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foreign hey everybody we got breaking news out at inbound 2023 up here in Boston the HubSpot sales Hub now has a lead object they are adding a lead object that isn't separated from the contact object so that you can create a lead and send it down its own process that you define in order to make sure that the lead gets handled this is a massive Improvement I'm about to go walk you through the setup what there is what there isn't um to the HubSpot user experience in a nutshell now you'll be able to drive workflows to create leads or drive drive based off of activities to create leads and hand that over to your sales team in its own space where they can use the prospecting tool and the other sales Hub engagement tools to really make sure you are responding and able to track how you're tracking to your leads so without further Ado let's Jump On In and show you firsthand how it works all right so the prospecting beta is to really allow and streamline a sales rep or bdr to have a single spot to operate out of in the HubSpot portal so kind of as we've seen you get all your tasks you've got overdue due to day sequences what's in play your schedule and then suggested activities where you may have missed a response to somebody or it's been a while since you sent an email so this is bringing everything in one place I'm you can customize these and move these around similar to any other area of HubSpot so this is again pretty cool just feature alone but then we add the lead lead functionality and so we're going to walk through here uh for the first time leads so work your most important leads efficiently and keep track of your lead to every single stage so we're going to start using leads here and look at you know where how do we want to classify a lead and so here when you classify a lead is going to be based off of select life cycle stages where you want to pull somebody in and so which contact lifecycle stage do you want to pull a lead from so you're going to have to have your life cycle stage set up and functioning in a way that is consistent so that you can always pull leads in so we've got subscriber lead marketing qualified sales qualified opportunity the standard HubSpot lifecycle stages again reminder that these can be customized for your verbiage or the way that you think of your lead funnel HubSpot now allows us to customize the lead lifecycle stages so that you can then pull them in to this lead object so let's go for marketing qualified lead and see for the last 180 days I don't have any of those in my portal so I'm gonna go lead and I'm gonna go 30 days to see what populates so we're going to pull in the leads and then we're going to bring leads into prospecting automatically which let's take a look at the settings here that are available to us but right on the surface you can create a lead based on a lifecycle stage or you can set a life cycle stage when a lead is associated which would control lifecycle stage um so digging into that a little bit we can come back out here and look at the settings so when a contact or company enters a lifecycle stage a new lead can be created key thing here is it's going to be a contact or a company so so this is good to note in terms of you can create a lead based on a contact or company lifecycle stage changing we'll go back into this to make sure kind of as we move forward is a contact like if a contact or a company gets created as a lead What's that show up as does it show up as the company name or the individual on that company uh we can set lifecycle stage when a lead is associated so to me we'll have to check this out but this makes me believe that when that we can actually create a lead based on specific activity outside of a life cycle stage but then catch up the life cycle stage or set the life cycle stage to where we want it to be when a lead is created I want to confirm this but to my knowledge this would mean that we can maybe go workflow Trigger or create leads records based on certain activities so for example someone fills out specific set of forms and you have a group of forms for demo content hand raisers all those forms you'd say hey I want to create a lead for that you may say hey I want to create a lead for anything even earlier than that which is a Content download so usually content downloads We may not want the team to reach out to you but it depends where you're at you may so very interesting and then require disqualification reason this is really awesome because in the past we've had to put disqualification reasons in the lead status because there's no way to make a dependency of HubSpot to create the disqualification reason or update the disqualification reasons so there's been lots of workarounds from many partners to make this work um which we don't need to go into here but very interesting take on this to see how this works lead stages so kind of your basic lead stages which is going to be new tempting connected so new brand new hey I gotta go work it attempting is I'm trying to get in contact with them and get something booked if I have a conversation with them or I'm going back and forth on email I've now connected qualified it's going to be qualified and then unqualified is disqualified so looks like pretty good lead stages to me so let's Circle back and go back in here and we'll keep this where we're creating a based on a life cycle stage today and we'll set the life cycle stage when a lead is associated to lead as well just to see what the functionality is so now we're ready to start managing our leads so let's get in and see what this looks like um great so we now have our leads and we have a section to show us the new leads attempting and connected if I come in here I can go again right back to the settings or I can pull in leads so I can change change my requirements to pull in additional leads but you also see here that I can add a lead so I can come here and say let me add a lead and let's just go and add a lead so we add a lead as a company so now you'll see a very nice change here which is the ability to show just a lead being a company it's a B2B world I work in a B2B business and so the company itself really serves as a lead to me potentially there may be multiple people at companies and you may want to change that but it's a very cool concept that you can add so now you'll see that the lead of Stitcher ads and then at the company level I don't have a contact added but I can now pick a drop down and say who is my lead at this company so now I go ahead and I add that lead so I can generate a lead based off of a company activity and then I can select who the contact is that I want to be there and you'll see it was give me a little flag there so really cool again um you can see everything in these areas so let's see what that looks like oh actually real quick let's look at what this edit columns availability is so now I can come in I can edit these columns if I have labels you can use the similar deal tagging process to add specific tags like a hot lead make be consistent of someone that fills out a demo form okay let's raise that to the top let's give it a hot tag so again more areas for Automation and then what you'll see here is your column options and so that can be customized based on on what you're looking for so if you want to see how much Associated deal pipeline stage they have if you have Associated deals call counts closed One deals amounts the company name created by this qualification reason so let's pull that in because I want to see what's happening there email account HubSpot team lead disqualification note so let's check that out and then you're going to have your name owners pipelines sources meeting counts so pretty standard of the HubSpot properties Outreach activity account that seems like a new property that allows us to see the total number of Outreach activities from the sales rep to the lead so that's a new breakout because I want to know how many times I've taken shots my team can take shots but I want to know how many of those there are and how many we've taken because we may have a Cadence that is Let's Take 10 shots before we give up and so now I can start to see that and I can drive activity off of that and then Source lifecycle stage that's going to go back to the primary Associated contact so we're still kind of really focused on the contact at lifecycle stage time to first touch um so all really cool kind of metrics here that you can start to update so let's dig in real quick on just that disqualification reason just to kind of double click on that and see what it does [Music] um so the label current status of a given lead I can put hot warm and cold I'm assuming we'll check this can I automate this but really cool I can put who I think is hot who I think is gold and then start to sort this so I'm working on the ones that I believe are the most important disqualification reason um so let's see how this functions if I go stage and I move somebody to attempted so here's how the stages work so new is going to be when it gets set when a new lead is created attempting the lead will move to attempting when you log a call send or email this is a very big update because now you don't need to now you don't need to go ahead and automatically change this if I send an email or I take that action it's going to show as attempting so this is very cool because you used to have to build workflow automations around that connected move the lead to Connected that's going to be a manual change because it can't tell when I'm actually getting kind of worked or coming back so so you're going to move that and then qualified you move it to lead qualified and it's going to create a deal at the same time so let's do a few examples and go from a qualified and let's disqualify a company here and so let's qualify this company it's going to prompt you to create a deal which then you can have your properties that you want to have required to create that deal very cool kind of all happening in this one spot where you say all right it's qualified and it prompts you to create the deal so super important to have these stages to kind of Define with what means you know what it means when it's where and then you can kind of force that deal to get created out of the lead object so liking that a lot and then if we want to move to disqualified now this is the really cool part so disqualification reason you can set your disqualification reasons which is a new property this is a brand new property that is dependent on using this lead object so you can force disqualification reasons it'll move it to disqualified at the lead status level so you can get that out of your views and you're not looking at at open leads and then the disqualification reason is something that you can update and get your own reasons in there for a business which is going to be a great Improvement when we think about what leads are coming in when is a lead being created and why did they get close so as we think about kind of monthly analysis of leads or quarterly or annual like now this disqualification reason is about to get forced so love that um again you'll be able to customize these but some good examples of what we'd have in there and so let's just say it's a budget constraint and it's going to prompt you to create a task so budget constraint but you know I had a good conversation I can see they were a good fit customer I'm going to close that lead and I'm going to say in six months I want to come back and discuss the 2024 budget opportunities and so then I'm going to disqualify that lead now that lead is disqualified and I should no longer be kind of working that lead but I know I have a task created that will be helpful for the future so that we can it's gonna be helpful in the future so that we can um Circle back and not lose track of leads that we think had a good opportunity foreign