topic Re: Lead Creation - Marketing v.s. Outbound in Tips, Tricks & Best Practices

Lead Creation - Marketing v.s. Outbound

DCrinnion1 — Thu, 12 Jun 2025 10:18:24 GMT

Hi All,

I am in need of a bit of best practice advice here. At my company we currently have a process where all Inbound MQLs get created as Leads in the Lead Object, and for Outbounding we have a workflow that when enrolled in a sequence those Contacts get created as Leads.

However we have situations in which our SDR team enroll people in sequences for Marketing purposes i.e. invite to events/webinars etc. At the moment its a manual process of me just asking them to tell me when theyre doing marketing so I turn off the workflow.

But does anyone have any best practice for how I can distinguish outbounding from Marketing or in fact just a better process for Creating Leads for Outbounding?

Best Regards,

Re: Lead Creation - Marketing v.s. Outbound

VPathania — Thu, 12 Jun 2025 10:44:06 GMT

Great question — and honestly, it’s a challenge a lot of teams face, especially when SDRs are juggling both outbound prospecting and marketing follow-ups. Here's what's worked well for me and other teams I've worked with:
1. Start with Clear Labeling
Set up a custom "Lead Source" dropdown property with options like:

Inbound MQL
Outbound Prospecting
Marketing Campaign (Events/Webinars)

This makes reporting and segmentation much easier down the line.
2. Automate the Classification
Instead of manually toggling workflows, try these automation tricks:

Create separate sequences with clear naming conventions (e.g., prefix marketing sequences with "MKTG - Webinar Invite")
Set up a workflow that checks the sequence name and auto-tags leads accordingly
Use hidden form fields for campaign-specific submissions

3. Consider Team Structure
Some teams find it helpful to:

Have dedicated "Marketing SDRs" for campaign outreach
Use different shared inboxes for marketing vs. outbound
Set up separate views/reports for each lead type

4. Make Life Easier for SDRs

Create a simple 1-pager with guidelines like:

"Using a webinar sequence? Add [MKTG] to the sequence name"

Set up a quick "campaign type" dropdown they can update when enrolling contacts

Real-World Example:
One of our clients solved this by:

Adding a "Purpose of Outreach" field to their lead form
Training SDRs to select either "Nurture" or "Prospect"
Building smart lists that auto-update based on this selection

Would you like me to walk through how to set up any of these specific solutions in your HubSpot account?

Re: Lead Creation - Marketing v.s. Outbound

DCrinnion1 — Thu, 12 Jun 2025 13:21:12 GMT

Hi!

Thank you so much for this, may I ask how you are checking the sequence name via a workflow. I can't seem to find filters/criteria that allow me to either branch or trigger off of a sequence name containing a phrase.

Best Regards,

Re: Lead Creation - Marketing v.s. Outbound

VPathania — Thu, 12 Jun 2025 16:16:39 GMT

Correct, this is not default option in hubspot. We created a custom approach to achieve this. Create a custom contact property named Current Sequence (text field) and use it in workflow to manually update it whenever a contact is enrolled in a sequence.