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RBDM HubSpot Training

Training for the commercial team on your HubSpot setup and how to use it.

Custom Views

In this video, I guide you through custom views and navigating records in HubSpot. We've set up specific deal views for your team, making it easier to access different records. As you get familiar with HubSpot, you'll learn about properties like Deal Stage and Lead Qualification Stages. I show you how to use existing views and create your own for efficient navigation. No action requested, just helpful insights!

Creating Custom Views

  1. Click "CRM" and open the record type you wish to view

  2. At the top of the page, click "Add View"

  3. In the bottom left corner click "Create New View"

  4. Make a specific name and change sharing to "Private"

  5. Follow through the video on tips for how to further refine your filters

  6. Click "Save" in the top right corner of the page

Add an Existing View

  1. Click "CRM" and open the record type you wish to view

  2. At the top of the page, click "Add View"

  3. Select the view you wish to add to your page

  4. Adjust the tabs at the top so they are ordered how you like

Reporting and Dashboards

In this video, I guide you through the HubSpot 48forty sales training dashboard, highlighting walkthroughs and tools available. I explain the importance of the commercial team dashboard as your daily hub for leads, tasks, and processes. No specific action requested, just a detailed overview to enhance your dashboard navigation skills.

Key Dashboards Made for Sales

Inbound and Outbound Contacts

In this video, I explain the difference between inbound and outbound leads, how they are managed in HubSpot, and the importance of lead qualification stages. I demonstrate how to select inbound or outbound on a contact record, the prompts and reporting associated with each, and the transition from lead to prospect qualification stages. No action requested, just valuable insights on lead management.

Inbound Contacts

  • Referred to as "Leads"

  • Follows the "Lead Qualification Stage" process

  • Comes from the Website RFQ form or any inbound inquiry too 48forty

  • Team Responsible

    • Handoff from Inside Sales to the Commercial Team

Oubound Contacts

  • Referred to as "Prospects"

  • Follows the "Prospect Qualification Stage" process

  • Comes from Zoom Info, Trade Shows, manual entry or other outbound cold calling efforts

  • Team Responsible

    • Scenario 1: Handoff from Inside Sales to Commercial Team

    • Scenario 2: Commercial Team works from New to Quoting

Tasks, Templates and Sequences

In this video, I explain the functionalities of tasks, templates, and sequences within HubSpot. Tasks are reminders for calls and emails, templates are pre-crafted emails, and sequences automate outreach. I demonstrate how to manage tasks, access templates, and enroll contacts in sequences. No specific action is requested from viewers.

Existing Sequences

  • Zoom Info Cold Outreach

  • Drop In Sequence (Did not speak to POC)

How to Manage Tasks

  1. Tasks can be found at the top of the Commercial Team Dashboard and worked individually

  2. Search "Tasks" in the top search bar

    1. Open the "Tasks" app

    2. Click "Start Tasks" in the top right corner

    3. Automatically proceed through each of your due tasks

Company Location and Deal Creation

In this video, I guide you through the process of creating a company location and a deal record in our pipeline. We start by qualifying a prospect who has replied to our sequence, then proceed to create a company location for them, ensuring all necessary details are added. Finally, we create a deal record with specific information like deal type, product type, and estimated decision date. Watch to learn how to efficiently manage these crucial steps in our sales process.

Creating Company Locations

  1. Mark "Lead or Prospect Qualification Stage" as "Qualified"

  2. Navigate to the Company Record

  3. Click "Add" in the top left corner of the right hand sidebar

  4. Enter the required information

  5. Select "Yes" and add a custom distinguisher if there are multiple locations in the same city

Creating Deal Records

  1. Navigate to the Company Location

  2. Click "Add" in the top left corner of the right hand sidebar

  3. Deal Name will populate with the Company Location name

  4. Enter the require information

Quote Creation

In this video, I guide you through the process of creating and managing quotes in HubSpot. We transition deals to the proposed stage, update pricing and volumes, and customize quotes for clients. Important steps include adding purchase terms, selecting products, and finalizing the quote for sending. No specific action requested, but understanding this process is crucial for efficient deal management.

Creating a Quote

  1. Move the Deal Record to the "Propose" stage of the pipeline

  2. Enter the Volumes and Pricing

  3. Navigate to the Deal Record

  4. Click "Add" on the right hand side under the "Quotes" menu

  5. Proceed through the steps to create the quote

  6. Send the quote to the customer

    1. Download it and send manually

    2. Copy the link and send it to the client

    3. Click "Send Quote in Email" upon creation and send directly from HubSpot

    4. Create a new email in HubSpot and use the "Quotes" dropdown to add a link

Deal Pipeline Management and Closing Deals

In this video, I guide you through the stages of deal pipeline management, from creating quotes to finalizing deals. I explain how to handle negotiations, update pricing, and move deals through different stages. Pay attention to the importance of accurate information and timely actions to successfully close deals. No specific action requested, but understanding the process is crucial for effective deal management.

Moving Through the Pipeline

  • Each stage asks for required properties as you move it down the pipeline

  • If fields are already filled, you are able to just click "Save" to proceed

  • If you cannot click "Save," ensure that all fields are properly filled, including 0's where nedded

On Hold Deals

  1. Move a deal to the On Hold Stage

  2. Select an Estimated Close Date

  3. Select a Follow Up Reminder Date to receive a new Task

  4. Click "Save"

Closed Won Deals

  1. Move a Deal to the Closed Won Stage

  2. Verify all Volumes and Pricing are correct

  3. Include a Close Date that the opportunity was won

Closed Lost Deals

  1. Move a Deal to the Closed Lost Stage

  2. Verify all Volumes and Pricing are correct

  3. Include a Close Date that the opportunity was lost

  4. Include a Closed Lost Reason for reporting

Adding a Key to Logix for Closed Won Deals

From the Deal Record

If you are looking at a Deal Record, find the "Logix ID" in the right hand sidebar under your associated Company Location.

From the Company Location

If you are looking at a Company Location Record, find the "Record ID" in the top left corner of the record underneath the name.

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Watch the group training video.

View the master documentation.