Objection Handling
I'm jumping into a meeting.
I'll be super brief, the reason I'm calling is...
Do you mind if I quickly take 30 seconds to explain why I'm calling and you can let me know if it makes sense for me to call back?
Salesforce Pardot
- Slow onboarding/terrible customer support (that is an additional cost)
- Difficult to use - lower adoption
- Few integration - SF has a lot of integrations but Pardot only has <100 direct integrations
- Wonky integration - separate application that has to be integrated with SF CRM. Requires switching back and forth between the systems.
Name all 6 Hubs
Marketing Hub
Sales Hub
Service Hub
Content Hub
Operations Hub
Commerce Hub
What are 2 ways a marketer can use AI with HubSpot's tools (Think Marketing+)?
AI Content Writer (Blogs, Marketing Emails, etc.)
Content Remix - turn a single blog post into multiple content formats
Social Caption Generator
Brand Voice - create consistent, on-brand content with AI that captures your unique voice
SEO Recommendations
What does CEL stand for? When do we use it?
Call, Email, LinkedIn. Reactive & First Touch Prospecting
Can you send me an email?
More often people are just telling me that to be polite and get me off the phone. Is that the case for you?
What info/resources would you want me to include in an email?
Salesforce CRM
- slow onboarding and terrible support (that is an additional cost - 20% of total contract value)
- very low adoption - SF is complex and cumbersome and teams struggle to adopt
- Poor data that leads to poor reporting - an impact of low adoption and not having full insight. "A CRM is only as good as the data in it"
- Cobbled ecosystem - cobbled my acquisition & not native like HS
- Hidden costs - requires upgrades/add ons
- Slow to see results - due to slow onboarding and cumbersome nature of tool
True or false: a sequence is a type of workflow
False - sequences & workflows are different, but are both considered Automations in HS. Sequences allow users to automate outreach, follow-up, and time-consuming tasks. Create flows of timed personalized emails, A/B test different messaging, remind yourself of important follow-up tasks, and more.
Why would someone use SF + HubSpot vs. SF + Pardot?
More HS Marketing Hub customers using SF integration than exist Pardot customers total... for a reason. Seamless integration that we built when we used to use HubSpot back in the day. Bidirectional sync that updates every 10 seconds. Power of marketing + power of sales for larger teams who are engrained in SF CRM.
This mentality is what Taylor will (probably) tell you to lean into for most prospect scenarios.
Call first mentality
I'm not the final decision maker.
You're actually the exact person I was looking to speak with.
What are your primary responsibilities as JOB TITLE?
Who else on your team would be a better POC for the conversation?
Marketo
- antiquated - legacy product with an outdated UI that takes months to learn to use
- requires additional purchase of a CRM - not a CRM & does not have unified customer profiles
- long & slow implementation - takes 6+ months to implement and requires admins, develops, and users need technical experience
- limited integrations - less than 100
- no social media or add management tools or whatsapp integration
- hardly any AI (not a shocker)
What is the Customer Portal tool?
The Customer Portal allows HS customers to give their customers more control over their customer service experience with a secure place to view, open, and reply to their support tickets, and access your knowledge base.
A prospect tells you most of their leads come from tradeshows. How could HS help?
Great use case for CRM - lead management and sales process
Also a potential opportunity to dig for pain and educate on adopting a digital marketing strategy
What is HEART? What does HEART stand for?
HubSpot's set of cultural traits. HEART - Humble, Empathetic, Adaptable, Remarkable, Transparent.
HubSpot is too expensive for us.
Sounds like you're familiar with HubSpot then... what is your familiarity level?
Welp this will be super quick then... RFC
How much do you think HS costs?
What are you comparing us to?
Microsoft Dynamics 365
- poor usability - complex UI & more difficult to implement
- poor customer support - lack of response & often leaving customers without assistance
- limited content tools - no sites, blogs, landing pages, content remix, ad management, SEO tools
Name 3 tools that you need Marketing Hub Enterprise to access
Multi-touch revenue attribution reporting
Customer journey analytics
Custom Behavioral Events
Predictive lead scoring
Youtube analytics
Custom Objects (all Enterprise)
SSO (all Enterprise)
A customer tells you they already have a marketing agency running marketing efforts. How could HS help?
They can have their marketing agency continue running marketing efforts right in HubSpot's marketing hub - bringing everything all in one. They get the benefit of using our powerful marketing tools and using one system. This willl give them real time insight into how their marketing agency is working and the impact of those results.
What is the name of Taylor Swift's newest album?
TTPD (The Tortured Poets Department)
I'm brand new to my role and still trying to figure things out. Can you reach out to me in a few months once I've had some experience at the company?
What initiative were you brought on to spearhead?
What are your top priorities in the first 90 days?
What are the top priorities you and your team are focused on right now?
ActiveCampaign
- no ability to create & manage ads or social
- no SEO tools
- no ability to group marketing assets to track campaigns
- limited customization and fewer integrations (< 1k)
- tends to not be scalable - customers will quickly reach limits with AC and require moving to a more robust system like HS
What are customer journey analytics?
Visualize the impact of each touchpoint a contact has with your business to determine what works best for attracting customers. Identify conversion rates and time between touchpoints by analyzing a variety of data.
A prospect tells you they don't need to generate leads because their target audience already knows who they are. How could HS help?
A robust content strategy that accounts for Awareness, Consideration, Decision and getting insights into where their prospects are in the journey by the content that they engage with. Build that brand awareness & authority!
Just because their prospects know who they are doesn't mean they have more leads & customers :)
Another trick is finding out their competitor and doing research to help them understand if they are already doing a better job of marketing than their competitor or if they need to step it up a notch.
How many brains and hearts do octopus have?
9 brains and 3 hearts - Each tentacle has its own "mini-brain" in addition to the doughnut-shaped brain in their heads.