What are your thoughts on the new Prospecting tool?

[PeterRothman]

Hey RevOps!

Peter here.

What are your thoughts on HubSpots new Prospecting tool? How have you been using it? 

- Is it possible to measure forecasting amounts on the "leads" you are prospecting.
- What is best practise in working with tasks and prospecting?

Looking forward to hear from you all!

Best, Peter.

[Jnix284]

I've run into a few frustrations with the new prospecting tool - for example, to mark a lead as qualified you have to create or associate a deal, but it only gives you 3 active deals as suggestions and doesn't let you search or choose from any of your available deals. This one had me stumped for longer than it should have spinning round and round trying to figure out what I missed. You also can't bypass it to qualify the lead.

Overall, it's something that I think a lot of sales reps will enjoy working with, it gives them a home and proper way of organizing leads outside of filtered contact views and lots of custom properties - without adding leads to the pipeline before they're really ready. 

To me it adds another level of clarity and shows more layers of the funnel before hitting the pipeline.

I'm looking forward to seeing more improvements and flexibility. As with most new tools, the features are usually more limited when first released.

[BDoCarmo]

Before this, we created a Custom Object for "Leads" where we hoped to do something very similar.  The new tool only runs on a contact level - would love to see it be opened up to put our custom objects as those 'leads' as well to work them in a similar fashion.

Love the disqualified reasons area and the split between "new", "attempting" and "connected", this is very helpful if we can incorporate our custom object to this.

Have the tasks in the calendar view "clickable" would be helpful.

Similar to the Task Progress bar, have a similar bar we can customize to put our KPIs in the same format below that, so you see your tasks and what you need to accomplish but also that you hit 40/50 calls so far in a bar like that, on the same page.

Be able to see other team members view in the leads area

[BérangèreL]

Hi @BDoCarmo and @danmoyle, I hope that you are well!

Thank you very much for your valuable feedback!
I have shared it internally!

It's great to see different use cases of the prospecting workspace.

Thanks and have a great day!

Best,
Bérangère

[BérangèreL]

Hi @PeterRothman,

I love to see your post in the Community, thank you!

First, I'll gladly put you in touch with some peers from this study group: Hi @SRamírez, @Svint_Kevin and @IRuefli do you have any feedback you'd like to share regarding the Prospecting tool if you are using it, please?

I'd like to share these resources that might be of interest to you:

1. The solution from @karstenkoehler on this post "A new "Prospecting" tool in Sales"
2. Manage leads in the prospecting workspace
3. Sales Prospecting: 29 Tips, Techniques, Templates, & Tools to Succeed

Hi @JMayhew6, @KMassey8 and @NTunnicliffe do you still use the Prospecting tools? Do you have any insights to share with @PeterRothman, please?

I also wanted to invite a couple of subject matter experts to this conversation: Hi @Jnix284, @danmoyle and @johnelmer do you want to share your thoughts to help @PeterRothman, please?

If anybody else has anything to add and/or share, please feel free to join in the conversation 🙂

Thanks a lot 🌟 and have a wonderful day!

Best,
Bérangère

[danmoyle]

Thabks for the tag @BérangèreL 😊

@PeterRothman it's an interesting question, and I'm also interested in reading what others have to say. 

Here's ny perspective after 13 years of using HubSpot. I like things simple. A contact is the human I'm interacting with at a company, and I may have an open deal with them and others at the company. All of this has always pointed to the lifecycle stage for the overall customer journey for me. Then I've added details in the deal for whether it's a repeat deal, an upsell, etc.

So for me, there's never been a need for another "object" called lead because of how I've used it. However, as HubSpot goes up-market and matures as a product, the term "lead" becomes more necessary. 

So now I see it as another layer for more enterprise-level businesses with more complex sales processes. I still maintain that it's not for everyone, and if your sales process doesn't need the more complex look, then why add the friction? 

Overall, I think it's a great move. I do wish it was something I could toggle off so if I'm at a company where it's not needed, we could "hide" it.