USING WORKFLOWS TO AUTOMATE THE BORING PARTS O F S A L E S

KYLE JEPSON EMILY MORGAN

#INBOUND19 Kyle Emily Jepson Morgan Workflow Wrangler Automation Alchemist On average, salespeople only spend about 35% of their time 35% selling.

Source: InsideSales.com 27% 35%

27% of salespeople are spending an hour or more on 27% data entry each day.

Source: HubSpot Research SALES REP TASK TIME ALLOCATION

14.8% 14% 11.6% 11.1%10.1% 8.7% 7% 6.3% 5.6% 5.3% 4.5% 3.9%

SOURCE: InsideSales.com

BUILD SEQUENCES to automate your emails and tasks. BUILD SEQUENCES to automate your emails and tasks. USE WORKFLOWS FOR A FASTER, EASIER, MORE ACCURATE, AND REPORTABLE SALES PROCESS USE WORKFLOWS FOR A FASTER, EASIER, MORE ACCURATE, AND REPORTABLE SALES PROCESS LIFECYCLE STAGES

MARKETING SALES QUALIFIED LEAD QUALIFIED LEAD LEAD OPPORTUNITY CUSTOMER

QUALIFIED BY QUALIFIED BY A DEAL IS OPENED A DEAL IS A SYSTEM HUMAN CLOSED/WON SITTING IN A PARK

BORINGOMETER SITTING IN WAITING AT THE A PARK DMV

BORINGOMETER RESOURCES PAGE

CONSULTING.HUBSPOT.COM/INBOUND UPDATING PROPERTIES

BORINGOMETER UPDATING PROPERTIES

BORINGOMETER TERRITORY ASSIGNMENT

ENROLLMENT →

SET CONTACT/COMPANY PROPERTY

Sales Territory → Zone A ACTION

UPDATING STAGE/STATUS

BORINGOMETER UPDATING STAGE/STATUS

BORINGOMETER LIFECYCLE STAGES

MARKETING SALES QUALIFIED LEAD QUALIFIED LEAD LEAD OPPORTUNITY CUSTOMER

QUALIFIED BY QUALIFIED BY A DEAL IS OPENED A DEAL IS A SYSTEM HUMAN CLOSED/WON LEADS GENERATED LEADS SENT FROM TO SALES MARKETING LEAD HANDOFF MARKETING LEAD QUALIFIED LEAD

QUALIFIED BY A SYSTEM SALES-READY ACTIONS

Form Submission: Request Consultation

OR

Form Submission: Request Quote

OR

Page View: Contains “/pricing” SALES-READY ACTIONS

Form Submission: Request Consultation

OR

Form Submission: Request Quote

OR

Page View: Contains “/pricing”

OR

Contact Property: HubSpot Score > 135 Update the Contact Property: Lifecycle Stage ↓ MARKETING QUALIFIED LEAD Update the Contact Property: Lead Status ↓ NEW Familiarizing your client with HubSpot andSuppression defining a plan to work Lists towards to their particularInclude: goals. SUPPRESS First Impressions •HubSpotUnfit Contacts Setup CONTACTS •OnboardingContacts in theTasks Sales Process •QuickExisting Wins Customers Client Empowerment Segregated Wins BUILD A LIST OF YOUR MQL S LEAD ASSIGNMENT

BORINGOMETER LEAD ASSIGNMENT

BORINGOMETER IF YOU ASSIGN BY REGION IF TERRITORY= ZONE A AND LIFECYCLE STAGE = MQL

THEN ROTATE LEADS

• • Pam Beasley • • CREATE ONE WORKFLOW FOR EACH ASSIGNMENT RULE

IF IF IF IF TERRITORY= ZONE A TERRITORY= ZONE B TERRITORY= ZONE C TERRITORY= ZONE D AND AND AND AND L.S. = MQL L.S. = MQL L.S. = MQL L.S. = MQL

THEN THEN THEN THEN ROTATE LEADS ROTATE LEADS ROTATE LEADS SET CONTACT PROPERTY - CONTACT OWNER:

Jim Halpert Pam Beasley Dwight Schrute Phyllis Vance IF IF IF IF TERRITORY= ZONE A TERRITORY= ZONE B TERRITORY= ZONE C TERRITORY= ZONE D AND AND AND AND L.S. = MQL L.S. = MQL L.S. = MQL L.S. = MQL

THEN THEN THEN THEN ROTATE LEADS ROTATE LEADS ROTATE LEADS SET CONTACT PROPERTY - CONTACT OWNER:

Jim Halpert Ryan Howard Andy Bernard Pam Beasley Stanley Hudson Pete Miller Clark Green Dwight Schrute Phyllis Vance

CREATE TASK CREATE TASK CREATE TASK CREATE TASK CREATING TASKS

BORINGOMETER CREATING TASKS

BORINGOMETER EVENT EVENT BLOG STEP 1 REGISTRATION ATTENDANCE SUBSCRIPTION Identify your lead’s important behaviors. STEP 2 Determine which PRICING ABANDONED EMAIL PAGE VIEW PURCHASE ENGAGEMENTS behaviors require a task.

PRODUCT PAGE CONTENT FORM INACTIVITY STATUS VIEW SUBMISSION NOTIFICATION EVENT EVENT BLOG ACTIONS SUBSCRIPTION STEP 1 REGISTRATION ATTENDANCE Identify your lead’s important behaviors. Tasks: HubSpot Asana STEP 2 Salesforce Determine which PRICING ABANDONED EMAIL PAGE VIEW In-App NotificationsPURCHASE ENGAGEMENTS behaviors require a task. SMS Notifications STEP 3 Internal Email Notifications Create tasks or Slack Notifications notifications. PRODUCT PAGE CONTENT FORM INACTIVITY STATUS VIEW SUBMISSION DEAL STAGE AUTOMATION DEAL STAGE AUTOMATION LEAD HANDBACK

BORINGOMETER LEAD HANDBACK

BORINGOMETER LEAD REJECTION PROCESS

MARKETING SALES QUALIFIED LEAD QUALIFIED LEAD LEAD OPPORTUNITY CUSTOMER

QUALIFIED BY QUALIFIED BY A SYSTEM HUMAN CREATE A CLEAR PATH TO SEND LEADS BACKWARDS STEP 1: Create a Lead Rejection Dropdown Property Reason For Rejection: • Bad Timing: 6 Months • Bad Timing: 9 Months • Bad Timing: 1 Year • Low Budget • Outside Selling Region • Cannot Service / Bad Fit • Government Agency • Bot Submission / Spam • Purchased from Competitor STEP 2: Automate based on selected reason for rejection. Enrollment: Reason for Rejection= Bad Timing: 6 Months

2nd Month Marketing Email

4th Month Marketing Email

5th Month Marketing Email

6th Month Task for Sales Rep to Reach Out Again STALE DEAL ALERT

BORINGOMETER STALE DEAL ALERT

BORINGOMETER MANAGING STALE DEALS

MARKETING SALES QUALIFIED LEAD QUALIFIED LEAD LEAD OPPORTUNITY CUSTOMER

A DEAL IS CLOSED WON Manage Your Stale Deals/Opportunities. DEAL-BASED WORKFLOW

OR OR

DEAL STAGE CREATE DATE CLOSE DATE HAS NOT BEEN CHANGED MORE THAN X DAYS AGO MORE THAN 0 DAYS AGO IN X DAYS AND DEAL IS OPEN AND DEAL IS OPEN

NOTIFY MANAGER

NOTIFY SALES REP WINBACK MARKET TO YOUR LOST DEALS OR OPPORTUNITIES DEAL / OPPORTUNITY REJECTION PROCESS

MARKETING SALES QUALIFIED LEAD QUALIFIED LEAD LEAD OPPORTUNITY CUSTOMER

A DEAL IS CLOSED WON Clarify Your Closed-Lost Process DEAL PROPERTIES DEAL PROPERTIES

MUST BE ADDED TO HUBSPOT MANUALLY. REPORT AND AUTOMATE BASED ON CLOSED-LOST REASON LOST POINT-OF-CONTACT MANAGEMENT

SADOMETER LOST POINT-OF-CONTACT MANAGEMENT

SADOMETER CSM CHAMPION

CSM CHAMPION

CSM LEFT COMPANY

ENROLLMENT: LEFT COMPANY →

ACTION: TASK

Determine New Company Create new contact or company Determine if already customer Connect with previous champion CHAMPION SALES REP CSM

CHAMPION MANAGING INTEGRATED APPS Integration Enrollment

ENROLLMENT: LEFT COMPANY →

ACTION: TASK

Determine New Company Create new contact or company Determine if already customer Connect with previous champion CHAMPION SALES REP SALES REP CHAMPION YOU WORKED MANY MONTHS FOR THAT DEAL! HOW IT SHOULD FEEL TO CLOSE YOUR DEAL WHAT ACTUALLY HAPPENS INTEGRATED APPS FOR WORKFLOWS TODAY’S WORKFLOWS

SETTING TERRITORY SETTING STAGE/STATUS LEAD ASSIGNMENT CREATING TASKS DEAL STAGE AUTOMATION LEAD HANDBACK STALE DEAL NOTIFICATIONS WINBACK AUTOMATION LOST POC MANAGEMENT SLACK AUTOMATION FINISHED THANK YOU

CONSULTING.HUBSPOT.COM/INBOUND