Doug Wendt is a co-founder and senior partner with Wendt Partners.
The crucial role of inside sales in an increasingly digital and virtual business landscape, coupled with the powerful integration and automation capabilities of HubSpot make the platform an unparalleled tool for B2B businesses to increase reach, productivity, and efficiency.
In previous articles, we’ve covered features like filtered views, sales tasks and queues, HubSpot calling, deals, meetings, and documents, Zoom integration, email templates and sequences, and playbooks. In this article, we’ll wrap up our summary of some of HubSpot’s most significant benefits with a look at the target account tool, LinkedIn Sales Navigator integration, HubSpot timeline, and Panda Doc integration.
The Target Account Tool
For B2B businesses utilizing an account-based marketing strategy, the target account tool is a game changer. The tool allows you to select companies you’ve identified as targeted accounts for your sales efforts, and then serves as the home base or hub tracking and organizing all contact with those accounts.
From the target account home you can view and filter through all of the companies that your inside sales team is actively engaged in advancing through your sales process. The target accounts dashboard also provides you with high-level metrics so you can see at a glance the number of target accounts you are working with, how many of them are in the open deal stage, the total value of all target account open deals as well as the average dollar amount per open deal, and the number of target accounts missing a buyer role or a decision maker.
Selecting a target account places a wealth of account-specific data at your fingertips, including the number of contacts in the account, the value of any open deals, how long it’s been since someone on your team interacted with a contact, and how long it’s been since a contact from the account engaged with your company.
LinkedIn Sales Navigator Integration
HubSpot’s powerful integration capabilities include LinkedIn Sales Navigator. This feature, which links your contacts’ LinkedIn profiles to their records in your HubSpot account, opens up a world of functionality to you.
With LinkedIn Sales Navigator integration, you can quickly gain actionable insights into contacts and companies. For contacts, insights are displayed as “icebreakers”–connections and interests you have in common with the contact, plus a look at the contact’s recent activity on LinkedIn; “get introduced”–information about people you know in common so that you can easily ask for warm introductions, and “related leads” — a scan of the company to identify additional leads for you to add to your Sales Navigator list.
For companies, insights are displayed as “recommended leads” suggestions for other leads in the company with whom you could connect; “connections” as a list of the contacts at that company with whom you are already connected, and “news,” insights into news related to the company that can be used to create personalized emails and connection requests.
HubSpot Timeline with Social Media Insights
A modern inside sales playbook will leverage more than phone calls and emails, and HubSpot is uniquely positioned to equip your inside sales team with insights and data to better engage with leads on a whole new, digital level. This data includes your contacts’ social media activity, which HubSpot allows you to collect along with other timeline data for the contact like phone calls, meetings, and emails.
As we’ve seen with Zoom and LinkedIn Sales Navigator, HubSpot is an integration powerhouse. Another function the platform offers is integration with PandaDoc, the increasingly popular proposal automation system. This integration allows you to generate quotes and proposals inside HubSpot and send them out to prospective clients through PandaDoc. The recipient can then review the proposal, comment on it, respond to it, edit it, ask for adjustments, review pricing and terms, approve it with an eSignature, and even pay the invoice.
All of these features and functions combined equate to an experience of total integration across the sales process. HubSpot infuses intelligence and productivity into every aspect of your B2B inside sales strategy, empowering your team to leverage data and insights to send tailored emails, make back to back calls, record notes, complete automatically assigned tasks, leverage playbooks to ensure they're asking the right questions, connect through LinkedIn, automatically generate proposals, and more.
And they can do all of these things within one single environment. That's the power of HubSpot for inside sales.
For B2B business leaders looking to streamline and supercharge their inside sales process, HubSpot delivers the key elements — integration, organization, and automation—with dynamic innovation and efficiency. To learn how to implement these features in your business, consult a business growth specialist with expertise in maximizing your return on investment in HubSpot as the premier CRM, integration, and marketing platform for B2B sales.
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