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hi folks Lionel here hey this is another video  on our HubSpot users tip series what I'm going   to be talking about today is a little bit about  your CRM management and specific to the deals   pipeline so one of my favorite parts of HubSpot  you know when we're doing tours for potential new   HubSpot uh customers but actually take a lot  of time to go through a bunch of the the tool   like you know what happens at the contact level  you know the conversations tab what's going on   there you know the whole marketing Hub right with  creating uh email marketing in their landing pages   forms you know calls to actions all that sort of  stuff and then you know we normally finish off   on the sales side and the reason we finish off  on the sales side and we look at this pipeline   is basically everything that we are doing in the  HubSpot environment is to populate this dashboard   the reason that we finish up on this screen here  is we want the users of HubSpot and the leaders   of the business to be able to make intelligent  decision based on data and to be able to look at   their sales Pipeline and within just a moment's  glance they're able to see you know the success   and and health of of their business right now and  also what's coming up over the weeks and months   to come so it's just a quick example here every  business is a little bit different but at the same   time there's a lot of similarities between you  know various businesses so how I have it set up   right now is we have the first stage of the the  dashboard and that is mql to contact so let me   walk you through this scenario let's say Brian  and this again is all just our demo account so   he's actually the CEO at HubSpot let's say he  comes to our website and he fills out a form   wanting to have a meeting or request an estimate  something like that we would have a workflow in   place that it automatically takes his information  and creates a deal now based on what he was asking   for you know we know that the value of that deal  is you know twenty four thousand dollars in a year   so that's why that's in there also you know we've  checked off that it's a high value Prospect so   that's how that initial deal would come about  now at this point in the sales process no one   has actually reached out to the contact and  qualified them so that's what this next stage   is at so basically what happens is someone would  be reaching out and speaking with Brian to be able   to qualify uh the the lead right are they in our  service area is this request something that we can   accomplish successfully will this be a profitable  deal all of those sorts of things you know is   timing good and then assuming that those criteria  are met and they are a good Prospect then what   would happen is we simply would click and drag  them over from the mql to the SQL stage and then   they would sit there and you notice again we have  the the revenue potential in there as well then   we would just continue to to move Brian through  the the pipeline there right so now we have two   people at the SQL stage so now in this fictitious  example the next stage is to be able to have a   proposal or estimate and get into negotiations so  you know what happens here is this stage SQL the   book a discovery call I know that the next thing  I need to do is book an actual Discovery call   we're going to talk about the his business what  the challenges are pain points all that sort of   thing and talk a little bit about what we're able  to do to help them out once we're completed well   now what we're going to do is we're actually going  to just click and drag Brian over to the proposal   estimate stage so we now know that he's progressed  past the discovery call and we're actively putting   a proposal together generally again every business  is a little different you know we'd be speaking to   Brian about uh what the potential cost is for the  project what the value is to his business what are   the risks if he doesn't proceed you know would  have those types of discussions and basically   just do like a trial close and make sure he's  familiar with what the potential investment is   timeline scope of work all of that once uh he has  seen all of that but has not seen a contract yet   we would just pull him over into this next stage  right so now that he's agreed to principle now   what we would do again in this case is we would  put an actual contract together so that will lay   out the scope of work rules and responsibilities  timeline investment payment terms all of those   types of things right and then when that's ready  to send off then we basically send that off and   so now we know that the ball is in his court the  contract has been sent now we're just waiting on   him to either approve it by signing it or uh we'd  have a little bit more negotiation and a little   back and forth now a really neat thing actually  with HubSpot is it actually integrates with a   lot of other tools that you may use specific to  proposals and contract management so you know   for example Panda docs proposify we can  basically build out these really nice proposals   in those tools and integrate them here so if I  create a proposal in proposify for example which   is a different software it'll actually create a  deal automatically in our pipeline which is is   pretty sweet you can actually within the HubSpot  environment build proposals and quotes so you   don't actually have to use an external tool but  if you've already been using you know Panda docs   or proposal if I for several years you don't need  to change that you just integrate it and it fully   syncs with your your pipeline so now Brian  is pumped to be able to work with us he signs   the agreement uh digitally again whether it's  with panda docs so whatever tool it may happen   to be or or hubspot's proposal tool then what  happens is automatically again uh without even   need to do anything he would automatically  be moved to close one we would then have a   workflow that sends out an email to our team  hey congratulations uh Brian has approved the   contract and that lets our sales team know you  know that they can celebrate some success there   but it also lets all of our operations people know  hey we've got a new client that we need to onboard   let's get to work so that's when you know the  Ops and project management people are going to   be building out the boards in monday.com you know  getting slack already all of that work to be able   to onboard someone successfully anyway and that's  basically how that process works and in the event   that you lose a deal then you just move them  to close loss like Jimmy John here and then we   would normally have a couple different criteria  for why deal was closed captioning not available them actually have visibility on everybody that  is a good candidate but the timing isn't great and   we can just reach out at any time we would also  actually create tasks that would automatically   notify our team to reach out and say hey it's  now time you know to reach out to the colonel   it's you know it's 90 days after you know see if  Now is better again we do all the follow-up then   so again there's just a very quick overview of  the the dashboard but that's basically how you're   moving people through these different stages  now you may or may not have noticed along the   the bottom here cool thing is you can actually  see how much potential business there is in each   stage and you'll notice that they have weighted  averages so for example once we are sending a   contract to someone we expect that we would close  90 of those so whatever the value is in this stage   it allocates approximately 90 of the value however  if someone is at the you know proposal stage maybe   we only close sixty percent of those so let's  say we have a million dollars in The Proposal   Discovery call stage of potential business that  would then put in six hundred thousand dollars   into our pipeline so again we can look at at any  moment in real time how much in potential deals do   we have at various stages of the pipeline and how  much have we closed one and how much of a close   lost the last thing that I'll share you know just  as we wrap things up here is I generally recommend   for companies to have as few pipelines as possible  in this case again in our demo account we actually   have two different pipelines so we have a sales  Pipeline and a driver recruitment pipeline so it's   very easy to be able to switch between the two now  the reason there's two pipelines in this case is   prospects are completely different the business is  completely different so that's why we want to keep   it separate however if you have several lines  of products that you're selling I would still   encourage you to have one pipeline for that and  then instead of having multiple Pipelines now you   just add different filters so I can actually show  the deal say we're having a revenue meeting I can   show deals that just you know for myself I am the  owner of those deals or just my my sales rep or   maybe we're looking at deals that everybody owns  but it's just one line of business we can add that   as a filter as well so again it makes it really  easy when you're running those Revenue meetings   every single week or a month however however  often you do them again look at everything   holistically in your pipeline everything at every  stage you know all the different channels all the   different people moving things forward in a sales  role and how much potential Revenue that means to   your business so again it really is is super  simple to be able to utilize but it really can   be transformational for businesses if they don't  have visibility on who they have in their Pipeline   and what's about to close and what has closed and  so on so I hope you found that really valuable   again I realized I was a very uh you know quick  overview and there lots more that I could dive   into here but if you are using HubSpot and and  using the the Dashboard please you know share   your thoughts on how it's impacted your business  and if you have questions about implementing   something like this through HubSpot please  reach out we'd be happy to be able to answer   your questions in the comments below alright so  take care thanks once again for watching this foreign