Sales Hub Tools

TMendl
Participant

Prospecting tool for B2B

SOLVE

I'm reaching out to see if anyone has found a workaround for this issue.

 

We are a B2B company and recently implemented/trained on the HubSpot Prospecting tool for our sales reps to manage inbound leads (marketing, referrals, sales-generated, etc.). However, we're facing low adoption rates due to different preferences in lead views.

Some reps prefer viewing leads as contacts to bulk-enroll them into sequences, while others want to see a list of companies to manage accounts more easily "at a glance." Our reporting is primarily based on companies and deals, including lead sources, which we use to allocate leads.

 

Ideally, reps should be able to toggle between contacts and their associated company views, or at least sort leads by companies. Currently, this isn’t an option, and creating workflows tied to lifecycle stages on the company level was considered, but then we lose the ability to bulk-enroll leads into sequences, which is critical for some reps.

 

While we've set up company views and reports to offer a higher-level overview, it's not ideal as it complicates the streamlined experience we aimed for when rolling out the tool.

 

If anyone has a better workaround or suggestions, I’d love to hear them!

2 Accepted solutions
Lucila-Andimol
Solution
Thought Leader | Platinum Partner
Thought Leader | Platinum Partner

Prospecting tool for B2B

SOLVE

Hi @TMendl 

so communications are always at a contact level.

In general prospecting the company and then working the contact are 2 different phases of a main process.

Its ok if different team work in these different phases in a different way.

As you can also have leads from contacts and from companies using the Prospecting workspace allows both scenarios to be handle in the same space.

You can also build reporting related to amount of companies prospected and amount of contacts worked and enrolled in sequences.

I think a good dashboard will solve this for you.

Regarding workflows for the moment you cannot do many object actions in a same WF, but you can handle Company and lifecycle stage in one and leads in another one. Have in mind that you can also use lists as enrollment criteria (this will help you handle mix lead-company or lead-contact criterias)

Hope this helps.

María Lucila Abal
COO Andimol | Platinum Accredited Partner
HubSpot Expert, Top Community Champion | Hall of Fame IN23&IN24
Certified Trainer (12+ years) | SuperAdmins Bootcamp Instructor

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Jnix284
Solution
Hall of Famer

Prospecting tool for B2B

SOLVE

Hi @TMendl a little late to respond, I'm curious if your team has thought about using the Account Based Marketing tools? Leveraging target accounts would still allow your efforts to be centralized, but you would be focused on the company rather than the contact.


If my reply answered your question please mark it as a solution to make it easier for others to find.


Jennifer Nixon

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6 Replies 6
Lucila-Andimol
Solution
Thought Leader | Platinum Partner
Thought Leader | Platinum Partner

Prospecting tool for B2B

SOLVE

Hi @TMendl 

so communications are always at a contact level.

In general prospecting the company and then working the contact are 2 different phases of a main process.

Its ok if different team work in these different phases in a different way.

As you can also have leads from contacts and from companies using the Prospecting workspace allows both scenarios to be handle in the same space.

You can also build reporting related to amount of companies prospected and amount of contacts worked and enrolled in sequences.

I think a good dashboard will solve this for you.

Regarding workflows for the moment you cannot do many object actions in a same WF, but you can handle Company and lifecycle stage in one and leads in another one. Have in mind that you can also use lists as enrollment criteria (this will help you handle mix lead-company or lead-contact criterias)

Hope this helps.

María Lucila Abal
COO Andimol | Platinum Accredited Partner
HubSpot Expert, Top Community Champion | Hall of Fame IN23&IN24
Certified Trainer (12+ years) | SuperAdmins Bootcamp Instructor

Have questions? Get answers:

Get Premium Support

Did my post help answer your question? Mark this as a solution.

TMendl
Participant

Prospecting tool for B2B

SOLVE

Hi Lucila,

 

Thanks so much for your reply!

 

I think the main issue we are facing is that we consider the business/company the prospect and client throughout the whole process, even though we are connecting with contacts. It also seems that the majority of feedback from reps suggests that not having the ability to sort or consolidate all leads into the companies for easy viewing is a challenge, which leads to reps managing leads off-line (in spreadsheets, on paper, etc.)

 

Though reps do not want to lose the ability to enroll contacts in a sequence, they want to see where they are at with the company as a whole in the prospecting process rather than on an individual contact level because at the end of the day, the client is the company, not the contact (in our case). 

 

I think you are right in that a good dashboard could help us, however that is defeating the purpose of having a centralized place for the reps to go for their prospecting.

 

Your idea of using lists as enrollment criteria would work great as well, however sales reps don't have access to lists so they would be relying on the marketing admin to enroll their contacts into sequences, or create contact views, which is not ideal either.

 

When I mentioned workflows, I meant that I could create a workflow to mimic the prospect tool setting that creates a lead when a contact lifecycle stage = [xyz], by creating a workflow to do the same thing for companies instead. 

Jnix284
Solution
Hall of Famer

Prospecting tool for B2B

SOLVE

Hi @TMendl a little late to respond, I'm curious if your team has thought about using the Account Based Marketing tools? Leveraging target accounts would still allow your efforts to be centralized, but you would be focused on the company rather than the contact.


If my reply answered your question please mark it as a solution to make it easier for others to find.


Jennifer Nixon
TMendl
Participant

Prospecting tool for B2B

SOLVE

Hi Jennifer,

 

Thank you so much for your response! We currently are not using the ABM tools but I will be looking into this as it sounds like it could be a solution for our company.

 

Thanks again!

Jnix284
Hall of Famer

Prospecting tool for B2B

SOLVE

You're welcome @TMendl, I'm glad to hear you're going to look into the ABM tools! If you run into questions once you get started, the community is a great place to ask questions - feel free to tag me if you do! 🙂


If my reply answered your question please mark it as a solution to make it easier for others to find.


Jennifer Nixon
0 Upvotes
kennedyp
Community Manager
Community Manager

Prospecting tool for B2B

SOLVE

Hi @TMendl! Welcome to the Community-- happy to have you here 😊

 

I can understand the struggle of managing differing preferences for viewing inbound leads with the Prospecting tool. @karstenkoehler shared some great resources regarding the Prospecting tool in this post. This is a newer tool in the HubSpot world, so all of your feedback is super valuable-- thanks for starting this discussion!

 

I'd love to invite some of our experts to share their tips & tricks for managing Leads based on Company properties: 

 

Hey @Lucila-Andimol, @Jnix284, @franksteiner79 do y'all have any possible workarounds or suggestions here? Thanks! 

 

Best, 
Kennedy


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