Optimizing prospecting with HubSpot: a practical demonstration

Emilie Cals, marketing and sales expert at Parkour3, takes us through the latest features of the HubSpot tool, specifically in lead management and prospecting.

She guides us through the various stages of lead qualification, highlighting how this platform can help improve sales teams' results. Discover her practical summary of these new features.

A new feature: lead management

Prior to the introduction of this feature, HubSpot didn't allow leads to be created in such detail, which set it apart from other platforms such as Salesforce. However, for just over a year now, HubSpot has included an option to create leads, associating them directly with contacts or companies. This has radically changed the way the tool works, offering better management of lead requests.

A centralized sales space

In her demonstration, Émilie shows us her personal sales space in HubSpot, where she manages both her daily tasks and her leads. Thanks to this space, every user can keep track of their calls, e-mails and upcoming prospecting tasks. She emphasizes the centralization of information, which is essential to avoid oversights and ensure constant follow-up.

Tracking prospecting tasks and sequences

The tool makes it possible to keep an eye on all actions to be undertaken during the day, including calls and e-mails to be sent. Émilie stresses the importance of tracking e-mail sequences in HubSpot, automated tools for managing follow-ups and prospecting on an ongoing basis.

The interface also makes visible the summary of tasks in progress, enabling sales teams to better organize their day.

Lead quality: categorization and qualification

One of the major benefits of this new HubSpot feature is the ability to qualify or disqualify a lead before it enters the sales pipeline. Thanks to this feature, users can define precise criteria for each request they receive.

Lead categorization: hot, warm or cold

HubSpot now enables leads to be categorized according to their "warmth", i.e. whether a lead is "hot", "lukewarm" or "cold". This classification enables sales teams to prioritize their efforts and focus first on the most promising prospects.

From lead identification to deal creation

The crucial step that Emilie emphasizes is the creation of transactions only after leads have been qualified. Before this feature was introduced, there was a risk of creating transactions that had not yet been qualified, which hampered the efficiency of sales teams. Now, HubSpot makes it possible to work upstream with leads to qualify them before integrating them into the sales pipeline.

Direct link with transactions

One of HubSpot's new features is the ability to link leads directly to transactions.

This enables sales teams to easily follow the progress of prospects, from inquiry stage to transaction creation, without having to navigate between several tabs or tools. This centralization simplifies the lead management process.

View request history: leads, contacts and companies

Another important point that Emilie addresses is the ability to view leads associated with a specific contact or company.

By accessing a contact's or company's file, users can find all the requests that have been made and track them in detail. This provides an overview of the history and a better understanding of a prospect's journey.

Automation and follow-up of actions to be taken

HubSpot also allows you to automate part of the follow-up by scheduling actions to be taken for each lead, such as sending an e-mail, making telephone contact or scheduling an appointment. Émilie shows how this automation helps ensure that nothing is forgotten, while personalizing interactions with each prospect.

HubSpot, an indispensable prospecting tool

In conclusion, Émilie emphasizes that the HubSpot prospecting tool is a real ally for sales teams.

It centralizes lead information, qualifies leads, and creates transactions only when requests have been duly qualified. This increases the efficiency of sales processes and improves conversion rates.

With these new features, HubSpot becomes a must-have for marketing and sales professionals, enabling them to better manage leads and focus on the most promising opportunities. Émilie invites us to take full advantage of these tools to maximize our daily results.