Fresh off of Inbound 2023, the Gate 39 Media team is still buzzing from all the new HubSpot rollouts. In the ever-evolving landscape of sales and marketing, staying ahead of the curve is essential to achieving success. We are excited to highlight our favorite Sales and Marketing Hub Innovations for 2023.
These new features empower teams, streamline processes, and supercharge customer engagement efforts. From advanced analytics to seamless integration capabilities, these latest updates are set to revolutionize how you sell and market your products or services.
Efficient Reps, Connected Tools, Right Activities
The traditional “more is more” sales strategy no longer yields the desired results. Prospects are harder to reach, deals take longer to close, and companies are working with tighter budgets.
According to HubSpot research, 71% of global sales leaders have reported that their teams and sales operations are pressured to deliver more with fewer resources, leading to decreased productivity. Teams spend more time on administrative tasks than building connections and engaging with customers.
HubSpot has reimagined Marketing and Sales Hub to help Pro and Enterprise level sales teams make those all-important connections along the customer journey more efficiently and leverage higher conversion and revenue.
Our Favorite New Marketing and Sales Hub Features
Marketing Hub
In our last post, we covered HubSpot’s new AI-powered tools, one of the game-changing enhancements to Marketing, Service, and Sales Hubs. By utilizing HubSpot AI (Artificial Intelligence) tools, users can gain valuable insights for marketing campaigns and develop personalized engagement techniques. The other big highlight of 2023 is the addition of SMS texting within the United States.
SMS Text Messaging
The long-awaited rollout has happened! HubSpot has pushed its SMS integration live and is available to all Marketing Pro + customers operating within the United States as an add-on. (Check the add-ons section of the Product & Services Catalog for pricing and details.)
HubSpot’s SMS feature empowers marketing, customer service, and sales teams to engage with customers through targeted SMS campaigns and real-time dialogues, creating the perfect medium to:
- Book Meetings
- Deliver Updates
- Run Promotions
- Offer Value Add Products
- Follow Up
- Create Faster Service Resolutions
Users can leverage HubSpot’s personalization tokens, contact lists, and workflows to enhance their strategic initiatives, schedule messages to be sent at specific times, and track who opened their text and clicked on any links within the message. Recipients can opt-out automatically for enhanced compliance capabilities.
SMS Reporting & Usage Tracking
Users can track the performance of their SMS campaigns with HubSpot’s comprehensive analytics tool. Also, proactive reminders of remaining message counts help track usage.
Users can gain actionable insights from customer interactions and enhance their messaging strategy for optimal engagement by tracking important metrics, including:
- Opt-Out Rates
- Total Clicks
- Click Rates
- Reply Rates
Sales Hub
Prospecting Workspace plus Mobile App
Sales reps frequently juggle multiple prospecting activities throughout the day, which can lead to disorganization and lost opportunities. From scheduling and task management to lead sequences, calls, and emails, HubSpot’s solution is a dedicated workspace consolidating all these tasks into a single, streamlined experience. And with Prospecting Workspace mobile app, busy sales reps can access their workspace anywhere, anytime. Users can scan business cards, QR codes and more automatically creating a new contact directly from their phone.
With a singular view of their work, sales teams no longer need to switch back and forth between programs and apps to manage their prospecting activity. With the prospecting workspace, reps can easily:
- Organize their day.
- Stay focused on priorities.
- Quickly identify urgent tasks.
- In public beta, the prospecting workspace is designed to help reps increase efficiency and prioritize customer connection.
Prospecting workspace will automatically update lead status based on team members’ actions in the system. For example, when a sales rep reaches out to a lead, their lead status automatically updates from “new” to “attempting.” If they respond, it will change again to “connected.” When a sales rep qualifies a lead, a deal creation window will automatically open up. Sales reps can spend more time creating meaningful customer connections and less time on repetitive manual tasks.
Lead Object
Sales Hub has stepped up lead funnel automation by allowing users to create custom lead objects, separate from contact objects, to create a unique pathway for enhanced engagement, tracking, and prospecting.
- Users can customize the lead lifecycle stages, giving them a more efficient way of working and tracking their lead pool at every funnel stage.
- Create a lead based on a specific lifecycle stage OR set a lifecycle stage when a lead is associated.
- Companies can also be created as a lead with contacts populated under that lead object for enhanced B2B prospecting.
In addition, using hot tags (deal tags), sales and marketing teams can automatically push leads to the top of the priority list based on specified criteria such as “filled out schedule a demo form.”
Lead Form Routing
Lead follow up times are critical to successful conversion. A study published in the Harvard Business Review found that businesses who respond to new leads within the first hour of contact are up to 7 times more likely to convert those leads into customers.
Typically, when a customer or lead fills out a webform they are universally sent to the same thank you page. Now, based on meeting specified conditions, the lead can be automatically routed to a sales team member’s calendar making the transaction quick and seamless. Lead Form Routing is currently in public beta and enables automatic routing of qualified leads to sales representatives, increasing the likelihood of successful conversions.
A/B Test Sequences
If you are looking to enhance your email and campaign sequences, boost engagement, and achieve growth, A/B testing can be a game-changer. With A/B testing, you can test various elements to improve your performance outcomes, such as:
HubSpot provides templates for creating two-part variables, making it easy to test different elements and improve your conversion metrics quickly and easily.
The excitement and innovation that Inbound 2023 brought have certainly raised the bar. As organizations face the challenge of doing more with less in their day-to-day tasks, these features couldn’t have come at a better time. With HubSpot, you can streamline your processes, make those all-important connections, and drive growth like before.
Ready to implement HubSpot tools, track your performance, and elevate your sales and marketing strategies to new heights? Let’s Connect!
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