By Sandy Moore
It is a well-known fact that race car drivers rely on the quality of their cars, their skilled crew, and a variety of performance tools to help them win the race. The same principle may be applied to sales professionals who need the right knowledge, from the right source, with the right tools, at the right time to close the deal. Selling can be a team effort, and having the right tools can provide a sales rep with a strong competitive advantage.
The features and benefits found within HubSpot’s Sales Hub Enterprise offer just the right amount of flexibility and control to compliment almost any sales process. It can give top-notch sales reps the edge they need to supercharge their success.
Let’s take a closer look at the top benefits of using HubSpot’s Sales Hub at the enterprise level.
Benefit #1: Sales Engagement and Documentation Tools
According to studies outlined in Forbes, sales reps spend, on average, less the 36 percent of their time selling and less than 18 percent in a customer relationship management (CRM) tool. This means that it is important to provide a powerful and easy-to-use sales tool that salespeople can utilize and help them sell more.
HubSpot’s Sales Hub Enterprise offers a variety of sales engagement tools to increase the outreach to prospects. These tools include the following:
- Automatically logged meetings and call outcomes
- Call transcripts
- Email templates
- Sales documents
- 1:1 video creation
- An advanced email sequence tool
The sequence tool allows for up to 50 contacts to be bulk enrolled, the automation of manual follow-ups, the ability to pause the sequence based on tasks, and control of the contacts that receive emails based on their associated companies. HubSpot’s Sales Hub Enterprise platform offers the ability to create up to 1,000 playbooks within the CRM to document and guide the sales process.
Benefit #2: Forecasting and Reporting
The new enterprise level of HubSpot’s Sales Hub includes over 500 custom reports and an extensive library of out-of-the-box reports to help analyze your business performance. You’ll also have the ability to view and manage 50 sales pipelines. Each pipeline can outline a particular product line, regional location, channel sales, or partnership to fully analyze how each revenue stream is performing.
The new and powerful forecasting app (still in beta) can offer insights on how your sales team will perform and the potential revenue that will be generated throughout the year. The Sales Analytics tool includes over 20 new deal funnel reports, and it provides insights to help manage and coach your sales team.
Benefit #3: Analytics and AI
There are a collection of analytic tools found in the reporting library and through HubSpot’s intelligence feature, predictive lead scoring. As described by HubSpot, “predictive lead scoring is a tool that uses an algorithm to predict who in your database is qualified or not qualified.”
The score is calculated by taking information collected from your customers and matching demographic data, behavioral data, and social information to identify prospects of the same qualities. This intelligence score can provide sales representatives with additional insights they may need to reach out to the right prospects.
HubSpot is always striving to reach new levels of improving the power of AI within the platform. One of the latest AI features is the ability to automatically scan an email signature to gather the prospect's contact information and save it to your database.
Benefit #4: Product Library and Proposals
Similar to a store’s inventory list, the HubSpot platform includes a product library of services and offerings based on the name, description, quantity, price, SKU, and unit costs. You can use multiple currencies to price your products and services to help sell to a variety of customers in various countries. As you sell products and services, you can track and report on what you're selling and when.
The product library is constructed for you to manually upload an individual product or import multiple products at once. You can export, delete, and change your product inventory with the Products or Quotes tool. From there, you can leverage the Quotes tool to provide quotes to prospects and generate tailored proposals. The new proposal tool (in beta) accesses HubSpot’s designer manager to create out-of-the-box or customized branded proposals.
Benefit #5: Custom Objects
Previously, HubSpot’s database was set up to segment information into the following categories:
With the introduction of custom objects, your business can create a custom category or object with associated properties. The latest HubSpot enhancement of custom objects has allowed companies to customize their use of the platform and tailor it to their specific needs. Currently, the HubSpot Sales Hub Enterprise allows for up to 10 object definitions and 500,000 records.
Benefit #6: Account-Based Marketing (ABM)
The latest hot topic in marketing? Think account-based marketing (ABM). More and more companies are incorporating this targeted approach to sell directly to the business that they want to do business with.
HubSpot rolled out the new ABM feature in May 2020 and labeled it “Target Accounts” in the portal. This feature helps determine how many contacts, deals, meeting activity and the level of engagement at specific, targeted companies are within your database. You can also identify if you are engaging or missing any key decision makers within those companies and the value of deals associated with them.
Benefit #7: Advanced Permissions and Teams
HubSpot understands that businesses have many different employees with a wide variety of roles and responsibilities. Not all of these roles require the same level of permission within the HubSpot portal. The enterprise level of HubSpot’s Sales Hub allows you to organize users on multiple levels, based on the following:
- Product lines
- Any other segment you choose
You can set up user settings to control how each employee interacts and uses the HubSpot platform. In addition, you can set up a hierarchy of your teams by creating field-level permissions and disabling the editing of specific properties. Wouldn’t it be nice to control what your sales reps can view and keep your team focused on selling? Bonus: the fewer people with editing capabilities, the more likely you’ll be able to maintain a clean database.
Even with all of the latest and greatest benefits within HubSpot’s Sales Hub Enterprise offering, you can still set up integrations with hundreds of other software platforms with the HubSpot App Ecosystem to connect all your existing systems. At the end of the day, HubSpot’s Sales Hub Enterprise is a powerful and easy-to-use tool to accelerate your business.