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ncarbone
by: HubSpot Moderator
HubSpot Moderator

See what’s new in Sales Hub at INBOUND 2024

At INBOUND 2024, HubSpot unveiled all-new AI-powered Guided Selling capabilities in Sales Hub that help modern sales teams leverage the power of AI and give their sellers the tools and guidance they need to create more pipeline and win more deals with Sales Hub.

 

 

Why? Because being a salesperson is harder than ever - and it isn’t getting any easier! Sales reps #1 goal in 2023 was, of course, exceeding their quotas, but over half (54%) say selling is harder than it was before (source). On top of that, the majority of sales leaders (71%) agree that their team has to do more with less in today’s economic conditions (source).

 

With that in mind, we’re excited to launch new AI-Powered Guided Selling features in Sales Hub that are all about making sellers’ day to day jobs more efficient and helping them spend time on what they’re good at - selling.

 

In Sales Hub, Guided Selling helps reps, managers and leaders focus on what matters including: 

 

Easier, more effective prioritization: 

 

Leverage AI and rule-based guidance to surface guided actions that lead to more relevant, personalized conversations and more effective outreach. When you connect with the right leads and work the right deals at the right time, you create more pipeline and win more deals.



More efficient follow-up: 

 

AI-powered insights, an AI meeting assistant, and a reimagined sales workspace packed with productivity tools supercharge rep efficiency. Guided selling helps sellers break the “cycle of more”, and begin succeeding by focusing on outcomes over activities. 

 

Can’t wait to dive in? Check out the new updates here:

 

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The reimagined sales workspace

 

A purpose-built sales workspace increases efficiency and helps sellers focus on building pipeline and closing deals. 

 

The reimagined sales workspace helps your salespeople stay focused and on-task by giving them a single view of their work, complete with all the tools and data they need to operate in all stages of the sales cycle, without ever having to switch between apps. 

 

Leads, deals, tasks and more are centralized in one workspace that makes follow-up and engagement streamlined, efficient, and effective. 

 

  • View AI-recommended guided actions as well as open tasks, deals, leads and your calendar all in one place. 
  • Build pipeline more efficiently through the leads tab, where all open leads are displayed in a refreshed UI that makes engagement even easier. Call, email or enroll leads in an automated prospecting sequence without leaving the workspace. 
  • Close deals more effectively through the sales workspace. View and action AI-recommended next steps that help reps cut through the noise and focus on the opportunities that matter most. 



Guided actions

 

Too often, sellers rely on intuition instead of data to prioritize their daily to-dos. Without the right insights, poor prioritization leads to missed opportunities and lost deals

 

Guided Actions are a list of high-impact to-dos curated automatically using AI, buyer engagement insights, and lead and deal data. Guided actions prompts reps to do things like:

 

  • Reach out to newly assigned Leads
  • Prepare for an upcoming meeting
  • Respond emails awaiting reply from prospects
  • Prioritize deals that have not had engagement in 7 days

 

Predictive deal score

 

Predictive deal scores quantify the probability of winning the open deals in your pipeline, which helps teams prioritize and focus on deals with higher chances to close. Deal scores are powered by AI that checks several factors to generate the score, including data from deal properties and activities.

 

  • Scores give reps a way to quickly scan their pipelines for the deals that most warrant their attention, helping them prioritize their days
  • Scores can be used to build automation and reports. E.g., alerts for the rep and manager if a deal reaches a specific score threshold, or reports that visualize pipeline health

 

AI-powered deal insights

 

In today’s dynamic sales environment, sellers often work many different deals concurrently - each with their own set of varying needs, contexts, and challenges. To effectively manage their deals and prioritize the most impactful actions, sellers need a streamlined way of grasping key information about their deals - and quickly! 

 

  • Easily understand the history of your deals, and get caught up easily before your next engagement
  • Leverage AI-powered buyer goal summaries to understand how you can best position your offering
  • Prep more efficiently, without filtering and scrolling through a timeline

 

AI meeting assistant 

 

Being prepared for a meeting can make all the difference in a successful outcome, but preparation can be daunting. Sales Hub’s AI Meeting Assistant uses context from your Smart CRM and the history of your relationship with the prospect to help reps prepare for upcoming conversations and action efficient follow up after the meeting has ended.

 

  • Easily prep for meetings with the help of HubSpot’s Breeze AI - get company info, recent news, and more to start contextual conversations with your prospect
  • Quickly identify attendees that haven’t accepted your invite, and prevent no-shows and wasted time
  • View summaries of past calls with prospects and leverage AI-provided follow-up activities from calls transcribed through HubSpot Calling



Selling queues 

 

A prompted action completion experience within the new sales workspace that make it fast and easy to progress relationships forward. 

 

Selling queues live within the sales workspace and provide a streamlined experience for actioning task and guided actions. With selling queues, reps can quickly and easily work through a to-do list of calls or emails that’s powered by tasks in HubSpot’s Smart CRM. 

 

  • Stay on top of follow-up and proactive outreach for leads and deals
  • Easily navigate between tasks as you complete them, without having to jump from page to page

 

Dynamic sequences

 

In today’s modern sales environment, prospects have learned to tune out impersonal messaging strategies. 

 

With dynamic sequences, you can create powerful customized and personalized multi-channel messaging strategies that automatically adapt based on how, when and where prospects engage with your outreach.

 

Leverage dynamic sequences to:

  • Automatically generate tasks for sales reps when prospects open or click an email
  • Configure conditional sequence steps based on prospect engagement 
  • Enroll contacts automatically based on intent signals

 

Are you excited about Guided Selling and want to learn even more?

  • [Resource] Read about Guided Selling and set up a time to talk with sales 
  • [Upcoming Event] Join us for Ask Me Anything (AMA) about Guided Selling here on the HubSpot Community from September 30 to October 4. Drop your questions here and we'll get back to you! 

Learn more about Guided Selling

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