Streamline Your Sales Lead Automation for NPOs

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we just got access to a brand new feature inside of HubSpot that I think is going to revolutionize the way that sales teams manage their leads inside of the CRM I can't wait to show it to you welcome to HubSpot hacks where we help you get more out of HubSpot [Music] this new leads tool from HubSpot gives your team a far more efficient and clear way to manage leads especially those leads that are in the run up to opening a deal so all those activities you're doing before they reach a stage to create the deal HubSpot just added a ton more clarity to it and ease of managing those people it's still in beta so I think there's a lot more to come with this tool but I'm really excited to show you what's already available so let's Dive In so here we are inside of our leads tool like I said it's in beta so some things may change but how you get to it today is If you go to your sales drop down prospecting and you this leads tab so what we see here is we see this overview and we've got a few different stages here so we've got new leads attempting leads connected leads shows us the counts of how many leads are in each of these stage each of these stages and if we scroll down here we can see the leads so right now we've got three leads in our system and leads are sort of an enhancement to contacts or companies it's very similar to hubspot's Target accounts tool if you're familiar with that where you can just Mark a company as a Target account it's sort of similar to how that works so you can take a contact or a company and Mark it as a lead which adds it to this view here so let's look real quick at creating a lead we can click this add lead button in the top right we can select contact or company we can search and let's say we want to add a lead for oh we'll just pick Alex Campbell here so we'll add a lead for Alex and you can see it comes up here so we see Alex and we see his company we wanted to add a label let's say this is a hot lead we could do that right there it's going to give you some great information at a glance of how this lead is progressing so we've got stages we'll talk about how to edit these stages here in a second but we can click this drop down and we can select what stage Alex is in so as we move through this we can advance him in a stage if you're familiar with lead status inside of HubSpot today this stage is essentially taking place of that lead status this test isn't going away you can still use it if that's ingrained in your system but if you're looking for a little bit more clarity and a little bit more process driven visualization into how these leads are progressing stage in this new leads tool is going to be the better tool for you and it's going to add some automations that to be honest we build workflows all the time to update lead status based on things that are happening happening and now hubspot's just going to do it for you so I'm super excited so we've got this stage here you can also see the last activity that person has that you've taken with that lead so in this case Alex had a task 15 days ago and you can see the next activity and this is where we get into that efficiency because if there is no next activity we can schedule that right here so we can add a task we can set when we want this task to be due and what type of task we have so very similar to those follow-up tasks that you might be familiar with when you see when you send a CRM or log a call in the CRM so that's how Natalie that's the visualization the information that you're going to get on that screen and there's a couple other things that I really like so if we want to learn more about Alex or even take action on this lead we can click into his lead profile and we don't have to wait for another screen to load it's going to come up on the right hand sidebar and it's going to pull all of the information from the contact so we've got Alex here we've got contact the last engagement date in this case there are none you can see we've got those same actions that we have on the contact record we can take those actions right from this View and I'll show you some really cool things about that here in a second we see we've got our stages he's in this new stage and we can see this visualization as he progresses we can see any recent Communications we've had with Alex notes we've got access to Playbook so we want to make calls from here we can jump into our Playbook and fill in that information and we've got properties about that contact as well as Associated objects so pretty much all the information you can see on the contact record you've got boiled down into a nice summary here so very similar to what you can see with the new deals tool as well when you click on a deal that information you can see on the right hand side so I mentioned that hubspot's gonna automate some of the automation make it even easier to advance these people through and one of the first ways it does that is Watch What Happens when I log a call here so if I go in here and log a call say great chat with Alex and log this activity so note that he is at the new stage right now I'm going to hit log activity look at that just by logging in activity it's upgraded that stage now of course I can manually override that and upgrade it further if I want to but it's already knowing that because I'm logging activity I am attempting to reach out to Alex if I had connected with him I could just change this to connected and we're advancing even farther with that visualization another place that automation comes in is let's say I have talked to Alex and called in go super well he's just not really a fit for our solution I can upgrade him to disqualified and it's going to come up with some great things so disqualified reason why was he disqualified I've seen lots of companies that we used to recommend you have all these disqualified reasons in your lead status now we don't have to muddy those Waters it's just right here in a disqualified disqualification reason we can do reporting on that we also were prompted to create a task to follow up with them because we know often times with disqualified leads it's a timing thing it's a budget thing it's not something that's insurmountable that we can't overcome in the future so it's going to prompt us to follow up with them and we can add any notes that we want to and Mark him as disqualified so if we exit out of here we can also see almost like a task queue view of our leads so if I want to work through all the leads that just got handed off to me all my new leads I can just go to this overview new leads and follow up with leads and it's going to give me the list of people and it's already going to open this right hand sidebar I could call email whatever I wanted to do and go to the next lead on the list so great way for your sales team to work those leads actually focus on doing sales activity rather than clicking around the CRM so a couple other places that we get some great automation some great settings and this is where I think we're going to see the leads tool even expand especially as it comes out of beta and it becomes more widely used but if we go to actions here we can open settings and we've got a few settings in this leads list New Leads tool so the first thing and this is I really like this from a ease of creating leads upon import or ease of a sale a marketing to sales handoff we can automatically create a lead based on lifecycle stage so lifecycle stage is still important in HubSpot not going away we can just say every time somebody reaches a sales qualified lead status we want to create a lead for them and you can turn that off too if you don't like the automation but I think it's going to be really powerful for teams we can also do the opposite so let's say A salesperson maybe forgot to update the lifecycle stage but they create a lead we can tell hubspots automatically update that contact to sales qualified lead and then we can require or not for that disqualified reason I showed you earlier and we can also edit those stages so there's a few um kind of high level stages that HubSpot sort of mandates to manage that visualization and all that so you've got new in progress qualified and unqualified and then we can have sub stages in there similar it's like a deal pipeline so new attempting connected qualified disqualified honestly I'm pretty impressed with how what HubSpot has out of the box um there may be a reason to add stages or remove stages depending on your process but for most people I think these stages will work super super well so again it's under sales prospecting and that leads tab I'm really really excited for this to roll out widely and for us to start working on it with clients because like I said I think this is just going to revolutionize how easy it is for a salesperson to really focus on doing those activities that earns Revenue closes deals and just feels natural when they're updating the CRM in that progress so that's all we've got for you today with the new leads tool make sure you hit that subscribe button for more HubSpot tips tricks and how to's and jump to the video description to subscribe to our newsletter see you next time foreign