Having a sales tech stack is awesome to manage prospects, track deals, forecast revenue and ultimately, reduce admin tedious work so that you can focus on tasks that actually drive sales. It’s so much better if they’re all integrated into a CRM so you have all the data in one place. Especially as the business scales, sales team leaders are going to need more transparent management of the sales team.
Read on to learn more about 7 software integrations that can help with sales enablement - spanning from communication to proposal management.
Whether it’s pre-prospecting calls or following up on inbound leads, salespeople need a reliable calling software that makes the sales process more efficient.
CallRail is a popular choice for HubSpotters as the integration enables you to receive, record, and track inbound calls and text messages directly within your HubSpot CRM. You’ll be able to refer back to the contact’s timeline to get information on past conversations such as the actual call recording, duration of call, first and last marketing source and more. If you’re taking over a new lead or account, historical information like this makes your life easier and definitely gives your customers a much more seamless experience.
Moreover, the integration allows you to build reports from CallRail data such as count of calls, call outcomes and more. If you are a sales manager, this gives you more to work with when developing and improving team training and development and be able to conduct deeper analysis on causes of poor or really good call outcomes.
You’ll even be able to attribute phone call leads back to the original marketing source - right down to the keyword that triggered the call. Using the call duration data, you can then segment contacts and send them on different nurture sequences based on their call analytics. What a way to close the loop between marketing and sales!
This is definitely one of my favourite sales enablement software and integration. PandaDoc is a proposal software that allows you to create, track, and e-sign beautiful and custom-designed proposals, contracts, and quotes. (Yes, they’re legally binding e-signatures and you can get notifications when your leads view the documents!)
Not only is it more professional looking and aesthetically on-brand, you can dynamically populate information in the PandaDoc documents using HubSpot CRM data. This reduces time spent building proposals, data entry mistakes and doing tedious tasks.
Being a data integrity and customer experience lover, I love that PandaDoc is so integrated with HubSpot CRM. It allows us to autofill documents using Contact, Company, Deals and Product objects.
Once PandaDoc and HubSpot are integrated, proposals can be created, viewed, and tracked right from within HubSpot. Yup, no need to jump between screens.
Check it out here:
Taking proposal automation to the next level, you can create workflows such as setting the sequence of whom should sign or approve the document. You can also set PandaDoc reminders so that your prospects can get a little nudge without you needing to manually follow up. Never miss an opportunity again!
Let’s chat if you want to learn more about PandaDoc and how it differs from other proposal software. We can set it all up and look totally on-brand for you or teach you too!
Once the proposal or quote is sent out, the next step is to ensure that the invoice is sent at the right time and is linked directly to the actual deal. This closes the loop from marketing to sales to finance. Happy days!
There are a few 3rd party integrators that syncs HubSpot and Xero but my top pick is hands-down, InboundAddons. After a deep analysis of the InboundAddons vs the other providers in the HubSpot ecosystem, InboundAddons is the only one that allows you to see Xero invoices in HubSpot - on both, contact and company level - and automatically automate the invoicing process when deals are moved to Closed Won. Plus, she’s a HubSpot partner who understands not just tech but business, marketing, and HubSpot.
The other benefits include the two-way integration between HubSpot deals and Xero invoices. This allows you to make edits on either end and be rest assured that the data is consistent. If further customisations are needed, get in touch with me and we can go through the process and how the integration can be moulded to your business needs.
If you find yourself often neck-deep in Slack all the time, you have to check out and start using the native HubSpot and Slack integration.
You can get HubSpot task notifications, mention notifications, deal update notifications, create tasks and tickets in HubSpot and use HubSpot slash commands right from within Slack. This means you don’t have to switch between software and can work more efficiently.
One of the best notifications a sales team can get is to hear the “deal won!” notification bell ring. Definitely set that one up and celebrate the wins together.
Check it out here:
But if you need further customisations to be able to reformat data a certain way so that the output is different from what’s in HubSpot or perhaps requires doing an external spreadsheet look-up, you can always leverage integrators like Zapier to complete the job for you.
In a world where options are bountiful and people are being sold to left right and center, you need to stand out in your sales process and how you connect with prospects. Video is a really useful way to make your sales connections more human and relatable.
If you’re a HubSpot Pro and Enterprise customer, you’re in luck. You’ll have a native video integration with Vidyard which allows you to store videos in HubSpot to be used on landing pages and 1-1 sales emails. Meeting links can be embedded in the video so that viewers can click through and book calls with you.
A quick way to get started is to install the free Vidyard Chrome extension. You’ll be able to very easily take videos of yourself, screen record a video, share videos, and add videos to YouTube. Whether you’re doing an intro call about yourself/company, re-engaging with lost deals, or checking in on your new customers, videos are so much easier to consume than lots of written text.
Videos are such a great way to create and maintain powerful connections with leads and customers at all stages of the customer journey #inboundsales
I’m personally really excited about the WhatsApp and HubSpot integration. This is especially useful for businesses in South America and Asia where WhatsApp isn’t just a communication platform - business is literally done via WhatsApp.
Once integrated, you’ll be able to see WhatsApp conversations right within the HubSpot contact timeline. With WhatHub, you can also create new users, create tasks, update the contact lifecycle stage, update the contact owner, and leave notes without having to ever leave WhatsApp. Or, if you prefer you can also send contacts a WhatsApp message from HubSpot.
Highly recommend exploring WhatHub by Leadsruptive, a HubSpot Connect Partner. Well-built by experienced developers. Check out this video (no audio):
Check it out here: https://player.vimeo.com/video/328541936
7. Linkedin Sales Navigator
Cold outreach isn’t dead. Cold outreach has evolved.
It’s just become a lot more social, a lot more intentional, and a lot more inbound.
By doing research and being intentional with your outreach, your message will be more relevant to the person you’re reaching out to. Speak to their pain points and how you can help them. For more cold outreach ideas, check out HubSpot’s blog.
Linkedin Sales Navigator is a paid sales tool that provides insight into the company and the individuals who work for the company so that salespeople are able to build and nurture relationships much more effectively.
With this integration, you’ll be able to get the information from Linkedin and send InMails without leaving HubSpot. On a contact level, you’ll be able to see which contact could introduce you to the main contact you’re looking to be in contact with and which contacts are considered related contacts you could be interested in. On the company level, you’ll be able to see who is recommended leads whom you share related interests with and existing connections you already have.
Remember - the inbound sales approach is to be genuinely helpful and by having better CRM data, you’ll always be able to provide excellent customer experiences. So review your sales tech stack and how well it’s integrated to your CRM, if they are. If you need a hand, reach out and we’ll solve it together.