Hello! The challenge we have is probably a fairly common one: Our sales team isn’t great about logging leads. The marketing team is unable to get a clear view into email lead generation performance without the manual logging being done religiously.
The KPI we think would solve this is being able to measure the number of replies between a contact and a sales person. “Responded to an email” is fairly useless as we can’t tell whether it was a positive response or a “not interested”. We could assume that if there were 3+ email exchanges between the sales person/BDM and the contact, there was interest and we’d count the contact as an MQL. We know there are more MQLs being delivered to the BDMs than are being logged, which we’d love to quantify. (Checked by manaully clicking into each contact that replied and 7 aren’t logged this week, and 9 from last week…)
In speaking with HubSpot support, they don’t have a solution for reporting on this, even though the data we need is sitting in the activities tab under each contact. This is a two part request.
1) If you think this would be helpful, upvote the request to help HubSpot decide to invest in a solution to report on number of emails exchanged between a contact and an account owner. This doesn’t seem like a huge lift.
2) If you have a better or alternative way to identify engaged leads that actually started conversations with your BD team, how did you do it? (Again, without a manual logging step being used.)
Hey @kdorsey123 you’re are able to do it by:
1. Setting “Recent Sales Email Reply Date” is known as trigger
1.2 Set that property as re-enrollment trigger
After that you can create an action to increase a property created by you called “Engagement with Account Owner” everytime that happens (because of the re-enrollment trigger set on step 1). If you want you can also block the ones that have things as “not the right time”, “not interested”, “etc” on the email body.
Anyway EVEN being capable to do that by an workflow my honest advice is that no CRM lives without human input and in the future I’m sure that you’ll feel the need to have a more accurate Data Model.
Hi José! Thank you for the wonderful response!! I’ll share this with my team and see if we can make it work. I’ll share an update once we’ve given this a try. Thanks again!!
Thanks so much for your help with this! I do have a few additional questions to clarify:
What do you mean by “re-enrollment trigger”? Is this something that can be set up in a report?
If we send a marketing email, are all subsequent email exchanges with the sales rep considered “sales emails”?
The report I’d like to generate focuses on 3+ email exchanges after a marketing email was sent. Alternatively, it could also include 2+ emails sent to the rep by the contact. However, our reps also send sales emails independently of marketing efforts, so we want to ensure that the report only tracks leads touched by marketing emails.
When I followed your process, it didn’t return any contacts. I’m wondering if I misunderstood something along the way. I hope these questions help clarify things for both of us!
Just a quick update, we have not been able to successfully find a way to automate tracking “positive replies”. If we do come up with a solution, I’ll share it. Hoping HubSpot sees value in this feature and enables a native solution.
