HubSpot Sales Hub Tutorial For Beginners (2024)

Sales Hub supercharges your sales process so you can find, track and close deals all in one powerful, easy to use platform. To get started, you're going to want to sign up for a free HubSpot account. Don't worry, it's totally free for life. Head on over to HubSpot.com and sign up for free. Today, Sales Hub sits on top of HubSpot's smart CRM, which means all of your company's teams, from service to sales, can see all of the same customer information in one simple, easy to use place. To get started, all of your contacts live here under Contacts or under Companies. If you select companies, you'll get a list of all the different companies in your CRM. To look at your contacts, simply select Contacts and you'll be brought to a page where you can see all of the contacts in your CRM. You can then filter them by contact Owner, the date they were added, the last activity date for a contact lead status, and a few bunch of advanced filters. If you quickly want to get a view of a contact, you can click Preview and click and a pop up panel will appear where you can see basic information about this contact. But for a much more detailed view simply click into the contact record. Here you'll see three main sections. On the left hand side we have information about the contact name, email, company, industry. Please note here we've got our lead status and our life cycle stage. This will come in super handy when we start talking about prospecting. In the middle section we we have an overview panel where you can see a basic overview of all the information for this contact. By the way, this is totally customizable so if you want certain information in a certain place for a service team or a marketing team, it's totally customizable for your use case. Here again you can see the company they're associated with, any deals that we have pending, or any customer service tickets. And finally on the right hand side we can see other sorts of information such as company lead status, any deals we have pending, tickets, payments, etc. To get a view of what this customer has done with our company or lead, simply click Activities and here you can see a timeline of all the activity that this customer has had with your customer service team, your marketing team or anybody in your sales process. As your sales team is working with customers and leads, creating lists can be really helpful. To get started, select Contacts and scroll down to Lists. Here you'll see a list of all the customer lists you've created or to create a new one Simply click Create List. They can be based on contact information, a company, or even deals. There's two main types of active lists and static lists. Active lists automatically update over time. For example, maybe you want to create a list of customers that haven't been contacted in the last two weeks. So as soon as a customer is contacted, they will be exited out of that list. A static list is a list where a customer will not be removed unless you manually remove them from the list. So I'm going to quickly make a list of customers who have not been contacted in two weeks. I'll select Contact Properties and I'll be looking for Activity Date Last Activity Date. Now I can see that I will have any contact whose last activity date is more than 14 days ago and I can quickly hit save list and HubSpot will create a list of for me now. Again, this list will automatically update over time. So as soon as a contact has not been contacted for 14 days they will be added to this list and as soon as we contact them they will be removed from the list. Now that we see how HubSpot Smart CRM works, let's get started building your sales process. Let's get started with prospecting. So as you click on a contact record, you want to make sure that you create a consistent experience and process for all of your sales team. This includes multiple touch points including email, phone calls, LinkedIn messages, and even SMS messages. However, when you're emailing your contacts, HubSpot's got a few tricks up its sleeves that is going to make your sales outreach a breeze. To get started, select a contact record and select Email. You can integrate your email with HubSpot and simply write emails right from within HubSpot. To get started emailing your prospects with ease, simply select a contact from the CRM and you can either select Email from the left hand toolbar or or select Emails from here. Click Create Email here. You'll notice that you can have templates. We have a lot of different templates that we've created over the years. I'll select my follow up template and notice it automatically inserts his name, his company's name and even has my meeting link included in the email. Now I can go ahead and send this email and automatically create a to do list to follow up with them in three business days. If you want to see how AI can help you write amazing emails, I lets head over to our Gmail inbox. From here I can simply click compose and you'll notice I have a little tab here that says write an email for me. I'll go ahead and click Create. This is going to be a follow up email. I'm selling wholesale B2B catering services. I'm selling to Bob and this is going to be a follow up call to invite your executive team for a discovery meeting. We want our tone to be professional and optimistic and I'll simply click create and let HubSpot's content assistant do the work for me. And here it is. I'm going to go ahead and select it and hit Insert content and from here I can make sure that I can select my email subject line, put it in my subject. Notice that it even put Bob's name in there. I can go down here and still edit this if I want to edit any of the contents and delete it. And once I'm ready to go, I can hit send and that email is on its way out to my prospect. According to Gartner, it could take top business development reps up to 16 touch points to get a meeting on the books. So the key here is to remain consistent and diversified with your outreach. Think about sending emails, phone calls, LinkedIn connection requests, and you can even use HubSpot's tasks, tasks queues and email scheduling to stay on top of your prospecting outreach. The key here is to remain consistent in your messaging. Don't send generic templated emails. Instead, personalize your outreach using email templates where you can easily swap out links, swap out articles, and personalize that content for your prospects. Congratulations. You did it. Your prospect wants to meet. But now we know that all awkward email chain about hey, when can you meet? How about Thursday at 2? What about Friday at 1? That all stops now. With HubSpot's easy to use meeting tool, you'll simply send them a link that is aligned to your calendar. They'll select the time that works for them and the meeting is scheduled. Plus you can even send automatic email reminders to them to to remind them about the meeting on the books. Congratulations, you finally booked your connection call thanks to HubSpot's fancy meeting tool. But now the goal of this connection call is to answer a few key questions. This is where HubSpot snippets can come in super duper handy. There's probably chunks of text that you type over and over again as a sales representative, but thanks to HubSpot snippets, all you need to do is type a shortcut and that text will appear automatically. Let me show you how it works. Let's say we're going to have a meeting with One of our contacts and I want to take some notes. I'll go ahead and select Notes, Create Note. And now instead of typing out those questions, I can just hit hashtag start to type connection call and boom. All my questions are automatically put into my notes for me. Now I can just take notes during the call and have all of my notes ready to go. Now that you've seen how powerful snippets can be, let me show you how easy it is to make one with the click of a button. Come on, let's go. So to make a snippet, simply head up top to Conversations, select snippets and go ahead and click Create Snippet. You'll give it a name so you can recognize it. This one is going to be for our follow up call. Go ahead and add the text that you want in that snippet. You can also format it by bolding it, italicizing it, or even personalizing it with different personalization tokens. And finally, when you're ready, give it a shortcut. I'm just going to type the word follow and I'll save the snippet. Now, the next time you're in a meeting and need to take notes for a follow up call, simply click Create note, go ahead and type hashtag follow and you'll see my snippet is ready to go. That's how easy it is to create a snippet for you and your sales team. Think about all the time they're going to save, not having to type that text over and over again. Remember, the goal of a connection call is to both qualify the prospect and also you can you help them and can they benefit from your services? Using HubSpot's lead status, you can simply update a status right after the call. For example, if it's just not the right time, you can tag them and update their status to bad timing. And with HubSpot's automation, you can create a workflow to follow up with them automatically in three months. Or if they are qualified, you can automate them to automatically create a deal for that prospect. Remember, never leave a connection call without identifying next steps. If the prospect is not qualified and it's just bad timing, that's okay. Just set a reminder to follow up in three months. On the other hand, if the prospect is qualified and we're going to open a deal, go ahead and schedule that next discovery call. Maybe you can ask the prospect who else needs to be on the discovery call to get this deal moving. Whether your company has sales reps that Are both prospecting and closing deals or you have separate teams for both? The next step is to close deals. Let's see how easy it is to make a deal in HubSpot. Simply scroll to a contact, scroll down to the deals object and click Add. You'll give that deal a name, make sure it's associated with the correct pipeline and select which stage of your sales pipeline are you in. Give it a dollar amount, a close date. Make sure you have a deal owner associated with each deal and note is it new business or existing business. You can even assign a priority to each deal and it will automatically associate the deal with your contact. You can go ahead and select the company, add any line items from your products, and click Create. From here, this deal is automatically added as the deal object. With your contact right here, you can see that that deal has now been added to that contact. Now that you've created a deal, all your deals will live in what's called a deals pipeline within HubSpot. It's a super visual and easy to understand place where you can get a glimpse of all the deals that are currently in your sales teams pipeline. Let's jump in and take a look. To get started looking at your sales pipeline, simply scroll up top to Sales and click Deals. So here's your deals pipeline. This is where you can see all of your deals that exist currently in your company in one simple place. You'll notice that there's different stages in my sales process. Connecting with the customer, uncovering their challenges. Did I identify and present solutions? Did they receive a quote and was the deal closed? Was it expanded or did I lose that deal? Now, to move a deal from stage to stage, you simply can click and drag it to the next step. Notice that the dollar amounts will change as I move each deal from stage to stage. This automatically lets your sales managers know how much money is in your sales pipeline at any given chance. You can even put in certain criteria or milestones that are needed to move from one stage to the next stage. That way you're sure that your sales process is consistent across the board across all of your sales reps. If you want to change your sales process or deal pipeline, it's super easy. Simply scroll up top, click Edit Pipeline. In here is where you can create different stages names. So if I want to change it from Connect to Discover, that's super easy to do. You can even change the probability percentages of a deal closing. Now I know once I uncover a customer's challenges, I'm at about a 40% close rate. But as I identify and present custom demos for them, that goes up to 60% and when I give them a quote it goes up to about 80% and so on and so forth. All of this is completely customizable to you and your sales team. You can even create different pipelines for different sales teams to help your sales team close deals more quickly. You can put all of your sales collateral, such as slide decks, PDFs and pricing sheets in what's called HubSpot's Sales Document Library. Let me show you how it works. To get started, scroll up top to Sales and click Documents. Here you can upload any major PDFs, sales sheets, slide decks, anything that you want to send to a prospect. The benefit is once you send it, they get an exclusive link. This allows you to track whether a prospect has looked at your deck, has looked at a PDF, has, and how many times they've opened it or even shared it. This makes sure that you know what your customers are looking at so you can be prepared to answer their questions and more importantly, help them solve their challenges and close deals. It's happening. It's happening. Your deal is ready to close. Let me show you how easy it is to send a quote to your prospect using HubSpot's quoting tool. HubSpot's quoting tool is totally free and so easy to use you can literally get it done during a call with your prospect. Simply open up a deal record, scroll down on the right hand side to where you see quotes and click Add. Here it will open up HubSpot's free quoting tool. You can even select one of our easy to use templates or create your own. Each quote is even given its unique URL, so you can track whether or not a prospect has even opened your quote or not. You can give it an expiration date, choose select your language and location. You can even add special comments to the buyer like a little note notice as I type it in, it appears right here in the preview. Go ahead and click Next. Make sure the contact is added. Select Next. Make sure your information is added. Click Next. And from here I could add any line items that might exist in my product library. You can either select from my product library or you can create your own custom line items. You can select the billing frequency and go ahead, hit save. Now you can see our quote. It has our professional services billing start date is at payment. We're billing them monthly for $12,000. And finally click Next. And here is a preview of that template ready for signature. Next you're ready to select your signature and payment options. You can either include a space for a written signature, you can use an E signature, and you can select Payment Options. Now. If no payment is necessary at the time of the contract, that's great. But you can also use HubSpot's payments or our integration with Stripe to collect credit card payments. Once you're ready, go ahead and hit Next. Now you're ready to review your final quote. Make sure all of the prospects information is correct. Your information is correct and when you're ready you can select Publish Quote and this will create a unique URL that you can send to your prospect to get that quote signed and get that deal closed. Congratulations. You sent a quote, they accepted it, and you closed a deal. But what good is sales without data? Let me show you how easy it is to create reports and dashboards right inside of Sales Hub to get started. Select Reporting and Dashboards Now a dashboard is a place where lots of different reports can live and you can have multiple dashboards for different people on your team. Here's an example of a sales manager's dashboard. Here you can see each of these different reports are updated in real time. As deals move throughout your sales process, you can look at things like Deals Stage Progress, Revenue by rep, or even a report that shows Activity leaderboard by team with a breakdown. All of this is real time data that you can look at to make sure your sales team is performing, optimizing and closing deals. And that's how simple it is to set up and run your sales process right within HubSpot using our essential sales tools. It now feels like I have an entire team of me running around getting the work done. HubSpot Sales Hub is simple to use and helps you close deals faster. That's why we're the leading software choice among small, mid market and even enterprise level companies. Click the link in the description below to get started using HubSpot Sales Hub today. I'm Mark. Thanks for watching.