Discovery
How long does our onboarding process typically run?
14 days
Who should be on an implementation call?
Core stakeholders/CRM admins
Who should attend the training call?
All users
How many trigger reports can I have active at one time?
Unlimited
Which Integrations are free?
Give an example of a New Leads discovery question
1. How do they generate new leads? (Marketing: tools, spend, frequency etc)
2. Do they do proactive outreach? E.g. cold calling
3. If so: how much resource do they allocate to this?
4. Which other data sources are their team currently using? (e.g. LinkedIn lists)
What's the difference between implementation and training?
How many training sessions do we run for a business?
As many as they want
How can I auto assign a category? (2 ways)
1) Through the category setup > auto assignment
2) Through a filter's automated actions
Which integrations can automatically match existing customers in CRM?
HubSpot and Salesforce
Give an example of a Lapsed Pipeline question
1. What is their conversion rate from appt/ quote to sale?
2. What are the reasons for missed sales?
3. How do they re-engage with Lapsed pipeline currently?
What's an feature/area of the portal we review in implementation?
Categories, filters, conversions, integrations
What should you speak about when reviewing a feature?
Explain what it is and what it allows them to do
Explain how this will benefit them specifically- relate to their role and goals
Where can I view a breakdown of visitors by industry?
Reports > Visitor Statistics
How many workflows can HubSpot have setup?
10
Give an example of a great strategic objective
SMART GOAL
Specific, Measurable, Achievable, Relevant, and Time-bound
A DM says, "I don't want my team stealing each others leads. Can we prevent that?"
What would your setup recommendation be?
Set the sales team permissions to "Only see their assigned leads"
When discussing the contact feature, what should we recommend to help them find a person to outreach to?
Search by location (of the visit), department, and job title
A client wants to exclude any business that contains the word "School". How would we do this?
Filters > Company name > Does Not Contain
What object do we push all new leads to in Salesforce?
Leads
Give an example of a buying motivation question
(Open question)
A DM doesn't want to keep manually uploading data lists and wants to automate the process. What can we setup to eliminate this?
SFTP
A user asks, "I see a different number of leads in my VL than you're showing on screen, why is that?"
What should you have them check/review?
Do they have a filter applied, are they only seeing assigned businesses, or do they have unique visits only turned on/off?
A client wants to track when someone clicks a video on their website. What can we recommend?
On Click Code
A client wants to review all visits that have been sent through Salesforce - where can we review this?
Reports > Activity Report