How Sales Starter and Professional tools fit into the CRM

Last updated: December 15, 2017

Available For:

Marketing: N/A
Sales: Starter, Professional

HubSpot Sales Starter and Professional tools help you connect with the right people at the right time, and with the right message. Tools like sales automation, meeting scheduling, and prospecting help power up your sales process, giving you more time to focus on selling.

This article will go over...

Navigation

When you enter your HubSpot Sales account, you'll see a dashboard and a top-level navigation bar.

This navigation bar will be used to take you to your Contacts, Companies, Deals, and Tasks as well as all of your Sales Tools and Settings.

CRM navigational items:
  • Contacts, Companies, and Deals are your primary CRM databases. Go here to reference information about your leads and customers.
  • Tasks shows an overview of any tasks you've created in the CRM. This page can be used to help prioritize and organize your daily tasks. 

Sales tools navigational items:

  • Activity Feed will bring you to a view of email notifications and other types of engagements with your leads. There will also be a Highlights feed of interactions from the last 24 hours.
  • Templates contains all of the email templates created by you and your team. Go here to create new templates or view performance metrics. These templates can be used when crafting emails to contacts either in the CRM or in your email client.
  • Sequences will bring you to a dashboard listing all of the sequences created by you or your team. Come here to craft a new sequence or edit one that already exists. Enrolling a contact in a sequence will take place on contact records in the CRM or in your email client.
  • Documents shows a listing of all the documents added by you or your team, as well as document performance. You can add new documents here or share one that already exists. Once again, documents can also be added when crafting an email in the CRM or in your email client.
  • Prospects contains the companies that have visited your site.
  • Meetings will present you with a dashboard of all the default meetings links, as well as any others that you may have created. Go here to create new meetings links or modify meetings settings. Meetings links can be copied directly from this page or added into you email templates.

CRM records overview

HubSpot Sales Starter and Professional make working in the CRM effortless. It is important to get a basic understanding of record types in the CRM to make the most of these tools.

The HubSpot CRM has three record types:

  • Contacts
  • Companies
  • Deals 

Each record type has their own nuances, although the overall layout is consistent. 

The left side of the contact record contains information about your contact. From here, you are able to:

  • View and edit any of the contact's properties.
  • View property history.
  • Manage the properties that appear on contact records by default. 

Below this, you will find more information about the record you are viewing such as an associated company or deal, predictive lead score, list membership, and attachments.  

HubSpot Help article screenshot

The top-right side of the contact record contains an area that allows you to interact with the contact. These interactions include:

  • New Note: Add a note to the contact record.
  • Email: Compose and send emails to contacts. You can send a template, enroll the contact in a sequence, attach a document, and add a meetings link.
  • Call: Place a call to the contact. You have the option to record calls, which then get added to the contact's timeline.
  • Log activity: Add details about a call, email, or meeting that may have happened offline.
  • Create Task: Create a task with a due date related to the contact. You will be reminded when the task is due via email.
  • Schedule: Create a calendar event that can be shared with the contact. 

The bottom-right side of the contact record contains the contact's timeline. This includes any interactions taken on the contact. You can select a tab at the top of the timeline to display interactions of specific types, such as notes or emails. You can also filter the timeline using the dropdown menu labeled Filter activity. By default, you are shown notes, calls, sales emails, tasks, meetings, and email tracking activity. 

Saved filters

Each record type in the CRM (contacts, companies, deals, tasks, and prospects) comes equipped with saved filters. You can segment your records by adding filters in the left sidebar. To learn more about creating saved filters in the CRM, check out this article.

Within this sidebar, you are able to add filters based on the properties in your CRM. You can add as many different filter criteria as you would like.

A group of filter criteria can be saved as a saved filter. Saved filters are used to easily reapply a set of filter criteria, without the need to recreate it from scratch. Saved fiters can be saved for personal use or shared with your team.

To select a saved filter, click All saved filters from the left-side menu. From here, you can choose from three saved filter types:

  • Standard  appear by default in every CRM account.
  • Created by me – shows any saved filters that you've created.
  • Created by others – contains all the saved filters that have been created and shared by your team members.

HubSpot Sales extension

The HubSpot Sales extension adds Sales Starter or Professional features to your email client, outside of the CRM. This extension can be added to Chrome for use with Gmail or it can also be added to Outlook. Learn how to install the extension here

If you're an Office 365 user with access to the Microsoft store, please use the HubSpot Sales Office 365 add-in, which can be installed by clicking here.

After installing, to use the HubSpot Sales extension:

  • Compose a new email in your email client.
  • In the email compose window, you will have access to templates, sequences, documents, and meetings (meetings will not be present if you're using the Sales extension for Outlook on Windows desktop).
  • You can also enable email tracking as well as log the email in your CRM.  
  • Below are examples of what the extension looks like in a Gmail account and an Outlook for desktop on Windows account, as well as what the HubSpot Sales Office 365 add-in looks like in an Outlook.com account.

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