HubSpot Sales Apps + Integrations, Part 2: Electric Boogaloo

Do you live in a world filled with corporate data? Are you plagued by siloed departments? Are your lackluster growth strategies demolishing your chances for success? Are you held captive by the evil menace Lord Lack? Lack of time, lack of strategy, and lack of the most important and powerful tool in your superhero tool belt knowledge. Never fear, Hub Heroes. Get ready to don your cape and mask, move into action, and become the Hub hero your organization needs. Tune in each week to join the League of Extraordinary Inbound Heroes as we help you educate, empower, and execute Hub Heroes. It's time to unite and activate your powers. Before we begin.

Man, I. Devin, by the. Can I just throw that out?

Come back.

Yeah, can I just throw that out? First of all, let's throw out that Nick from Fargo and Chad are now both in the chat pain. But let's. But let's throw this out there. I miss Devin, and I'm officially wearing my Deadpool shirt because there has not been enough Deadpool on the Hub Heroes podcast. If you're listening to this, go over to YouTube in about a day or two days or a couple days from the time that you're listening this, you'll be able to see the video. I went to the Deadpool and Wolverine movie, and at the end. I'm just kidding. No spoiler alerts, but it is a 9.8 or 9.9 out of 10. Wow. Great. Great. Definitely a Deadpool movie. Without a doubt.

So I'm so excited to see Devin. And just for our listeners at home, by the way, this is temporary.

Yes.

Devin will return.

Yes.

Or else. As we were discussing before we started hitting record earlier, I'm a little bit petty. I have abandonment issues.

Yeah.

I struggle like, Max was gone for two weeks and I didn't. I didn't cope well, did I? Hope I'm alive.

Hold on.

Yeah, it's. Yeah. Be careful. You're opening up Pandora's box.

Last week I was gone.

Gone. Yeah.

Or was. Last week I was shunned from the recording.

I'm sorry. Shunned. Shun. Done. I'm sorry. I got an all caps. Oh, thank God. I have work to do.

That response from you.

Let's. Let's. Not throw stones. Maximum true. Let. But you know what? You know what we should be doing? We should be throwing confetti right now, guys. You want to know why? Do you want to know why?

Why?

We turned two this month. Hug Heroes podcast.

Turned two years old. Two years old. Brother man. That's pretty. It's time flies. Holy crap.

That's kind of weird.

Yeah. George, how do you feel about that? Two years of hub heroes.

I don't know. I mean, wow, that's a lot of value. That's a lot of, like, tips, tricks, hacks. That's a lot of HubSpot right there. Like.

Yeah, more than a hundred hours. Because I went back and did a quick calculation because sometimes we get a little chatty.

Yeah, we talk a lot.

Under an hour. We have it. We have some thoughts. We haven't, but over 100 hours of Hubspotting and inbounding goodness.

So good. So good. Love it.

So good.

Which we're going to add to today, by the way. We're going to. We're going to. We are that today. So I'm happy.

Max, how do you feel about being too buddy, you look so excited.

I'm so excited.

I love Fargo. I love Nick from Fargo. Says, congrats, by the way. And then he said, poor Noah, based on like 100 plus hours of editing that he's had to do for this.

Think about how many hours of that is Max and I getting cut out for getting us canceled?

Cancel. Yeah.

Because Max and I do that equally. And it's definitely not just me.

The real deal Holyfield is it's probably 200 hours, but we had to cut a 100 hours because of getting cancelled. That's probably what it is.

That was my favorite thing you ever told me, George. You told me that if Noah ever starts laughing at something I said 99% of the time, he should cut it.

Yeah, we cut it. It's gone. It's on the floor.

Kills me. But you know, it's not on the floor, George.

Today's topic.

Today's topic. Thank you. Thank you. I'll be here all week. Actually, I won't. It's Friday when we record this. So, like, peace out, girl scout. But today we are back for the second part of our conversation about essential sales apps and integrations. And to quote you, George, one of my favorite sayings that you have is grab a snack and a backpack. And also pen and paper. Because we're going to be talking about a lot of. Of really amazing tools today. So, George, I'd love for you to just set the table a little bit for our listeners at home. We've already started this conversation a few weeks ago. Right. But when you think about the listeners at home right now who are like, okay, you're about to just throw a bunch of apps at me. What should I be listening out for throughout this conversation?

Yeah, I Think the thing to be listening for is ways that you can extend the things that you might be doing or do things that you actually aren't doing. Now, I think you should be listening for those micro superpowers or macro superpowers that enable you or your teams to be more streamlined, efficient, productive, whatever words you want to throw there. And I also think that you should pay attention to that. This is part two of a two part conversation around these sales apps. Actually, Liz, to help the listeners out, if you missed episode 86, it was the Epic Hub Heroes HubSpot Sales Hub Integrations Plus Apps Roundup Part 1. So you can go back to 86, listen there, and then, well, you can listen to this and then go tune into that one, or you can go tune into that one and listen to this. But with, with both of these, you're going to have a plethora of sales tools that will almost. I don't even want to use the word integrate, but integrate, but, like, just become part of your HubSpot arsenal. And so, yeah, that's what I'll say to that.

I love that. Max, are you ready to kick things off for us, bud?

So ready to just kick everything with my feet? Yeah.

Stub my toes with facts.

Yep, a lot of facts.

Hey, don't do that. We don't have. We don't have insurance.

Nah, don't stub your toe. Comp on Hub Heroes. No, no. Workman's comp on Hub Heroes.

We're basically one big OSHA violation. Like, I wouldn't just, like, be careful.

I literally do not have a hard hat on right now.

Only we could. Only we could get a. We're the only podcast that could get an OSHA violation.

Probably.

I would find a way. I'm like the dinosaurs in Jurassic park, man. I will find a way. It will happen. Max. Stop me though.

Part of the world. Which one? Anyway, never mind. Go ahead, Max. Let's. Let's roll into this.

What am I?

Hit me up with Reveal.

That's what I want to do about Reveal.

Yeah, I do want to talk about Reveal.

So Reveal. Reveal is super cool. So, you know I often make the distinction between apps and integrations, right? I would definitely call this, like an integration, but if you don't know what Reveal is, Reveal is an app that basically, basically allows you to show overlapping, like, customer data, right? So what's really, really neat is that you're able to basically go hook your HubSpot CRM up to this Reveal platform, right? And essentially you can choose, like, what Data you want to share with the platform. And it's mostly like company and opportunity data. But the idea is you go and you kind of set this up and then you can go out and find partners. Right? So like this really great for, you know, SaaS, companies that want to be able to do, I mean Reveal works in like every industry. This is not like a SaaS specific thing, but it's through the context in which like I, you know, understand the best. But it basically lets you go and find partners that also basically will share their like customers, share their prospects. Right. And what you can do is when you connect with them, you can find overlaps. So it's really cool is you can see, hey, you've got this customer that you're talking to. We're also talk to them or they are a prospect of ours or they are a current customer of ours. And what you could do is you can go in there and essentially like collaborate on deals together, try to make introductions to whoever like the owner is of that account at that other company. And it's like a really cool way to do like co selling with other partners that you have. So like, I know HubSpot's actually using it right now with like a lot of other, you know, big app vendors that they work with. And like I think they're encouraging like a lot of HubSpot partners to use it too. We used it for a while over at Happily until we, we build something that worked a little bit better for us. Just kind of our situations like weird because we sell an app on another platform, not like a standalone product. So it was like kind of awkward for us. But like that's a where a company building apps on one specific like marketplace problem thing. Right. But it's definitely worth checking out if you're a company that's really looking into like the partner led sales motion, right. And they've got a really tight integration with HubSpot, right. So like it pulls in your company records, it pulls in your account records and pulls in deal deal data, things like that. And even if you're working with someone who's like on a different CRM system, it makes it speak a common language in the middle, right? So you can find these overlapping accounts and overlapping deals and things like that and really find, you know, really cool ways to kind of like break into accounts and get, you know, introductions to people that you may have been struggling with. Right. So definitely check out Reveal and they've got again, tight integration with HubSpot. It's really cool.

Yeah, nice Nice. I like that Nick says the value is in the overlap.

Yep.

Very, very smart words.

Yeah.

Yeah, I love that.

A little bit of overlap.

Yeah, yeah.

What you got?

What you got for me?

We're starting with zoom info, right?

No, actually I decided to skip zoom info. If we have time, I'll go back to zoom info because I mean it is, it is a monster. I actually want to talk about Panda Doc and, and I'm gonna do this in the hopes of I'm not throwing any types of shade, meaning I'm not throwing shade at the actual quoting tool in HubSpot when I talk about this one. Because the quoting tool in hu spot might be good enough for you. Like it might be all you need, which is fine. And if it is, that's cool. But what I like is there is a next level. There is a thing that you can do that might be better. And so PandaDoc is definitely one where you're doing like E signatures or maybe you want to have a quote or a document that has a video in it or maybe you want to like customize it a little bit more. Basically you can streamline your sales team, you can automate document creation process, you can track statuses. With HubSpot, there's real time like closing deal details that can happen and it can be around there. They, they literally on the website it says make proposals that make impressions, but it really is kind of like standing out from the rest of the crowd because two words come to mind when I think about Panda Talk. It's creativity. That's your creativity is like you can do what, almost whatever you want with it and then flexibility again, allowing you to really just kind of go down this area and it integrates with like the properties or tokens or personalization that you can do in HubSpot. It kind of comes over into Panda Doc. And what's really cool too is you can actually do most of the work Pando doc work in HubSpot. And so again, being able to stay on platform, see things in your sidebar, it's just a really good way to build professional looking proposals, quotes, contracts right inside the HubSpot interface quickly. So again, if you need something that does those things and keeps your data in sync and kind of updates along the way, and it needs to be a little bit more advanced than HubSpot quotes the Panda Doc might need.

Yeah, that was going to be my question to you, George, because I know from personal experience, you know, you love building your quotes and doing your stuff in, in HubSpot. And it's something we talked about on the Commerce Commerce Hub episodes that we did. But you just noted that there's, there's a level of advanced functionality that some of the business owners and leaders who are listening to this podcast might find better with PandaDoc.

Yeah, I mean, you don't get me wrong again, if I spent more time on the quotes template, I might be able to get it to be better in HubSpot. But just from a branding standpoint, and you mo know me, I'm a big video guy. Like being able to put video or repeatable sections or like, like it can it just. I love you HubSpot, but PandaDoc can just do a lot more. And I've even contemplated on like integrating Panda Doc, but I'm just not quite there yet. Because I do value the simplicity of it just being kind of the way it is for me right now. But who knows, in the future I might get a crazy, wild thought and then design the most awesome, bodacious Bill and Ted's excellent adventure quotes known to man with Panda docket.

To be perfectly honest, usually when you get crazy ideas, you start a new company. So like, if your next big crazy thing is just like bringing in Panda docs, like, that's, that's cool by me, bro.

No more companies. I think three is enough. I'm kind of done with like the company thing at this point.

Can I, can I give a shout out to a, a, a quote, a HubSpot quote template design God out there in the universe 100.

Can you also introduce me after the.

Podcast to this person? His name is Kevin.

We're all about HubSpot deities.

Kevin. Kevin Mead. M A D Kevin Mead. He's at a HubSpot partner agency called Arabond. E R A B O N D. This guy whips up delicious HubSpot quoting templates. So if anyone needs a custom quote, hit your boy up. He's great. They do like, they do all the other services too as well. And I think they. I might be wrong. I think they've focused mostly on like SaaS companies. But you build lots of custom HubSpot quotes, right?

You'll have to throw those deets in the slack channel.

I will, I'll send them. I'll send. So you remember his way. Beautiful. But this is funny because you're talking about HubSpot quoting and you're doing some wild foreshadowing on my third item here. But let's talk about event happily for a second. I'm going to put the.

Yeah let's do it.

We're going to. We're going. Maxi's going into full shill mode. This episode is brought to you. But no, just kidding.

Big popsicle here. Big pop.

Cost decks. Hey, hang on. You can say it. It'll just cost Dax $1,000.

Yeah, I'm just going to say sloppily.

For this whole episode.

Love a good show. We love a good show.

It's funny, actually. You guys always tell me that I shill for Big Pallada, the demo site that we built for Event Happily. I made a fictitious company called Big Plate all because of it. So if you go there, it's all just big plate of stuff. Yeah, it's awesome. Anyway, that's all just because from you guys making fun of me. So we'll talk about Event Happily for a second. Max, why are we talking about Event Happily on a. On a conversation about sales apps, right?

Do tell, do tell.

I will tell. I absolutely will tell. So Event Happily, when we originally built was all about, you know, helping, you know, companies that host their own events on HubSpot, right? So we host a webinar, we host a live event, we host a hybrid event, whatever, right? And that's kind of, it's still sort of. It's like primary, you know, sort of use case. But we started shopping it around and like showing it to people. The big feedback that we were getting from folks is like, hey, this app is awesome. However, most of my customers that are doing event related stuff don't necessarily host their own events, but they consistently go to trade shows and conferences and they might sponsor a booth there and they have to capture leads and they want to start getting an understanding of how much that effort or how much that juice is worth the squeeze, right? And so we're like, huh, that's interesting. And we kept hearing it, we kept hearing it, we kept hearing it until we finally gave in and we're like, you know what, you're right. There is a whole sort of like other side of the coin here for this app, right? And so what we ended up doing is we built in some new features called event lead capture and automatic deal attribution. Right? So basically, basically the idea here is when you go create an event, an event Happily, you're not necessarily saying, oh, this is an event we're hosting. You might say, hey, we're going to inbound 2024, we're going to Dreamforce or we're going to trade show XYZ 1, 2, 3, whatever it may be, right? And what we do is we basically spit up a form for you that has some hidden field magic in the back end. And then we have a workflow action that basically says, like, cool, here's a form. Go set it up on your iPad, Go, go put it on your sales reps, phones, do whatever. And as they go around and meet people, all they gotta do is fill the form out. And it automatically creates a association between a contact and an event object that you have with a label of event lead. So what's wonderful is that you get this like automatic form. You didn't have to take any time to like build it. You just set this all up once, right? And your salespeople have this unique, you know, form they can go to essentially that will let you capture leads at the event, and they're automatically neatly associated to your event inside of HubSpot. If you're in a situation where it's like, hey, you know what, we went to the event and we weren't allowed to capture our own leads, but they gave us a big nasty list that we want to go ahead and like upload and follow up with people, right? You can easily just add an event ID to that list. Upload, it automatically gets associated. You don't got to spend hours, you know, manually associating stuff or checking off some stupid box in a dropdown field or whatever. Right? And so what's really cool is it makes it very easy for you to keep track of like, ROI for these different events that you're attending. Right? But we also built in some features that helps with the sales follow up at these different events. So the same workflow action that actually goes and creates the, the association between the contact and the event as an event lead also creates a lead in the prospecting workspace and it stamps the lead with the name of the event that they came from. It brings over notes that you took on the form into an event lead notes field on the lead object. It changes the lead type to event follow up. And it gives you all the context that you need on that lead object to say, hey, here's the person, here's the event that they were met at, and here's what you talked about, right? So all of the, you know, weird ways people deal with like post event attendance lead, follow up stuff, we've completely automated the entire thing, right? Which is awesome. So like, you don't have to be someone that even went to the event or even if you did, you don't got to worry about how you're capturing this stuff. It's all neatly waiting for you in your HubSpot portal when you fly home, right? And you can start actioning that stuff immediately instead of spending years figuring out how to like, automatically associate stuff. Now here's the even cooler part. We've got a workflow action in there that works off of deal objects, right? And what it does is when a deal hits this workflow action, right, it will go and look at the history of events that any associated contacts went to. And depending on the criteria that you set in the workflow action field or fields for like, how far back do you want to look? What type of events are you looking at? How many events do you want to associate all this different stuff? You basically like set up your own deal attribution, like methodology. It will automatically attribute the deal back to the event object, right? So what's wild is you have this one event object that maybe you like logged a couple expenses on where you're like, hey, we, we paid 40,000 for a booth and we captured 500 leads. And then the deals, as they start to happen, just start getting associated to it. And in real time without you having to do anything, you literally can just get ROI of these hosted events. And your salespeople don't have to worry about like attributing stuff manually. They just do their thing. They just sell, right? And you don't have to deal with anyway, so it's, it is so cool. It was such a big problem that like even I saw a long time ago when I was doing a lot of onboarding stuff and you know, the fact that we were able to solve it for that and find this totally new use case for Event Happily is sick. So if you're setting your sales teams to events, you got to check out Event Happily. The whole setup takes like 45 minutes and then you're kind of set for every event you go to. You're good. Yeah, love it.

That's.

That's freaking outstanding.

I love Event Happily for so many different reasons, that being one of them on the side sales side. But we rock that out here at Sidekick Strategies as well. For our events, we're using it for our super admin training, which is a 12 week training that we're doing. And it's, it's super cool to sit back and see how it all works. Very, very good.

You might call it automagical.

Yeah, automagical, without a doubt. I like that.

You love it.

So you like that I like that. Yeah, maybe, maybe I'll coin that. I might start using that. Liz. I Might start using that word automatically.

I came up with it all by myself.

Came up with it all by myself. So. So I'll go into the next one, which, by the way, this next one, Kixie. I had the opportunity last year at Inbound to go out to dinner. Actually, they took me and my family out to dinner while we're inbound. 2023. If you're an app partner listening to this. If you take me out to dinner, you might show up on the show. I'm just kidding. I'm just kidding.

Well, no, because we have David from Kixie on the podcast. He was on episode 68.

Yeah, we did. We had them on the podcast. The relationship started though, breaking bread over Inbound. It was super fun actually spending time with them. But Kixie is a sales and engagement platform, basically. Obviously integrates with more CRMs, but we're here to talk about the fact that it integrates with HubSpot and it enhances communication for your sales team. And really, I have only one bone to pick with them. If you go to the website and Liz, you know, I'm gonna like, get on my soapbox for a second. It has the H1 header of AI driven communication, and I'm like, Ah, it's human driven, AI assisted, but whatever. I'm never going to let that die. Like, it is about the humans, but it has this intelligent call system which.

Wait, I'm sorry, it's. It's. It's about the. What it's about.

Oh, it's about the humans.

What's that?

There we go. Thank you.

And so you know how hard it is, by the way, to do other podcasts and other interviews and not use that sound effect when I say the word humans.

You did it on our other podcast.

I know. I find out that I start to just say it like humans, like with my normal voice.

Anyway, I wish Max had been there. Our last podcast was about humanity and I thought George was going to explode.

Yeah, my brain just wanted. Yeah, like if you haven't. It's a totally different experiment experience with beyond your default.com and beyond your default podcast. But maybe I'll bring the button in at some point over there. But more importantly, Kixie, they have an intelligent calling system and it includes like automated dialing, real time analytics, SMS call recording. There's just so much like if you go to the marketplace and go through the bullet points, like the power dialer, the advanced AI local presence, which actually looks at like the area code and makes it look like where it's actually dialing. From smn SMS templates. Call center feature. Click the call feature. Like, there's just so many good pieces about this and I used it for a good while just because I was looking for. And by the way, this is. And again, not throwing any shade, but this was pre HubSpot phone numbers. I was using Kixie as like my calling system. And by the way, I'm going to talk about another calling system in a little bit. And Kixie actually replaced the one that I'm going to talk about in a little bit. And the only thing that replaced Kixie was actually HubSpot phone numbers that I could integrate and do some stuff with. So I've had this really weird relationship with phones and calls and what I want and what I don't want from an organization. But if you're a larger organization, medium size or larger, Kixie is the jam when it comes to the plethora of tools that you can give people around SMS phone calling. Their. Their power dialer is off the freaking chain anyway. So definitely check out Kixie. Also call engagement.

Don't forget about call. How you can make it. Oh, it's like you can make it. If someone fills out HubSpot form, they get put into a call queue and then the people in Kixie can see who to call. It's like, so you really want to tie together like this simplest way to do HubSpot form submission to getting a call from somebody. It's like one workflow action. It's sick.

Yeah. The. Yeah. And that's the thing I want to say with what you're saying. Max the amount of workflow triggers you have for Kixie inside of HubSpot. It's almost obnoxious in a good way, to be honest with you.

That's sick. Also, shout out to Sabrina, partner manager, who I've been talking to lately. She's absolutely wonderful. So if there's any HubSpot partners out there looking for a partnership with Kixie, they got a pretty sweet deal for HubSpot partners. So go hit up Sabrina at Kixie. Is it on me? Is it on me? Am I next?

We're on you, buddy. We're on you, buddy. I have no apps except a dream. It's just you.

I'm just here for shenanigans.

I should build an app so that I could use my podcast to show my.

You really should. You really should.

Yeah.

Oh my God. Can we have an app on an app so we can app our app to app?

Oh my God.

Oh, wow.

Yeah.

Exhibit.

That's Right.

That's exhibit.

That's what's up.

We heard you like. We heard you like platform, so we build a platform on your platform so you can. For your platform platform.

Dude, why am I talking about platform shoes right now? Is that weird that I'm thinking about platform shoes? Anyway? I don't know.

Yes, because you're out on the davenport with your veranda.

Oh, my God.

Talk to us.

Veranda Santa. That's a bluey reference. Anyway, so.

Oh, my God.

Exhibit to bluey.

What a spectrum.

Yeah, I like. Salim Saleem says you should build the HR hub. That's not an app. That's an entire hub, brother.

That's people hub, dude. People hub is coming. Guarantee it. No, that's the human human hub.

Yeah. Oh, yeah, the human human hub.

Wow. Okay. Where was I? All right, I. I gotta be. I gotta be careful.

Careful.

But you know what Dax has been doing? When are we ever careful? Dax has been doing a little leaky. Little leaky deaky here and there on LinkedIn. So I feel. I feel. I feel.

I feel.

I feel this. I feel like I can. I can start to say some stuff. I mean, there's a website.

We are watching Max. Try to stay employed. In fact, I want to stay employed. I feel.

I am trying to build. I am trying to build fomo. I am trying to get people starting to get stoked.

Are we trying to drive demand?

We're trying to hyperate and drive demand.

Let's hype him up. What's that, brother?

All right, so you kind of eluded and kind of did a little bit of a foreshadowing earlier on it. George, look at Salim.

Can we quote you on that, Max?

All right, so.

We.

Do not quote me on this. I will say. I'm going to say look out for this late summer is. Is what I will say in the general vicinity of late summer, right? We are going to be launching our kind of new big app called Quote happily. Right? And the. That's the best way I can say it without giving away all the juice. Essentially what it is, is we are injecting a rejuvenation and invigoration, if you will, into HubSpot's native quoting tool. All right, we are going.

Wait.

Yes.

Rewind and say that again.

We are making HubSpot quoting great again about it. We are.

We are need a hat for that.

We are adding. I want to say. I want to call it like four big. Like four big chunks that HubSpot quoting is really missing, and it's really all based on a lot of the feedback that we hear from partners and from sales reps about like, why people don't go with HubSpot quoting. Right. There are other quoting platforms out there, right? But there is this weird sort of middle ground, right, where you've got customers that like, okay, here's all like the HubSpot quoting features.

By the way, listeners, Max is using his arm and using my arm to measure things. So if you're like, I'm lost, go watch it on YouTube. Go ahead, Max.

Imagine my arm. This is all HubSpot's quoting features. And there's this cliff that people eventually jump off of right. When they say, man, if HubSpot quoting could only do this thing, I wouldn't have to go to insert quoting platform here. Right? And the problem is a lot of these insert quoting platforms here are insanely expensive and generally are way too much for what a lot of these customers need. Not from like a pricing but like a feature perspective. Right. And there's really just kind of like four things that we've heard that really kind of get people off this cliff, right. To go end up getting something that's kind of like more than what they need. So we're really trying to just like stretch this cliff as far as possible from like a HubSpot quoting perspective to keep as many people on HubSpot quoting as we can and make HubSpot quoting like a competitive platform as HubSpot kind of goes up market. Right.

Is it weird that I'm getting like excited right now? Like.

Yeah, no, it's not weird. You should be getting very excited. So yeah, what I can tell you is that we've. We've completely reimagined the HubSpot quoting building experience. Right. So no longer going through that sort of like carousel thing that you're used to. Right. We're also introducing some tools around rules which provide a lot of governance guidance and guardrails to make sure your reps can quote confidently. Right.

So practice that.

Yep. We're also. Yo, Selim, chill out. Delete that from the chat. My dude.

What chat? We're not looking at anything. What?

Nothing.

We're also introducing some tools that make approvals very advanced, is the way I'll say it. And then I don't know if this is going to be V1. We're also going to be tackling things like price books and product bundles and things like that. Right. So don't quote me on exactly what's going to be available at launch. I'm pretty sure, it's mostly going to be rules and stuff, but that could change. Right. But we're going to be giving a whole new sort of like second life to HubSpot quoting, which it desperately needs, and it's going to come in at a really competitive price point. I'm not going to say exactly what it is. I'll just say it's extremely reasonable.

Even more excited.

Very reasonable. So if you're a company that loves HubSpot quoting, but you're missing things like, oh, people can just kind of quote whatever they want and we can't control it or approvals are a total pain in the butt or, you know, we need more advanced stuff around like, you know, price books and pricing and, and things like that. We're, we're, we're coming. Help is on the way. That's what I'll say to Gray Ms. Doubtfire. Right.

And that, and that was not even like a button. That was just your real voice.

Yep. So. So it's going to be low key, regular hype. It's going to be sick. I probably said too much, but you.

Know, Mrs. Doubtfire for Halloween, I should.

After that I will, I'll go dress up like her now. I don't care. But yeah, it's going to be sick. I think it's going to be HubSpot sales users favorite new thing and we couldn't be more excited about it. So more to come. Keep your ear to the app marketplace ground late, late this summer is what I'll say.

Love it.

Yep, love it.

I'm, I'm excited. Ear to the ground. Obviously I need the alpha of the alpha beta. That is like when we can use it because I'm, I'm down for that testing ability. The, the next one I'm gonna mention. And again, it's kind of like I did last time. I did like two of almost the same thing. Like I did Surf and then I did Hubbleed. I did Kixie just a little bit ago. Now I'm going to talk about Air Call because, you know, using the right phone system makes sense. Air Call obviously is a cloud based phone system. It's designed for modern teams. Some things that I loved about it. Listen, one thing that's really cool is they have a mobile and desktop applications. There's call recording and coaching in there, which you know what, we have that in HubSpot too. But hey, it's all good. Virtual phone numbers. There's collaboration tools. One of the things that I really liked was the auto routing to voicemail. Now, that was because I was a smaller team, and I didn't necessarily want to always be picking up the phone because one thing that I was, like, adamant about was having a phone number on the website because I wanted the humans to be able to. Yeah, to be able to call me.

That's good.

Call me old school, maybe, but I still think that's a viable way to communicate. I really love their analytics. I absolutely love that their analytics can come into a HubSpot dashboard, which is really dope for people that don't want to leave HubSpot. And again, it's. It's pretty much like a seamless integration. So if you're sitting there and you're like, I think I need a phone system to expand or extend the functionality of the sales teams, literally. You can't go wrong if you put Air Call and Kixie against each other and just figure out which one works best for your actual needs. Because both of them are pretty dope systems. They've been around for a good while, both of them. But Air Call is, again, another one that I would say sales teams can get a lot of juice for the squeeze, as my friend Doug Davidoff says all the time.

We're doing a lot of squeezing today, guys. Like, a lot of squeezing.

Yeah. This is a big juicing episode.

Love it.

We're big on juicing.

I feel like I want a smoothie now after that, but okay, yeah, I want a smoothie. Oh, my God, I love smoothie. Not sponsored. Not sponsored. But I love me some smoothie, dude.

Smoothie King. They have a green pineapple one that is just like my guy. You want me to spill state secrets? You get me one of those with a little.

Listen up. I sounded great until you said collagen, because I just feel like that.

Yeah, that sounds gross.

I don't know what that is.

It's good for my knees now. It's good for. It's a little. It's good for my knees and joints.

I know.

Old lady, when I think collagen, I just think of, like. Like, rendered turkey gizzard. Oh, fat. I don't know why I think collagen is that I.

You know.

George, take us back to smoothie.

I don't know what. I don't know what collagen is. It just sounds gross.

First of all, I'm not ready for Thanksgiving yet, so we'll just put the turkey aside for right now.

But you know what I'm talking about, right?

Like, I do know what you're talking about, but I know that somebody loves me when they show up at my door of my office and they have a strawberry slim and trim, no sugar. Or the actual, like, pineapple mango.

There's going to be extra collagen.

No, no collagen.

You want to know what freaks me out just as much as collagen? Bone bone broth.

Oh, awesome. Okay. Loving where this is going, gentlemen. Okay, so unless Smoothie King has somehow become a sales app andor integration, which would be amazing. Could you imagine every time you put a deal in the pipeline, somebody shows up and brings you a smoothie?

I'd sell my butt.

That's why you need that door dash integration, George.

That's the app we need to build.

Yeah, that's the HubSpot Smoothie King app. That's the idea.

I put croutons in my smoothies anyway.

Okay.

Just saying.

You want to take a green smoothie and just, like, kick it up a notch? Go ahead and just drop some Chatham Village garlic butter croutons. Did you see Nick from Margo.

Max ordering a crouton gizzard? Bone bone broth smoothie.

Dude, why does that, like, not.

Fargo better watch out, because Max and I will deliver on the threat of doing a whole episode while George is not here, of just us munching on croutons, doing, like, a power ranking of croutons.

You should have seen me. Absolutely.

The croissant. The rosemary croissant croutons from Trader Joe's.

Do we have another apple? Because we're going.

I have. I have two. Can I. Okay, okay. All right, all right, all right.

Give us one. Give us one huge shout out to.

My buddies over at Quotapath. You know, quotapath is what up Quarter path. Quota Path is a commissions platform, so you can actually hook your HubSpot account into QuotaPath and QuotaPath take your deal data. I'm probably not doing it justice here, but it'll take your deal data, and it will auto calculate your commissions based on, like, whatever sort of, like, commission structure that you do. Right. So if you're finding yourself just, like, having a super bad time doing a bunch of custom calculations and. And. And weird stuff to try to calculate commission for your sales reps directly in HubSpot. Go give quotapath a try. Native integration with HubSpot. It injects data back into HubSpot too, as well. So, like, you can make reports on all that kind of stuff. It's sick. Yeah. Chad knows what's up. Chad knows what's up. He's in there.

He's in the chat. Pane raving.

Chad's in the chat. He's a fan of Quotapath. It's sick. Go look at it. That's one. The other one I want to mention from our friends over at New Breed. Might have heard of them. They're another big HubSpot partner.

Yeah, I know those guys. Yeah.

Quick interjection here, quick interjection here. George, how does it feel to instruct someone to give you one thing and they give you two because this is.

What I asked permission.

How does it feel?

I know I did.

And then he said, give this one.

Yeah.

Oh, you did.

No, Max, you go ahead. You be free. This is a lesson learning moment.

No, no, I can't fall, George.

I'll let George go and then I'll follow up with the next one.

Oh, no, go ahead, go ahead.

I just want to give a shout out to Distribute, dude.

Yeah, yeah.

So Distributely. Yeah. Lots of lease, right? So New Breed makes this, makes this app called Distributely, which basically is like. See now like in HubSpot, when you're doing like lead rotation and workflows, right, it's like that on a completely different level, right? Basically you can set up all these different, like, distribution and like lead routing rules inside of their app. And what happens is I'm pretty sure you use a work. If you use a workflow, actually can't remember exactly how they, how they trigger it, right? But like, if you got insanely complex lead routing rules that like HubSpot workflows just end up being like a, a bear to create or like you're finding yourself having to write custom coded workflow actions or like, do some wacky stuff, right? Go check out Distributely because they have this whole like, rotation engine essentially and distribution and lead routing engine that, you know, can take it to a whole different level without like, you know, trying to build a HubSpot workflow that, you know, looks like a computer processor up close or something, right? So, yeah, check out Distributely.

Nice.

Love it.

Sweet.

I love it. George, did you have one more for us or was that it?

That can be it. Like, I was gonna mention Zoom Info, but I think everybody on the planet knows about Zoom Info and how it can enrich their data and how it might change.

What about the one.

Can I. Can I be honest, George? I don't. I don't know, like I do here in Richmond, like, where like. So to me, like, my brain goes, oh, well, HubSpot already has HubSpot insights, so why do you need something like that?

That's company that's, that's.

Yeah. So that's what I want to hear you say, what you want to say.

Yeah.

Take us to Zoom Info.

Well, I don't know about going to school, but like basically what it does, it. It's an enrichment integration. So it'll infuse like technological data, revenue, location, company attributes, more data points, info. It maintains a consistent environment by standardizing the information flowing into HubSpot, decreased time to action with better lead scoring, access, reporting, dashboards to monitor database health, and then obviously more. But again, this, this is so. It's funny because, Max, I know where your brain goes and again, this is me trying to talk about stuff without throwing any shade. This is definitely larger, more robust than like the Insights tool. Right. Although. Although dependent upon the email that I got earlier this week and what HubSpot decides to do with all the clear bit data. Because that's changing because what?

Well, I don't know.

Well, I don't know if I can say. Dang gone it. I got an email, but I can talk about it. Things. You know what changing chat's talking about?

Yeah, yeah, things are changing.

Things be changing. And so I didn't get no email. They're, they're. I got an email that they're not doing something for this foreseeable future because something's changing about the thing that I might have mentioned in about the last two to three minutes. Anyway, anyway, I'm gonna end it there.

But that clears it up.

It's larger. Yeah, it's larger than Insights. It's got more features and Insights and, and I'll, I'll tell you that when I've done HubSpot onboarding, and this is the reason I wanted to bring it up anytime that I've done an onboarding with a mature sales team, medium to large size, they're always asking about the Zoom Info integration because they've already got Zoom info and they just want to make sure that it's working with HubSpot. So it's like what I would air quotes call a major player out there. Therefore, pay attention to it if you're coming from. Because we gotta remember there's people who are coming from the. Have never used HubSpot before and want my toys to play nice with it. And then there's a whole group of us that are coming from the HubSpot side and we just want to know what toys we can actually integrate to it.

So what is it? What does it like do? Like, can I like run a contact through a Zoom info? Like Workflow, and it'll, like, dump in.

A bunch of info about it or what companies contacts. Yeah. And by the way, it's not the.

Most inbound thing in the world.

Cheapest.

Okay. Yeah.

And.

And yeah, you got to be careful, right?

Because, like, can I run a company workflow into it and it just dumps in contact records for me, or. No.

So you can generate lists. I'm not sure about the workflow part, Max, but I know you can have Zoom Info list, import them into HubSpot. Yeah, yikes. I mean, but not in a bad way. I. You know.

Well, maybe with great power comes great responsibility.

Well, that's the thing. If you're a good human, you use the terrorist way. But there might be some potential to, like, have an. A possible send.

Send a email marketing email to all of them without their consent.

Possible.

Icky factor. Maybe. But. But still. Yeah. Anyway, but like the tool, let your.

Gmail account take the hit on that one voice. All right. Yep.

So to wrap up this conversation.

Yeah.

Hopefully next week when everybody joins us, Mac will. Max will still be employed. George will not be in trouble.

Yeah.

And you know what, guys? Let's be honest. Out of the three of us, I have been the most well behaved. That's because you didn't really say much.

Oh.

I'm just kidding. Did you see that look, Max? I'm in trouble.

You're gonna. You're gonna die. I'm in trouble.

Hi, George.

Hi.

Oh, you idiot.

Wow. That was. Never mind.

Get ready for uncomfortable questions about your childhood during our Monday morning recording. I hope you're excited.

Yeah. If you want to tune Fire one beyond, your default. Monday is probably going to get real exciting after that comment.

We're talking about mental health, so it's going to be super spicy.

Yo. W. Mental health. That's sick. Yeah.

Yeah, we are. Yeah. We're talking next two weeks. Next two weeks, Max. By the way, Hub Heroes listeners, I'm sorry this is going on a tangent, but next two weeks, we're talking about mental health one week, Physical health the next week.

That's our topics.

Anyway, are we done? Can I get out of here without being in trouble?

Nope. You're. You're. George.

Since I'm a useless potato, why don't you take us out? You don't need me.

I didn't say, why don't you take us out. First of all, I mean, you know, it's fine.

I just can't hold that many thoughts in my head.

I didn't say useless potato. I just said that's what I heard.

That's what I felt in my heart.

Well, okay, first of all, ladies and gentlemen.

So, George, what should our. Listen. What should our listeners take from this episode?

They should take away the. Should never tell George.

George didn't tell him this episode.

Yeah. Well, what Liz forgot to mention on this episode. No, I'm just kidding.

I'm just kidding.

Keep digging.

Keep digging. Oh, God, I love this.

Here's the deal.

Did you need another shovel or are the two in your hand enough, George?

I think two are enough. So here's what you need to do. You need to pay attention to your sales team. You need to enable your sales team. You need to look at the tools that they possibly have, don't have, or need in the future and listen. Go listen to episode 86 if you haven't listened to it. I know Nick from Fargo was like, hey, did you guys talk about the org chart hub thingy? Yes, episode 86, that was. There's like a bunch of other things that we talked about. Listen to both episodes. Heck, we might even need to do like a roundup article based on the two episodes in the future. We'll see.

I'm already doing that.

Hey, there we go. See? You're awesome. And that's where we'll end it, right? Liz is awesome. That's the end of the podcast.

Happy second birthday.

Yay. Happy birthday. Okay, Hub Heroes, we've reached the end of another episode. Will Lord Lack continue to loom over the community, or will we be able to defeat him in the the next episode of the Hub Heroes podcast? Make sure you tune in and find out in the next episode. Make sure you head over to thehubheroes.com to get the latest episodes and become part of the League of Heroes. FYI, if you're part of the League of Heroes, you'll get the show notes right in your inbox. And they come with some hidden power up potential as well. Make sure you share this podcast with a friend and leave a review if you like what you're listening to. And use the hashtag hubbyspodcast on any of the socials and let us know what strategy conversation you'd like to listen into next. Until next time, when we meet and combine our forces, remember to be a happy, helpful, humble human. And of course, always be looking for a way to be someone's hero.