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How to Use HubSpot Tools for Sales Enablement

October 1, 2021 8 min read

How to Use HubSpot Tools for Sales Enablement How to Use HubSpot Tools for Sales Enablement

The average sales rep spends only a third of their time selling. The rest of their time? It’s spent writing emails, entering data, researching leads, going to internal meetings, and scheduling their day. That’s a lot of paid hours every week wasted. 

There is a solution. With the right sales enablement tools, organizations see a significant impact on sales, growth, and ROI. Seventy-six percent of organizations using tools for sales enablement actually saw sales increase up to 20%.

When you think about it, this data makes a whole lot of sense. If sales teams have the tools they need to make processes more efficient, they’ll spend less time bogged down behind the desk and more time out selling.

This all sounds great, doesn’t it? But with so many different tools for sales enablement, software systems, and tech stack options, things get a bit complicated. Having a deep understanding of what HubSpot tools are at your fingertips is a big part of empowering your sales reps to leverage technology and sell more. That’s why we’ve compiled this list of HubSpot tools to enable your sales teams to succeed. 

What Are Sales Enablement Tools?

Before we get into our list, let’s make sure we have a basic understanding of what a sales enablement tool is. It all stems back to the definition of sales enablement: any activity, tool, training, coaching, or practice that enables salespeople to sell more effectively and efficiently. 

Generally, sales enablement tools are pieces of technology that make the sales process more effective while helping sales teams achieve their goals more efficiently. 

13 Sales Enablement Tools in HubSpot

HubSpot Sales Hub is a tool for sales enablement in and of itself. But within the software, there are dozens of different sales tools that sales teams can start using to streamline their processes and empower their reps to sell more. Here are our top picks. 

1. HubSpot Calling

Sales managers can’t be everywhere at once. It’s impossible to be with your reps on every single call. And when teams are working remotely, sales support becomes even more challenging. HubSpot’s calling feature adds a level of transparency to your reps’ calls while allowing you to understand what they might need help with and how you can coach them to close more deals. 

Here are just some of the features that HubSpot calling gives sales teams: 

  • Reps can place calls directly from their browser without even picking up the phone.
  • All calls are tracked, recorded, and stored within the HubSpot CRM, so reps don’t have to worry about taking notes, and can focus on actively listening to the prospect.
  • Sales leaders have the ability to listen to calls, or read transcripts, to give them insights into how reps are performing, and how they can help them sell better.

2. HubSpot Email 

Email is one of the most effective ways to reach sales prospects. Yet, it can be time-consuming to constantly type out the same sales email over and over again. Then, documenting email outreach into a CRM contact record adds another step to the process - a step that can easily get forgotten and leave businesses with inconsistent customer data. 

With HubSpot’s email extension, reps can send emails from a contact record directly in HubSpot or on the mobile app. All information is then automatically synced to the CRM. They can even utilize pre-made templates, that make email outreach quicker and easier. 

Here’s a quick look at some of the features that HubSpot’s email extension offers sales teams: 

  • Email tracking tells reps when a prospect opens their emails. 
  • Reps can schedule emails ahead of time to help ensure the highest possible open and response rates. 
  • Sales leaders can help keep their reps on brand with consistent templates that can automatically be pulled into a new email. 
  • Sales collateral stored in the document library can easily be attached. 
  • Reps can send automated meeting links to prospects to make scheduling calls easier. 

3. HubSpot Chatflows

Business leaders claim that, on average, chatbots have increased sales by 67%. Buyers want instant answers, and chatbots can help give them that. HubSpot’s chatflows give sales teams another way to generate leads effectively. You can quickly engage with prospects and get a rep in front of them instantaneously. 

Utilize the live chat option during business hours and the chatbot option when you don’t have a rep immediately accessible. Here’s how each works: 

  • Live Chat Chatflows - This allows visitors to start real-time conversations with reps on your sales team. A live chat function on pages with high purchase intent allows prospects to instantly connect with a rep who can help steer them further down the buyer’s journey. 
  • Bot Chatflows - When reps aren’t readily available, you can set up a bot to lead visitors down a path of pre-set actions. A bot can be used to collect all the necessary information a sales rep might need and then prompt prospects to book a call on a rep’s calendar. It’s a way to allow reps to continue to generate leads, even when they’re out of office, or busy in the field selling.

4. HubSpot Snippets

If you asked your reps, I’m sure they’d all be able to identify a common question from prospects that they’re tired of answers. HubSpot snippets allow teams to create short reusable text blocks to avoid typing the same things over and over again. They aren’t just for emails. They can be used in a variety of different sales situations.

  • Emails - Create email snippets for commonly asked questions. It’s an easy way to link several different resources, without having to constantly hunt down those links.
  • Call Scripts - If your reps follow a script while on the phone, they’ll love using snippets to easily insert important information they might need during a discovery or qualification call. That way they’re able to quickly steer the conversation in the right direction while on the phone.
  • Live Chat - Chat is all about immediacy. Get quicker responses to your prospects by using snippets within chatflows. Reps can use these the same way they use them in emails and create snippets for those FAQs.
  • Quotes - We’ll talk about HubSpot’s quotes tool in a little bit, but one thing that we can all agree on is there’s nothing more inefficient than having to draft out the same thing in every single quote that’s generated. If your company has standard terms of service that need to be shared with every potential buyer, snippets can allow reps to easily pull this information in without having to constantly recreate it. 

5. HubSpot Templates

Similar to snippets, HubSpot templates allow reps to save time on email outreach, while allowing managers to control the language their team is using. By creating consistent email templates for each stage of the buyer’s journey, you’ll help standardize the sales process for your customers and ensure every rep is on the same page when talking to prospects. Plus, it’ll save them valuable time when reaching out to prospects. 

Don’t worry; email templates won’t make your reps sound like robots. They can easily be customized with HubSpot’s personalization tokens. Or, they can be edited and tailored to individual recipients before their sent. 

HubSpot also gives you real-time metrics that show which email templates are performing the best, and which might need some work. This allows you to monitor your sales strategy continuously and use hard data to create better playbooks for reps over time. 

6. HubSpot Playbooks

What are playbooks? Glad you asked! HubSpot allows sales leaders to create interactive content cards for team members to reference when speaking to prospects and customers. These playbooks are essentially scripts to help reps have more insightful and successful conversations with prospects. Inside a sales playbook you might include things like: 

  • Sample emails
  • Call scripts
  • Lead qualification 
  • Buyer personas
  • Sales strategies 

This information can then be attached to contact, company, deal, or ticket records for sales reps to easily references while speaking to prospects or customers. 

7. HubSpot Documents

A very common challenge we see among organizations is a disconnect between the sales and marketing departments. Often, marketing teams spend a lot of time pumping out great content that never makes it to the hands of their sales reps. With HubSpot’s document library, all teams can easily share files with colleagues, and even contacts, while keeping everything in a centralized location that never gets lost. 

Sales teams can easily include documents into email templates or create sharable links for prospects. It keeps all your organization’s content in one central location, ensuring that reps have it exactly when they need it throughout the sales process. 

8. HubSpot Meetings 

Ever get stuck in a back and forth email conversation when trying to schedule a meeting? They’re not available when you’re available, and you’re not available when they are. It can quickly suck up a lot of time. HubSpot Meetings automates your reps’ calendars and eliminates the back-and-forth of setting up a meeting. 

HubSpot allows you to create a customizable meeting calendar for each rep, based on their individual schedules. It can be synced with a Google or Office 365 calendar, and any information filled out by prospects automatically imports into their contact record. Sales reps can even utilize the “schedule a meeting” link in email signatures or templates. Not to mention, HubSpot Meetings integrates with Zoom to automatically create video invites once a meeting is booked. 

9. HubSpot Products & Quotes

These two tools work in conjunction with each other to streamline the quoting process while keeping track of inventory - if your business sells products. Sales reps can add products from the Product Library to the deals that they close, keeping track of line items involved in potential sales, and the amount of product you’re team is moving. If reps close a deal with products associated with it, they can easily use the quotes tool to generate a quote that breaks down cost by line item. This helps your reps remain transparent while keeping the quoting process efficient. 

The Quotes tool can also integrate with Stripe, allowing a built in payment option which eliminates unnecessary back and forth. Reps can close deals faster, yet still present a polished, on-brand experience to potential customers. 

10. HubSpot Sequences 

When leads keep coming in, sometimes it gets tough for reps to keep up with all the necessary touchpoints to effectively nurture them through the funnel. That’s where HubSpot Sequences come in handy. 

This sales enablement tool allows you to set up automated follow-up email responses to qualified leads. Reps can create these sequences ahead of time and enroll prospects or customers if they’re trying to nurture them towards booking a particular response, like booking a meeting. Once that prospect performs the targeted action, the sequence ends. 

You don’t have to spend a ton of time creating these either. HubSpot offers a variety of sequence templates that can be edited or personalized. 

11. HubSpot Tasks 

A sales rep’s day can get busy. When leads keep coming in while customers continue to buy, it’s easy for tasks to get overlooked. HubSpot’s Tasks tool offers a way for reps to manage their time more efficiently while keeping track of everything they have on their plate.

The tool offers a centralized dashboard that allows reps to see all their daily tasks in one place. A rep can easily add specific tasks straight from the dashboard or set it up so tasks are automatically populated when a lead performs a specific action. It’s a great tool to make sure follow-ups never get overlooked. 

12. HubSpot Forecasting & Deals 

Sales goals are the key to a successful sales team. As a manager, you need to keep track of each rep’s pipeline, their progress towards their goals, and the areas they might need to work on in order to reach their goals. Yet, you don’t want to bog reps down with a complicated forecasting interface. HubSpot’s Forecasting and Deals tool is simple to use and keeps everything highly organized, so managers can easily track their team’s progress towards their sales goals, while reps can easily track and record deals. 

Here are some things that are trackable within HubSpot’s Forecasting & Deals tools: 

  • Goal Attainment - Track how much more revenue a rep needs to close before they reach their goal.
  • Total Revenue - Track the total amount of revenue for a specific time period that a rep has billed.
  • Forecast Categories - Break down deals into categories, and monitor each separately. 

Through HubSpot’s Deals tool, teams are even able to automate sales processes by triggering actions that need to happen as a deal enters different stages of your pipeline.

13. HubSpot Reporting

Finally, robust analytical data and reporting are essential to growth. Through HubSpot’s Sales Reporting tools, managers can set up custom reports and dashboards that provide transparency and a clear direction forward. Prebuilt dashboards can be broken down as an organizational whole, a specific team, or by an individual rep. HubSpot’s also offers a custom report builder which you can use to build reports specific to your own industry and business goals. 

Here are just some of the reports easily accessible within HubSpot’s Sales Hub: 

  • Activities - this report shows the activities completed by reps. 
  • Call outcomes - this report shows the calls made and the call outcomes of your users or teams.
  • Chats - this report shows the number of chat conversations made per rep or team. 
  • Meeting outcomes - this report shows the number of meetings per outcome.
  • Time spent in deal stage - this shows the average time a deal spent in a specific stage. 

HubSpot allows you to add these reports to a customizable dashboard to keep everything in one organized place. Set up automatic emails to key stakeholders to keep all departments aligned on progress towards specific revenue goals. 

Support Sales Teams with The Right Sales Enablement Tools

Sales teams are busy. But with the right tools, training, and software, they’ll spend more time in front of customers and less time behind the desk. But sales enablement goes beyond technology. It requires buy-in from corporate leaders and a company mindset that prioritizes productivity, efficiency, and growth. Combined with the right tools, sales teams will drive more revenue to your business. 

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This post was originally published September 30, 2021