HubSpot launches new features on Sales Hub Enterprise to facilitate better purchase experiences
HubSpot yesterday announcedOpens a new window that it has updated Sales Hub Enterprise to make it easier for sales leaders to improve sales engagement and connect with prospects to close deals quicker. The update features custom objects, sophisticated sales reporting, and advanced permissions.
Yep, it’s true. 🙌
Custom objects are finally here! 🎉
No matter how your business changes, custom objects are flexible enough to adapt with you. Learn more:
— HubSpot (@HubSpot) September 22, 2020Opens a new window
The Sales Hub Enterprise also offers configure-price-quote (CPQ) that enhances its consumer-grade front-end while enhancing its enterprise-grade back-end and providing sales teams a single source of truth on consumer data.
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“Today’s legacy CRMs are well-known, but not well-liked,†said Lou Orfanos, GM of Sales Hub at HubSpot. “They’re acquired, but not adopted. They’re powerful, but painful to use. Too many sales leaders today are forced to settle for these bloated systems that create more work when they’re supposed to be creating more wins. Sales Hub Enterprise is different. It has the ease-of-use HubSpot is known for, and with the host of new features we’re adding today, it’s now deeply powerful too. This is the new standard for enterprise software, and I’m proud that HubSpot is leading the way. Sales leaders deserve an enterprise CRM that their teams actually enjoy using. And with the revamped Sales Hub Enterprise, they can have it.â€
The new updates include:
- An enterprise-grade CRM to provide sales leaders the flexibility and control they need to design their sales roadmap in HubSpot. Custom objects also allow users to create and store categories of information that are unique to their business. Advanced permissions give them the ability to control the teams that have access to data. And streamlined sales reporting helps generate custom reports that include key information such as deal change history, sales activity, and deal outcome. These new features give sales leaders complete visibility into the business’s health.
- Sales engagement tools make it easy for sales professionals to seamlessly connect with prospects anytime, from anywhere, and on any device. Upgraded sequences functionality also allows sales professionals to bulk enroll contacts, manually add LinkedIn Sales Navigator tasks, and pause email sends. The new user-friendly ‘Today’ view in HubSpot enables them to easily prioritize and manage tasks daily. These enhancements are available on iOS and Android alongside engagement tools like templates, live chat, and 1:1 video, giving salespeople the freedom to adapt the way they sell to how prospects want to buy.
- Connected CPQ tools allow sales teams to turn quotes into closed deals, seamlessly. Custom quote templates make it easy for users to create beautiful-looking sales documents. An enhanced line editor enables them to customize key quote details. And new accounting integrations with NetSuite, QuickBooks Online, Xero, and Nubox allow them to use their favorite accounting software from directly within HubSpot to generate invoices, associate tax codes, and sync currencies. These additions eliminate friction from the closing process for companies and prospects alike and allow salespeople to get their relationship with new customers off to a great start.
The new additions to the Sales Hub Enterprise complement the vast set of pre-existing tools, including ABM tools, predictive lead scoring, playbooks, and much more. HubSpot says it wants to make the sales process as frictionless as possible for professionals and help them spend more time focusing on delivering better buyer experiences.
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What Does This Mean for Sales Teams?
Salespeople and CRMs do not get along. According to research conducted by HubSpot, 76% of sales leaders believe that their team only utilizes a small fraction of their CRM’s capabilities, and 50% say their CRM is “difficult to use.â€
When a sales CRM is not user-friendly, it does not just create headaches for salespeople — it hurts a company’s ability to build strong relationships with its customers. Instead of connecting with high-value prospects, sales leaders are busy chasing their team for updates. Instead of analyzing customer data, they are agonizing over the accuracy of their contact records. And instead of running training sessions, they are running meetings with marketers to re-align on goals. These friction points are the hidden cost of using a CRM that sacrifices ease-of-use for power. And it is a cost paid by salespeople every time they have to double-check a report, manually update a data set, or file a ticket with their sales operations team to get a new field added to their system. The result is lost time, missed targets, and demoralized teams.
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75% of sales leaders report that their customers and prospects have higher expectations than they did in the past. And only 34% are “very confident†that their software allows them to deliver the type of buying experience that prospects expect.
HubSpot’s new feature introductions will help organizations create a centralized system of record that provides a single source of truth on customer data and makes it easy for them to deliver a contextual, personalized experience to every prospect. And when used in conjunction with the other Hubs in HubSpot’s all-on-one connected platform — CMS Hub, Marketing Hub, and Service Hub — Sales Hub Enterprise enables companies to delight customers across all touchpoints.