the time to that um time for that now in this case in this example obviously it was a very positive call booked a demo however most of these calls will actually be you know bad timing or maybe not interested or call me back in 3 months in which case again even creating tasks for those take time so you might even tag it if it was hey I'm interested but why don't you call me back in three months that's when our contract is up then you might tag it call back three months which might create a task that specifically has a due date of three months later so really again it's about driving sales efficiency so that you can enable your sales team to make it effortless for them to go after those leads make sure they're conver in all the leads into deals or qualifying them out um and supporting them through that infrastructure and not only efficiency but also personalization because with all these Integrations that we're talking about the SDR can see that they just attended the webinar and so I feels like the right things are scalable and automatable and then the things that you need to think about and the personalization that needs to happen can also happen which is really that like people's L are being blown in the chat I'm not sure if you noticed but I feel like it all you know amazing and of course after the call again about having that customer data so that when we have a conversation with this uh Prospect in the future there's that much more context any call that's been made through air call will be logged automatically any notes you've taken any tags you've used the call recording and especially with air call AI what it'll do is it'll even summarize the call and sync it into the HubSpot call log mine was muted so it won't do that now but again this is to ensure that when we're having future conversations and we're continuing to nurture the lead um we're going to be making sure that we're supporting the teams and allowing them to do that now just lastly the last point would be the charry on top is a reporting side so as a manager if you're trying to keep track of how your sdrs are doing on their call volumes you know what's time to First Contact when it comes to you know who's getting to these leads um while they're still red hot um who's taking much longer who's having you know the longest talk time all of that can also be built out on HubSpot so that you're storing all of that data and your single source of Truth and you're contextualizing that call activity uh in the broader context of your pipeline and revenue metrics w