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Introduction to Contacts, Filters, and Views Professor: Kyle Jepson
HubSpot Sales Software Certification Brought to you by HubSpot Academy
CLASS 01
EVERYTHING YOU DO INSIDE HUBSPOT SALES WILL REVOLVE AROUND YOUR CONTACTS.
1 WHY ARE CONTACTS SO IMPORTANT?
Think about what sales was like before the internet existed.
THOSE DAYS ARE LONG GONE.
Buyers now have all the power. So the old way of selling doesn’t work as well anymore.
INBOUND MEANS YOU ATTRACT BUYERS TO YOU AND MEET THEM ON THEIR OWN TERMS.
Focus on the buyer and their needs. You’ll always beat out the self-centered competition.
Your contact’s timeline will be empty, but don’t worry. It’ll fill up fast enough.
2 HOW TO USE CONTACTS
Use contact records for people, company records for organizations.
Use notes and tasks for internal communication.
Add a contact to HubSpot CRM for every person you talk to.
CONTACT RECORD BEST PRACTICES
Associate contact and company records with each other.
Use contact records for people, company records for organizations.
Use notes and tasks for internal communication.
Add a contact to HubSpot CRM for every person you talk to.
CONTACT RECORD BEST PRACTICES
Associate contact and company records with each other.
Use contact records for people, company records for organizations.
Use notes and tasks for internal communication.
Add a contact to HubSpot CRM for every person you talk to.
CONTACT RECORD BEST PRACTICES
Associate contact and company records with each other.
Your interactions with everyone at a company will
be combined together on the company record’s timeline.
Use contact records for people, company records for organizations.
Use notes and tasks for internal communication.
Add a contact to HubSpot CRM for every person you talk to.
CONTACT RECORD BEST PRACTICES
Associate contact and company records with each other.
THE CONTACT RECORD SHOULD ALSO RECORD THE CONVERSATIONS THAT HAPPEN BEHIND THE SCENES.
Notes are good for capturing miscellaneous information.
Tasks are simple reminders.
You can @mention teammates and then your notes back and forth with be recorded on the timeline.
Use contact records for people, company records for organizations.
Use notes and tasks for internal communication.
Add a contact to HubSpot CRM for every person you talk to.
CONTACT RECORD BEST PRACTICES
Associate contact and company records with each other.
The company record will give you a full record.
You never know when you might have to circle back with someone to get
more information.
Create a Custom View You must create a custom view in order to get certified.
Filter by HubSpot Owner to see only the records you own.
Filter by Lead Status for context.
Design views around action.
CUSTOM VIEW BEST PRACTICES
Filter by Job Title to find the right people.
Filter by HubSpot Owner to see only the records you own.
Filter by Lead Status for context.
Design views around action.
CUSTOM VIEW BEST PRACTICES
Filter by Job Title to find the right people.
Set the HubSpot Owner filter to “Me.” Then you’ll only see the records you already own.
Set the HubSpot Owner filter to “Is Unknown.” Then you can look for contacts in your
territory that you haven’t claimed yet.
Filter by HubSpot Owner to see only the records you own.
Filter by Lead Status for context.
Design views around action.
CUSTOM VIEW BEST PRACTICES
Filter by Job Title to find the right people.
Is there a pattern in your contacts’ job titles? If you aren’t sure, dig back through your emails and check out their signatures.
BUYER PERSONAS ARE REALLY HANDY DURING THE EARLY STAGES OF THE SALES PROCESS.
RELY LESS ON YOUR BUYER PERSONAS AND MORE ON THE DETAILS INDIVIDUAL
CONTACTS PROVIDE ABOUT THEMSELVES.
Filter by HubSpot Owner to see only the records you own.
Filter by Lead Status for context.
Design views around action.
CUSTOM VIEW BEST PRACTICES
Filter by Job Title to find the right people.
The default values for Lead Status include
New, In Progress, and Unqualified.
Filter by HubSpot Owner to see only the records you own.
Filter by Lead Status for context.
Design views around action.
CUSTOM VIEW BEST PRACTICES
Filter by Job Title to find the right people.
CREATE VIEWS THAT FOCUS ON SPECIFIC ACTIONS.
• Sales Rep at Groundskeeper, Inc.
• Sells landscaping services to small property management companies
• Works primarily with business owners
• Making a custom view to identify the people he needs to follow up with.
EXAMPLE SALES REP: BOB
CUSTOM VIEWS
CUSTOM VIEWS
CUSTOM VIEWS
CUSTOM VIEWS
CUSTOM VIEWS
Three additional filters:
• Last Contacted
• Next Activity Date
• Number of Times Contacted
CUSTOM VIEWS
LAST CONTACTED This property automatically populates with the date a contact most recently had a meeting or was emailed or called.
CUSTOM VIEWS
LAST ACTIVITY
LAST CONTACTED
emails
calls
meetings
notes tasks
LAST CONTACTED
emails
calls
meetings
NEXT ACTIVITY DATE This property only populates if the contact has a meeting or task scheduled for the future. Otherwise, it’s blank.
CUSTOM VIEWS
CUSTOM VIEWS
NUMBER OF TIMES CONTACTED This property automatically updates with the number of times a contact has been called, emailed, or met with.
CUSTOM VIEWS
CUSTOM VIEWS
CUSTOM VIEWS
CUSTOM VIEWS
THANK YOU.
