HubSpot’s Prospecting Features – A Comprehensive Guide

Sales prospecting is crucial for any business looking to build strong B2B relationships and generate income. With various tools available in the market, it’s essential to find one that saves time and offers effective contact information management and reporting. Enter HubSpot’s new ‘Prospecting’ feature – a game-changer that goes beyond the surface to enhance your business value significantly.

In this blog, we’ll explore why HubSpot’s Prospecting Tool is worth your attention and provide a step-by-step guide on how to make the most of it.

HubSpot’s Prospecting Feature: Overview

HubSpot’s Prospecting feature identifies a website visitor’s company using their Internet Service Provider (ISP). Initially designed for office-based visits, the tool faced challenges with the rise of remote work. Visitors might now appear under their home ISP, making it crucial to understand this distinction for accurate results. While ISP information provides partial insights, it’s not the same as actual contact information. Despite these challenges, the tool remains valuable for reporting on companies visiting your site, particularly for account-based marketing campaigns.

A Step-by-Step Guide to Using HubSpot’s Prospects:

To fully leverage HubSpot’s Prospects, it’s essential to identify your HubSpot license type. There are two types .

• Account-Based Marketing (ABM) License and
• Standard License

ABM license holders can access Prospects directly, while those without ABM can still use the tool with a few extra steps.

The article provides clear instructions for both types, ensuring users can seamlessly integrate Prospects into their workflow.

Align Sales and Marketing with HubSpot Prospects:

HubSpot Prospects offers features such as filters, favourites, one-click company and contact creation, and report generation, saving significant time for users. This automation allows data gatherers to redirect their efforts, enabling sales and marketing teams to collaborate more effectively on data-driven contact targeting and ABM strategies.

These are three key areas where HubSpot Prospects empowers sales and marketing teams:

• Maximizing ABM/ABM Hybrid Strategies: Tailor ABM strategies using insights from HubSpot Prospects to design target-specific proposals and improve engagement.
• Reconnecting with Previous Contacts: Prospects notify you when someone from a previously lost touch company visits your website, providing an opportunity to reconnect and explore new business opportunities.
• Retargeting Companies: Identify multiple visitors from the same company to broaden reach within the organization using paid ad audiences, enhancing brand awareness and lead nurturing.

Now that we understand the significance of HubSpot’s Prospecting feature, let’s learn how you can effectively navigate and manage your daily tasks using the prospecting workspace. If you have a Sales Hub seat, you’re in for a treat, as the prospecting workspace lets you handle everything in one convenient location.

See below a simple and quick guide on “how to utilize the most of it”:

Accessing the Prospecting Workspace:

Navigate to Sales > Prospecting in your HubSpot account.

Checking Your Prospecting Activity:

The Summary tab within the prospecting workspace offers a quick snapshot of all your prospecting activities. Here’s what you can do within this tab:

• Monitor Your Task Progress: Easily keep track of tasks, whether they are due today or overdue. Use the dropdown to filter tasks based on their due date.
• Task Overview: View tasks categorized by type, and click on a task type for a detailed breakdown. You can mark tasks as complete with a simple click.
• Schedule: Your calendar for the day is right in front of you. Click on an event for comprehensive details, including virtual meeting links. You can also view your daily activities on the Schedule tab.
• Sequences: Get task reminders from your active sequences. Click on a step name to see details and mark tasks as done. You can switch sequences and steps using the dropdowns.
• Check Your Activity Feed: The Feed tab shows all sales activity notifications from the past year. You can sort these activities by type or sequence enrollment.

Exploring the Schedule Tab:

The Schedule tab is your go-to for managing calendar events and tasks.

• Strategize Your Workload: Use this tab to plan your tasks and meetings. The Calendar tab will highlight overlaps, helping you manage your time effectively.
• Contacts with Meetings Today: Quickly see contacts you’re meeting today, and click on a name for more details.
• Customize Your View: Use the “Day” dropdown to choose between Day, Week, or Month views. You can also click “[X] tasks due” for a list of tasks in the selected timeframe.
• Meeting Details: Click on a specific event for comprehensive details, including virtual meeting links.
• Update Meeting Outcomes: Easily mark the outcome of a meeting by clicking “Update the Outcome” next to it.

Conclusion:

When combined with the prospecting workspace, HubSpot’s Prospects feature becomes a powerful tool for organizing and tracking leads through the sales funnel. By following these simple steps, you can efficiently manage your tasks, stay on top of your schedule, and maximize the potential of this feature.

Remember, HubSpot’s Prospects is not just a tool; it’s a pathway to streamlined sales processes and increased revenue. If you’re ready to take your HubSpot Prospecting to the next level, don’t hesitate to contact our HubSpot-certified experts.