Sales Enablement With HubSpot

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#HUGCLE
Sales Enablement

#HUGCLE
Keith Moehring
VP of Strategic Growth
PR 20/20
keith@pr2020.com
@keithmoehring

HUGCLE.Slack.com

Sales Enablement
in HubSpot

Definition
Sales Enablement
noun
The processes, content, and technology that
empower sales teams to sell efficiently at a
...

1. Defining the menu
Today’s Agenda
2. Capturing orders
3. Serving it up on a silver platter
4. Taking it to the next level

1. Defining the menu
Today’s Agenda
2. Capturing orders
3. Serving it up on a silver platter
4. Taking it to the next level

MARKETING AND SALES NEED A
SHARED UNDERSTANDING OF
WHAT A QUALIFIED LEAD IS.

What are the key traits a
person or organization has to
have in order to be a good
fit for your offering?
List them out an...

Lead Qualification Matrix
GoodFitPoorFit
Leads

Lead Qualification Matrix
GoodFitPoorFit
Leads
QUALIFIED
UNQUALIFIED

NOT ALL QUALIFIED LEADS
ARE READY TO TALK TO SALES.

Lead Qualification Matrix
GoodFitPoorFit
Sales-Ready Unready

HAND RAISER
Someone who explicitly asks to talk to sales.

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready
SALES SALES MARKETING

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready
SALES
NURTURING
NURTURING
SALES MARKETING

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready
SALES SALES MARKETING

THE MORE LEADS YOU HAVE, THE
HIGHER YOUR LEAD QUALIFICATION
STANDARDS CAN BE.

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready
SALES SALES MARKETING
LOW VOLUME:
SALES
HIGH VOL...

Lead Qualification Matrix
GoodFitPoorFit
Hand Raisers Sales-Ready Unready
SALES SALES MARKETING
LOW VOLUME:
SALES
HIGH VOL...

Lead Status Property

1. Defining the menu
Today’s Agenda
2. Capturing orders
3. Serving it up on a silver platter
4. Taking it to the next level

CAPTURE THE DATA NEEDED TO
IDENTIFY QUALIFIED SALES LEADS
AND THEIR SALES READINESS.

Lead
Forms

Online Chat

IP Information

HubSpot Insights

THE MORE EDUCATION YOU CAN
PROVIDE YOUR PROSPECTS BEFORE THEY
MEET WITH SALES,
THE MORE QUALIFIED THEY’LL BE WHEN
THEY GET...

• What is your product?
• How much does your product cost?
• Who’s been successful when your product?
• What are the commo...

1. Defining the menu
Today’s Agenda
2. Capturing orders
3. Serving it up on a silver platter
4. Taking it to the next level

Filtered Contact Lists
• Who should sales be
working with?
• When should they work
with them?
• What action should they
ta...

Sales Notification Emails
• Contact details
• Form completed
• Qualifying information
• HubSpot record link

Persona Pain Feature Content
VP of Marketing Admin Work Automation Blog Post: “Intro to
Workflows”
Ebook: “Marketing
Autom...

Email Templates

Snippets

Lead Scoring
Qualification Scores
Prioritization Scores
100 points each
1 to 10 points each

55 8515
255 385115

1. Defining the menu
Today’s Agenda
2. Capturing orders
3. Serving it up on a silver platter
4. Taking it to the next level

Email Integration

One-to-One Video

Lead Revisit Notifications

LinkedIn Sales
Navigator

LinkedIn Sales Navigator

Playbooks (Enterprise Only)
• Interactive guides available on
contact record.
• Provide sales reps with easy
access to all...

AMA

HUGCLE.Slack.com
#SalesEnablement

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