Revolutionizing Lead Management

HubSpot's new lead object and prospecting workspace mark a big step forward in sales productivity. The lead object is a powerful change to the qualification process. And the prospecting workspace is a big step forward for productivity for sales reps. Combined, it's a big improvement for sales reps, and something we wanted to do a deep dive on.

Elevating Lead Management

The new lead object in HubSpot allows sales teams to adapt their qualification process based on real life, not some idealized process. Traditionally, you would have a lead created at the beginning of the process, and it was either qualified or not. The new process allows for leads to be created:

• When sales adds someone to the CRM
• When marketing qualifies someone to go to sales
• When a disqualified lead engages again with content
• When a closed lost deal has been lost for 90 days
• and all throughout the sales process as needed

What you end up with is a more flexible process for sales. Leads aren't always ready to talk to sales, but they could otherwise be a good fit. Now you can disqualify a lead for now, and have a new lead based on the same contact automatically get assigned to you 60 days later. We talked with William Hughes, HubSpot Product Manager, and he emphasized the importance of this change in providing the right data needed in modern sales strategies.

The Prospecting Workspace: A Game-Changer for Sales Efficiency

The new prospecting workspace supports sales reps that are busy and need key insights surfaced for them. No longer do you need to spend time customizing your views to see which leads are the hottest. The prospecting workspace now makes this easy to do right out of the box. The goal is straightforward - set up a workspace where reps can be more efficient and automatically highlight leads that deserve follow-up.

Who benefits the most from these updates?

These latest updates are crafted to support a wide array of businesses, especially those that:

- Employ specialized sales reps managing leads generated by marketing efforts.

- Incorporate a structured pre-deal stage in their sales process.

- Encounter prospects that re-engage multiple times throughout their lifecycle.

- Pursue upsell or cross-sell strategies within their sales framework.

Using tasks and leads together

The new setup makes tasks and leads essential for sales reps. Leads keep you focused on who you need to connect with, and tasks keep you focused on what activities will help you do it. Combining the prospecting workspace, tasks queues and sequences makes for a powerful combination of sales tools for the modern rep.

Looking Ahead: Exciting Developments for 2024

Looking ahead through the rest of the year, there are big opportunities to make the prospecting workspace even smarter. HubSpot has a lot of signals available throughout the product, so you could expect to see additional smart recommendations on who to reach out to. AI could play a role as news items get incorporated into new leads and tasks being created for you. It's never been a better time to be focused on sales outreach.

Partner with Pyxis for Unmatched Sales Success

HubSpot's new lead object and prospecting workspace offer an exciting opportunity for sales and marketing teams eager to embrace cutting-edge strategies and tools.

At Pyxis Growth Partners, we're committed to helping our clients get the most value out of the HubSpot platform's powerful tools, and that starts by building a strong foundation for sales teams. Whether you're evaluating HubSpot, or you're trying to leverage your existing HubSpot instance to see the most benefit, we're here to help. Contact us here to get started.