by:
jbogaert
7 Reasons Why HubSpot’s New Leads Object is a Total Game Changer
Forget everything you thought you knew about lead management. HubSpot has just added a new leads object to Sales Hub, and it's about to revolutionize how you manage your leads.
1. It’s built different
Anyone with even a tiny bit of experience working in Salesforce or Microsoft Dynamics 365 probably shudders at the thought of working with another leads object. Not to worry – HubSpot’s new leads object completely redefines how leads function in a CRM environment.
Here's how it works: The new leads object is a new object that acts just like deals or tasks. However, note that leads can't stand alone; they need to be associated with an object like contacts or companies. And so, leads in HubSpot are records you create and attach to your contacts to help track and manage the prospecting activities needed to qualify them.
2. It just makes sense
When you create and associate a lead with a contact in HubSpot, it signals the potential to sell to that person. So, it never made sense to us why some CRMs limit you to converting a lead just once. Throughout their lifecycle, there will likely be plenty of selling opportunities. That’s why in HubSpot, we made sure that a single contact can have multiple lead records associated with them.
Here's how it works: Let's say you worked a lead and had to disqualify them because of budget constraints. Now, next year, you can simply create a new lead for that contact, which indicates that there’s renewed potential to sell to that same person. The great thing about this 1:many relationship between contacts and leads is that it keeps your previous qualification attempts as historical data on your contact records.
3. It works seamlessly with lifecycle stages
If you’ve worked in HubSpot at all, you know how essential customer lifecycle stages are. They not only define the relationship a contact has with your business but also foster alignment across your customer-facing teams. For instance, it helps marketing teams signal to sales when they’ve successfully nurtured and qualified a new lead. Because when their stage hits MQL, sales better be ready to work them. We didn't want that to change, so we made sure that the new leads object works on those exact same principles.
Here's how it works: During the setup, you’ll be prompted to configure whether leads should be automatically created or not. You can define at what lifecycle stage you want HubSpot to generate lead records for your reps; and vice versa what lifecycle stage a contact should have when they have an associated lead record. So consider at what point in the lifecycle stage your sales team should get involved when setting it up.
4. It automates data entry
We know that sales or business development reps (SDRs/BDRs) are most successful when they can stay focused on one activity at a time. If they have to update records, log outcomes, and jump between tabs while making calls, the risk of getting distracted and losing momentum increases. HubSpot’s new lead object automates a lot of the administrative busywork so your reps can stay focused on their prospects.
Here's how it works: Lead stages will automatically update based on how your reps interact with their leads. For instance, let's say they sent a cold email or left a voicemail, that will make the lead stage for that record jump from ‘New’ to 'Attempted'. And when they respond or log a meeting, the stage will automatically go to 'Connected'.
5. It seamlessly converts prospects into pipeline
The new leads tool also brings your BDRs/SDRs closer to your account executives. The new leads object makes it easy for your reps to hand off leads to your account executives. This doesn’t just reduce your sales cycle but also removes friction from the customer experience.
Here's how it works: It's very simple. As soon as you mark a lead as qualified, HubSpot will open up a deal creation panel. All that’s left for your reps to do is fill out some required fields. HubSpot will automatically associate the right records to the deal so your account executive has all the information to quickly start closing that new deal.
6. It’s opinionated
Prospecting is hard, and for someone working leads and carrying out prospecting activities on the daily, it can be difficult to understand what’s most impactful. Luckily, the new lead management tools provide your reps with guidance on what actions they should carry out and when.
Here's how it works: Throughout the prospecting workspace, you’ll find areas where HubSpot will highlight suggested activities. It could be as simple as logging a meeting outcome, but you’ll also find prompts to reply to emails, suggestions to block time to make calls, reminders to reach out to newly assigned leads, and directions to schedule the next activity.
7. It empowers data-driven coaching
When it comes to sales, having deep insights into your lead management performance is crucial. HubSpot's new leads object comes with robust reporting capabilities, enabling your managers to make data-driven decisions on how to optimize their sales processes and coach their reps.
Here's how it works: With the new out-of-the-box lead funnel report in sales analytics, you can easily track and analyze the progress and success rates of your leads through different stages. Customize the report to align with your preferred lead stages and filters, and gain valuable insights into conversion rates, rep efficiency, and sales outcomes.
Ready to revolutionize your lead management?
With HubSpot's new leads object, you have the ultimate tool to revolutionize how you manage and nurture your leads. Let Sales Hub boost your sales team’s productivity while empowering them with context and relevance to connect with more leads.
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