I am in need of a bit of best practice advice here. At my company we currently have a process where all Inbound MQLs get created as Leads in the Lead Object, and for Outbounding we have a workflow that when enrolled in a sequence those Contacts get created as Leads.
However we have situations in which our SDR team enroll people in sequences for Marketing purposes i.e. invite to events/webinars etc. At the moment its a manual process of me just asking them to tell me when theyre doing marketing so I turn off the workflow.
But does anyone have any best practice for how I can distinguish outbounding from Marketing or in fact just a better process for Creating Leads for Outbounding?
Great question — and honestly, it’s a challenge a lot of teams face, especially when SDRs are juggling both outbound prospecting and marketing follow-ups. Here's what's worked well for me and other teams I've worked with: 1. Start with Clear Labeling Set up a custom "Lead Source" dropdown property with options like:
Inbound MQL
Outbound Prospecting
Marketing Campaign (Events/Webinars)
This makes reporting and segmentation much easier down the line. 2. Automate the Classification Instead of manually toggling workflows, try these automation tricks:
Create separate sequences with clear naming conventions (e.g., prefix marketing sequences with "MKTG - Webinar Invite")
Set up a workflow that checks the sequence name and auto-tags leads accordingly
Use hidden form fields for campaign-specific submissions
3. Consider Team Structure Some teams find it helpful to:
Have dedicated "Marketing SDRs" for campaign outreach
Use different shared inboxes for marketing vs. outbound
Set up separate views/reports for each lead type
4. Make Life Easier for SDRs
Create a simple 1-pager with guidelines like:
"Using a webinar sequence? Add [MKTG] to the sequence name"
Set up a quick "campaign type" dropdown they can update when enrolling contacts
Real-World Example: One of our clients solved this by:
Adding a "Purpose of Outreach" field to their lead form
Training SDRs to select either "Nurture" or "Prospect"
Building smart lists that auto-update based on this selection
Would you like me to walk through how to set up any of these specific solutions in your HubSpot account?
Great question — and honestly, it’s a challenge a lot of teams face, especially when SDRs are juggling both outbound prospecting and marketing follow-ups. Here's what's worked well for me and other teams I've worked with: 1. Start with Clear Labeling Set up a custom "Lead Source" dropdown property with options like:
Inbound MQL
Outbound Prospecting
Marketing Campaign (Events/Webinars)
This makes reporting and segmentation much easier down the line. 2. Automate the Classification Instead of manually toggling workflows, try these automation tricks:
Create separate sequences with clear naming conventions (e.g., prefix marketing sequences with "MKTG - Webinar Invite")
Set up a workflow that checks the sequence name and auto-tags leads accordingly
Use hidden form fields for campaign-specific submissions
3. Consider Team Structure Some teams find it helpful to:
Have dedicated "Marketing SDRs" for campaign outreach
Use different shared inboxes for marketing vs. outbound
Set up separate views/reports for each lead type
4. Make Life Easier for SDRs
Create a simple 1-pager with guidelines like:
"Using a webinar sequence? Add [MKTG] to the sequence name"
Set up a quick "campaign type" dropdown they can update when enrolling contacts
Real-World Example: One of our clients solved this by:
Adding a "Purpose of Outreach" field to their lead form
Training SDRs to select either "Nurture" or "Prospect"
Building smart lists that auto-update based on this selection
Would you like me to walk through how to set up any of these specific solutions in your HubSpot account?
Thank you so much for this, may I ask how you are checking the sequence name via a workflow. I can't seem to find filters/criteria that allow me to either branch or trigger off of a sequence name containing a phrase.
Correct, this is not default option in hubspot. We created a custom approach to achieve this. Create a custom contact property named Current Sequence (text field) and use it in workflow to manually update it whenever a contact is enrolled in a sequence.
