A short how-to video (Adam Sand + a second speaker) explaining how to use HubSpot's CSM Audit View to convert CRM 'appointment complete' records into signed deals. It emphasizes a post-inspection debrief where outside sales relays reasons for no-sign, and inside sales documents objections, creates follow-up tasks in HubSpot, and conducts personal objection-handling to close deals.
Don't let appointments sit in your CRM. Turn them into signed deals. In this video we'll walk you through how inside and outside sales work together through the CSM Audit View. Closing more deals, handling objections the right way and making sure no opportunity slips through the cracks.
CSM Audit View is super important because when your deals are sitting in the appointment complete, so your sales guy has completed the appointment or contract sent, they've sent the Sumo Quote contract, but it's not contract signed, you haven't signed that deal. This is where it allows you to go in and work through the deals that are are sitting in those pipelines to be able to understand what we stand to make, when we stand to make it and why we're going to go ahead and make it and how we're going to go ahead and make it. We'll set our next activity date and in HubSpot we use tasks to go ahead and manage the ability to follow up and those sort of things. Where does the CSM Auto View start? It really starts with the post inspection. So once the outside sales finishes that appointment and they realize, hey, I didn't sign the sale, but this is why I didn't, they're going to immediately hop on the phone with the inside sales after they, you know, they pack their equipment, tie their ladder down and tell them all of these things. The inside sales is going to go ahead and document them on the CSM Audit View and start to put those objections in there and then follow up on any of the other additional items that the outside sales may have to help close the deal. That inside sales is supposed to be that guy in the chair, the superhero. Well, we need to actually use the guy in the chair. And by doing the post inspection debrief, regardless of sale or no sale, we make sure that this process gets followed. And so it's important that regardless we just build a habit of calling and checking in because that little check in makes sure that the CSM Audit View gets filled out and make sure that the lead stays a lead that can become a deal. And on the other side, this is where the inside sales would go ahead get in their CSM Audit View putting those tasks in and having filled it in on that phone call, they'll go ahead and do that follow up, call the customer, talk to them as that community member, as that friend, as that person that wasn't there in the room with them and do the objection handling and ask about their experience and they're meant to be personal and be a friend to them in that capacity.
