Kieran Flanagan

Here’s a massive mistake I’ve been seeing recently with companies using both HubSpot and SalesForce. They’re not syncing their SalesForce pipeline with HubSpot. So no pipeline or revenue data is being populated in HubSpot. The thinking is that SalesForce is their system of record. And their afraid that changes in HubSpot will push to SalesForce. But the problem is that most marketing teams live in HubSpot. So now they can't measure which marketing activities generate pipeline and revenue. HubSpot also has a ton of marketing data that can connect back to revenue generation. But it’s impossible to connect the dots without this sync. If your company doesn’t have this synced, I recommend turning it on immediately. You can set the sync settings, so HubSpot can’t change any fields on opportunities in SalesForce. By turning this sync on, you’ll unlock a ton of data around which channels are influencing pipeline and revenue. Does anyone have a good explanation as to why companies are not syncing their pipelines? Let me know in the comments. 👇 #b2bmarketing #demandgeneration  

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The good or crap test for content ↓ Ask: Is it good enough that sales people send the content to prospects? E.g. If a prospect mentions "Salesforce" when discussing HubSpot, I send them a "Salesforce vs HubSpot" article. It's unbiased. It compares apples to apples. It's not written by HubSpot or Salesforce. And yeah, for some people reading that article, Salesforce will be better. And it wasn't just written by our marketing team, they involved the sales department. Here's what makes content good enough to share: - You engaged sales for the topics - You asked them what questions/objections they get - You interviewed them for dot points - You meet with them 2-4 times a month to share data Otherwise your content won't stick. It will be seen by sales as something written by their lovely but out of touch colleagues. When it comes to content, written or video, include sales to get sales.

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 Salesforce is in advanced talks to buy Informatica Two big rumors in CRM land dominated their respective news cycles this past week. First Google is rumored to be interested in Hubspot, which is the clear number 2 CRM and while they are moving upmarket - a clear favorite among SMB and MM’s - and recently have made an acquisition of Clearbit which most people assume is to ensure clear firmographic and demographic information for helping their clients with new Gen AI models. Likewise Salesforce is said to be in advanced talks to buy Informatica which is indication that many companies do not feel their data is in shape to take advantage of Gen AI and Salesforce wants to ensure they dominate digital transformations and tangentially compete against the Snowflakes and Databricks of the world.

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Thanks for the feature, Alexander Kohler! 😁 Glad to see my post make it to your list of Top Content/News for Go-To-Market strategies this week! 😲 Knowing that each piece of content holds the potential to resonate and assist someone out there keeps me motivated. 💪 "The only way to do great work is to love what you do." – Steve Jobs And for those who missed my post, do check it out. Surprisingly, it seems to have sparked some debate. Didn't think it would be polarizing though 😂 : https://lnkd.in/gyDEi7Fe #gotomarketstrategy #leadgeneration #prospecting #businessdevelopment #gotomarket _______ Repost ♻️ to inspire and motivate! 💪 👉 Follow me, Gary Sia, for regular doses of motivation, actionable tips, and insightful discussions on sales, marketing, and prospecting topics. 🔔 And oh I also love to travel 🌍 and talk about AI 🤖 _______

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One of the biggest challenges HubSpot admins face today is managing process debt. Thanks to the incredible rate that HubSpot ships new features, the way we implemented solutions just 6 months ago could now be obsolete. In my opinion there are 2 ways to approach the problem: 1. Add every new shiny HubSpot feature to a never ending backlog (high stress) 2. Stay focused on the challenges the businesses needs to solve (high impact) I don’t believe you have to implement everything you can implement. I don’t believe you should implement everything you could implement. HubSpot is a product and the best products stay focused on solving for the customer ✌️

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Dreading the dial? Lead Forensics can help! Learn how to overcome cold calling anxiety and smash your sales targets with these actionable tips. Getting Over Cold Calling Anxiety and Smashing your Sales Targets: https://lnkd.in/e3FdFNRr #B2BSales #ColdCalling #SalesMotivation

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Useful Hidden HubSpot feature for Sales and RevOps Leaders: Deal pipeline rules. These rules manage how users can create and move deals through a pipeline. 𝗬𝗼𝘂 𝗰𝗮𝗻: - Limit deal creation to a single-stage - Restrict skipping stages - Restrict moving deals backwards - Limit who can edit deals in certain stages 𝗪𝗵𝘆 𝘂𝘀𝗲 𝗶𝘁? More accurate reporting. More control over workflow and process. Use it to "archive" old deal pipelines but keep the data. 𝗪𝗵𝗼 𝗰𝗮𝗻 𝘂𝘀𝗲 𝗶𝘁? Those with Sales Hub Pro & Enterprise subscriptions. 𝗪𝗵𝗲𝗿𝗲 𝗰𝗮𝗻 𝘆𝗼𝘂 𝗳𝗶𝗻𝗱 𝗶𝘁? Settings > Objects > Deals > Pipelines tab Select the relevant pipeline from the dropdown. Click the Pipeline Rules tab. Use the rocker switch to enable the settings.

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Andrew Chase is one of the best HubSpot consultants out there. If you ever want to learn about what else you need (or don't need) inside of your portal, you need to talk to this guy and Pyxis Growth Partners. Listen Here --> https://lnkd.in/epiuNm2u #revops #crm #hubspot #ai #sales #marketing #customersuccess

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Who has the best B2C CRM in the market? Is this market dominated by Salesforce? Wild how there are so many B2B CRMs and barely any (that I can find) B2C CRMs. #crm #marketing

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Want a better way to tell your clients about the latest HubSpot changes? ⚡️🧡 You already how the latest updates can help your clients... So why not create an update for your client.... ..and have it pop up INSIDE THEIR HUBSPOT PORTAL Or when they open LinkedIn.. Or literally anywhere. 🤯 Supered Updates let you push text, video or images to anyone... And have it show up WHERE THEY ARE WORKING. And analytics tells you who's seen the update. 👀 ⚡️ Send instant updates to the team. ⚡️ Stay more connected with your clients. Try it for FREE or drop a question in the comments. ✌🏼

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Ever walked into a company’s HubSpot setup and found that nearly everyone has super admin powers? 🤯 Seems like we’re a bit too generous with the keys to the kingdom, doesn’t it? It strikes me as odd because we don’t see this happening with Salesforce or other platforms. So, why the relaxed approach with HubSpot? Let’s break down why this could backfire: Automation Gone Wild: Granting everyone the ability to create and modify automation processes can lead to a multitude of overlapping or conflicting rules. This not only increases system complexity but can also trigger unintended actions, such as sending duplicate emails to clients or incorrectly segmenting your database. Essentially, without proper coordination and expertise, automation can compromise the efficiency and accuracy of your marketing and sales efforts. Uninformed Tweaks: Allowing individuals without proper training or understanding of HubSpot’s functionalities to make changes can result in misconfigured features, broken workflows, and inefficient use of the platform. Without understanding the nuances, they could disrupt the harmony of your operations, leading to decreased productivity and increased cleanup efforts. Altering the Data Model: Unrestricted access to modify objects & properties and data relationships, can lead to significant structural issues within your HubSpot instance. Inaccurate data modeling can impair data integrity, reporting accuracy, and automation reliability. It’s like rearranging critical components of a complex machine without understanding their function or interdependencies, which can cause operational disruptions and data inconsistencies. Randomly Enabled Settings: When individuals with insufficient knowledge or oversight enable or disable settings without fully understanding the consequences, it can introduce security vulnerabilities, compliance issues, and operational inefficiencies. Some changes may seem small or even beneficial in isolation but can collectively introduce risks and unintended consequences across the platform. The solution? Tightening up on who gets super admin rights isn’t about mistrust; it’s about maintaining a well-oiled machine. Let’s ensure that those with the power to make significant changes know exactly what they’re doing. #HubSpot #DataSecurity #DigitalGovernance

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Do you spend hours to keep your #HubSpot data clean? What if all this is done automatically: - every deal has the next step defined as a task, all the time - sales reps have all the communication logged in CRM - every meeting is logged with the right outcome - every business contact has all contact properties filled out Do you need more? If that's worth a chat, please DM me to find a good time to talk. #sales #automation

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Amazing to see HubSpot's case study for how HungryHungry massively improved onboarding using Arrows. You can't beat a good "Better Together" story. 🗃️ “It allows us to start collecting information from the customer and build off that early excitement right away,” Scott Fox says. “Everything the customer does in Arrows is reflected back in HubSpot.” 👀 Read about it here: https://lnkd.in/gBh69NNJ

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Get actionable LinkedIn data in your HubSpot 🔥🔥

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I still take on the occasional #revops contract to stay sharp. Most clients bring me in to prepare their campaign data to: 1. Get more reports out of the systems they have today 2. Prepare for future analytics solutions While this may not be good for the RevOps arm of my freelance business, it is good for you! I've given CaliberMind all of my secrets because I've decided this shouldn't be kept secret. There's a right way to look at the CRM and how to communicate campaign information and a wrong way. #MOPs must understand that the CRM should communicate what's important to sales and your executive team. 🛑 Not 🛑 track and report on every marketing touch. You have marketing automation system and analytics for that. I've seen too many #CMO and other marketing leaders tricked by the "View Hierarchy" link in Salesforce. It will not organize your data so it reports and summarizes the information by all those levels. You're shooting yourself in the foot because Salesforce really only allows you to display on parent/child level on a single report. If the view hierarchy worked the way you think it does, you wouldn't be so frustrated by the lack of insights in your attribution reports. (SOMEONE had to say it!) The cat is out of the bag! 👜 🐈 Get the ungated guide to how to configure campaign data to scale here -> https://lnkd.in/gbfrBUym #attribution #marketinganalytics #marketingroi

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Getting focus from Sales is one of the top reasons ABM programs fail. Olga Karanikos has a GENIUS way of ensuring she got Sales focus for the Account-Based Program at SalesScreen. 👇 The TL;DR, Sales only works 2 buckets. 1) Inbound 2) The ABE List No rogue sellers just doing something random. It forces focus. And if there is an account that Sales wants to go after with good reason... Let's just add them to the ABE list So those accounts can get marketing programs as well. 🤯 It's so simple. Yet so many teams simply don't have marketing and sales work from the same list. So if you want to foster alignment. Align your organization on who you're going after 🤷‍♂️ Full episode is live on the Scrappy ABM podcast wherever you listen to your shows. P.S. Forgot my hat until 20 seconds in. Without it, definitely wasn't branded enough 😂

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Why LinkedIn Live? You can run LinkedIn ads promoting the event before, DURING, and after. That's how Salesforce had only 160 people mark themselves as attending before the event but has over 15,476 people watching live 😍 That's a lot of live viewers.... LinkedIn live's are an insane opportunity for brands already investing into webinars and live content LinkedIn live's > webinars

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5 ways incentivized partner training is changing the marketing game for channel-dependent companies: 1️⃣ 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗔𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻 - reward your partners for registering in your learning portal. They're busy, so give them something for joining your ecosystem, and collect their contact details for further marketing initiatives. 2️⃣ 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁 - learning requires effort and time. That means you're battling your partner's "Status quo" bias. It's much easier NOT to consume your training content. So give them something for their completions. 3️⃣ 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗔𝗱𝘃𝗼𝗰𝗮𝗰𝘆 - incentivize your partners to provide you with images, videos, and testimonials of your training and their experience. Use this in your marketing campaigns to feed your partner acquisition efforts. 4️⃣ 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗠𝗶𝗻𝗱𝘀𝗵𝗮𝗿𝗲 - provide your partners with industry professional and product training. You're building trust and authority by establishing your brand's expertise in the field. Mix in your product training, and your brand becomes "top of mind" among your channel partners. 5️⃣ 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁-𝗕𝗮𝘀𝗲𝗱 𝗜𝗻𝗰𝗲𝗻𝘁𝗶𝘃𝗲𝘀 (𝗘𝗕𝗜) - yeah, this is my new acronym. It means incentivizing behaviors outside of the training portal. Actions that lead to revenue. For example, incentivize purchases on your e-commerce site, or for attending an event. The last few incentivized partner training projects I've been involved with have been spearheaded by marketing teams. If you're part of a channel-dependent marketing or sales team looking to boost your bottom line, download our new "𝗖𝗵𝗮𝗻𝗻𝗲𝗹 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗥𝗼𝗰𝗸𝗲𝘁🚀" guide—link in the comments. #channelmarketing #channelsales #channelstrategy

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