{"id":51829,"date":"2018-10-19T08:19:07","date_gmt":"2018-10-19T12:19:07","guid":{"rendered":"http:\/\/jimmynewson.flywheelsites.com\/?p=51829"},"modified":"2020-07-21T18:17:49","modified_gmt":"2020-07-21T22:17:49","slug":"how-to-use-hubspot-sales-in-prospecting","status":"publish","type":"post","link":"https:\/\/www.jimmynewson.com\/how-to-use-hubspot-sales-in-prospecting\/","title":{"rendered":"How to Use HubSpot Sales in Prospecting"},"content":{"rendered":"<p>[et_pb_section fb_built=”1″ _builder_version=”3.22″ custom_padding=”0px|0|0px|0px|false|false”][et_pb_row _builder_version=”3.25″ column_structure=”2_3,1_3″][et_pb_column type=”2_3″ _builder_version=”3.25″ custom_padding=”|||” custom_padding__hover=”|||”][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]Hubspot\u2019s Sales Methodology is one of the most effective ways to take your lead capture process to the next level and enjoy better leads that convert easier and have a higher lifespan. In sales prospecting, getting ahead of the competition is all that matters. Selling more means outsmarting your competition, and the best way to do that is by using Hubspot\u2019s Sales Methodology.<\/p>\n<p>In prospecting, you need to use the most valuable tools and strategies to find those leads that have the highest chance to convert. Here is how to use the HubSpot funnel in prospecting.<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]<strong>Research<\/strong><br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]First and foremost, you need to determine the real quality of a lead. HubSpot uses a series of criteria to evaluate the probability of a conversion. They also use an advanced CRM software to keep track of every single lead.<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/images.pexels.com\/photos\/7354\/startup-photos.jpg?auto=compress&amp;cs=tinysrgb&amp;h=650&amp;w=940\" alt=\"book, homework, learning\" \/><br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]<strong>Prospect<\/strong><br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]Stage two of the process is the actual prospecting step. Here, your goal is to connect with your potential buyers directly. You need to get past the gatekeeper, which could be a receptionist, secretary or person in charge of communication, and get to the decision maker, which can be a CEO, CFO, CIO, IT manager, VP of Communications, and the list goes on.<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]<strong>Connect<\/strong><br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]<\/p>\n<p>At this stage, your goal would be to schedule the next meeting.<\/p>\n<p>[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]<strong>Educate &amp; Evaluate<\/strong><br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]Next on, you need to uncover your customer\u2019s pain points and see if he qualifies for your solution.<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]Close<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]The final step, closing up the deal involves turning opportunities into customers. The closing ratio is critical here. You will discover more information about this aspect in our free eBook. (note: link here to the eBook \u2013 we\u2019ll have another CTA at the end).<br \/>\n[\/et_pb_text][et_pb_image src=”https:\/\/www.jimmynewson.com\/wp-content\/uploads\/2018\/10\/methodoly2.png” align_tablet=”center” align_last_edited=”on|desktop” _builder_version=”3.23″]Even if cold calling and cold outreach can be used responsibly, HubSpot advises focussing on warm inbound leads. It is time your sales reps focus more on the buyers and understand their context and what drives them to make a purchase. Companies like IBM who have started to use HubSpot inbound sales methodology have managed to skyrocket their revenue, boosting their sales by up to 400% year-to-year.<br \/>\n[\/et_pb_image][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]The final step, closing up the deal involves turning opportunities into customers. The closing ratio is critical here. You will discover more information about this aspect in our free eBook. (note: link here to the eBook \u2013 we\u2019ll have another CTA at the end).<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”Fira Sans|||on|||||” text_text_color=”#ffffff” text_font_size=”17px” header_font=”||||||||” background_color=”#323232″ custom_margin=”10px|||” custom_padding=”10px||10px|20px”]Top Sales Prospecting Tools<br \/>\n[\/et_pb_text][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” custom_margin=”30px|||”]HubSpot recommends using specific sales prospecting tools that work exceptionally well in 2018. Here are some of them you can try today:<\/p>\n<p><span style=\"color: #ff0000;\"><strong>\u00a0Twitter:<\/strong>\u00a0<\/span>you can leverage the power of Twitter to get a good idea about what your customers need. You can sift through a prospect\u2019s feed and find out what his pain points are.<\/p>\n<p><strong><span style=\"color: #ff0000;\">HubSpot connect<\/span>:<\/strong>\u00a0this marketing tool from HubSpot makes it easy for you to connect all your apps and software to your HubSpot account and save time doing repetitive tasks.<\/p>\n<p><span style=\"color: #ff0000;\"><strong>HubSpot Sales Hub:<\/strong><\/span>\u00a0this is another useful tool that allows you to efficiently manage your email campaigns and stay in control over how your prospects interact with your emails.<\/p>\n<p><span style=\"color: #ff0000;\"><strong>Evernote:<\/strong><\/span>\u00a0this tool makes it a breeze to stay organized and on top of the daily tasks.<\/p>\n<p>&nbsp;<br \/>\n[\/et_pb_text][et_pb_image src=”https:\/\/www.jimmynewson.com\/wp-content\/uploads\/2018\/10\/importnt5.png” url=”http:\/\/jimmynewson.flywheelsites.com\/real-importance-of-inbound-marketing” align_tablet=”center” align_last_edited=”on|desktop” _builder_version=”3.23″][\/et_pb_image][et_pb_text _builder_version=”3.27.4″ text_font=”||||||||” header_font=”||||||||” header_2_font=”||||||||” header_3_font=”Montserrat|700||on|||||” header_3_text_color=”#e02b20″ header_3_font_size=”12px” header_3_letter_spacing=”2px” custom_margin=”10px|||”][\/et_pb_text][\/et_pb_column][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” custom_padding__hover=”|||”][et_pb_image src=”https:\/\/www.jimmynewson.com\/wp-content\/uploads\/2018\/10\/CTA3.png” url=”http:\/\/jimmynewson.flywheelsites.com\/real-importance-of-inbound-marketing” align_tablet=”center” align_last_edited=”on|desktop” _builder_version=”3.23″ custom_margin=”35px|||”][\/et_pb_image][et_pb_sidebar area=”sidebar-1″ show_border=”off” _builder_version=”3.15″ custom_margin=”35px|||”][\/et_pb_sidebar][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Hubspot\u2019s Sales Methodology is one of the most effective ways to take your lead capture process to the next level and enjoy better leads that convert easier and have a higher lifespan. In sales prospecting, getting ahead of the competition is all that matters. Selling more means outsmarting your competition, and the best way to [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":51937,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"image","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","content-type":"","footnotes":""},"categories":[1068],"tags":[],"class_list":["post-51829","post","type-post","status-publish","format-image","has-post-thumbnail","hentry","category-inbound","post_format-post-format-image"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Jimmy Newson - Inbound Consultant and Virual Summit Producer<\/title>\n<meta name=\"description\" content=\"Need help getting converting prospects and leads to sales. 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