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Monthly Archives: February 2020

Episode 189: Tiny but mighty HubSpot features

Welcome to HubShots – APAC’s number 1 HubSpot focussed podcast – where we discuss HubSpot tips & tricks, new features, and strategies for growing your marketing results.

This episode we chat about a bunch of little but useful HubSpot features.

Listen to the episode here: https://soundcloud.com/hubshots/189-tiny-but-mighty-hubspot-features/

HubShots, the podcast for marketing managers and sales professionals who use HubSpot, hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems.

Subscribe to our YouTube channel here: https://www.youtube.com/channel/UCD3Uo4X-IxPJLE8ygPDQhNQ

Subscribe to our Spotify channel here: https://open.spotify.com/show/7oee8w41riN5aRNrLKT2ar

Join the Facebook group here: https://www.facebook.com/groups/hubshots/

Follow us on Twitter here: https://twitter.com/hubshots

Follow us on Instagram here: https://www.instagram.com/hubshotspodcast/

Follow us on LinkedIn here: https://www.linkedin.com/company/hubshots/

Recorded: Thursday 06 February 2020 | Published:

Shot 1: Growth Thought of the Week

Connect with us on LinkedIn

Connect with Ian on LinkedIn here: https://www.linkedin.com/in/ianjacobau/

Connect with Craig on LinkedIn here: https://www.linkedin.com/in/craigbailey/

We’re HubSpot Solution Partners: https://www.hubspot.com/partners/solutions

INBOUND20 18-21 August https://www.inbound.com/

Shot 2: HubSpot Marketing Feature of the Week

Syncing MailChimp activities into the Hubspot contact timeline: Enable it from Settings:

hubspot settings marketing email service provider

Also gives you contact properties you create lists on, trigger on etc:

hubspot contact properties mailchimp

A useful feature for companies slowly moving over from MailChimp to HubSpot for email sending.

Example: you could use this to trigger internal email notifications or tasks.

Note: you need to know things like the MailChimp campaign name – it doesn’t pull through email details:

hubspot contact properties mailchimp 2

Shot 3: HubSpot Sales Feature of the Week

Opt out domains when associating contacts with companies


(this has been there since March 2017!)

hubspot settings opt out domain

Here’s further details on automatically associating contacts with companies:


Shot 4: HubSpot Extra of the Week

Choosing date ranges in HubSpot dashboards.

You can choose the date range at both the Dashboard level and the report widget level.

Dashboard level:

hubspot reports filter

Widget level:

hubspot reports widget settings

(Note: this one needs you to hover over the area for the link to show – which is why it is easy to miss)

Shot 5: HubSpot Gotcha of the Week

Report setting links are hidden unless you hover over the nearby area (see previous Shot).

They are easy to miss!

Shot 6: Marketing Tip of the Week

Turn off automatically applying Google Ads recommendations.

Further, as a general rule you probably don’t want to Apply many of the recommendations!

This only applies to ad suggestions for Search Network campaigns.

If you apply any ad suggestions, they’ll appear in the Ads & extensions page just like regular ads. If any ad suggestions became auto-applied 14 days after they were created, they’ll appear with the tag ‘Auto-applied ad suggestion’.

Opt-out of ad suggestions

New Google Ads accounts automatically apply ad suggestions by default.

To opt-out of auto-applying ad suggestions to standard Google Ads accounts:

  1. Sign in to your Google Ads account.
  2. In the page menu on the left, click Settings.
  3. Click Account settings at the top of the page.
  4. Click the drop-down arrow next to “Ad suggestions”.
  5. Choose Don’t automatically apply ad suggestions.
  6. Optional: Provide feedback about why you’re opting out of auto-applying ad suggestions.
  7. Click Save.

Shot 7: Insight of the Week

Being held ransom by ‘traditional agencies’

Typical examples:

  • Can’t get admin access to WordPress
  • Can’t get admin access to Google Analytics or Google Tag Manager
  • Can’t get admin access to Google Ads
  • Can’t get admin access to YouTube channels
  • Can’t get admin access to Facebook pages and Ad accounts
  • Can’t get admin access to HotJar accounts

The way it should be:

  • You provide a service to a client and you give them all the keys
  • Even after you’ve stopped working with a client you happily hand over access (if they can’t remember it), and you don’t charge for it
  • The only time we withhold access is if an account has our credit card on it, and they haven’t paid their invoice(s) – which is very rare.

Shot 8: HubSpot Throwback of the Week

Here’s what HubSpot was announcing 12 months ago:

Adding in LinkedIn Ads into the ads tool, after removing it previously:


We covered LinkedIn Ads being removed in episode 95 (July 2017):


And welcomed it back in episode 151 (March 2019):


Shot 9: Resource of the Week

Benedict Evans’ presentation:


Presentations   Benedict Evans

‘Standing on the shoulders of giants’ looks at what it means that 4bn people have a smartphone; we connected everyone, and now we wonder what the Next Big Thing is, but meanwhile, connecting everyone means we connected all the problems. Tech is becoming a regulated industry, but we don’t really know what that will mean.

2020 01 Benedict Evans Shoulders of Giants

Shot 10: Quote of the Week

“That was the greatest gift he gave to me: the belief that ideas, smartly argued, could have an impact.”

– Ben Thompson (Stratechery) reflecting on the life of Professor Clayton Christensen who passed away on 23 January.

Shot 11: Bonus Links of the Week

Keyword tools reviews:


Please rate and leave us some feedback as this helps us improve and reach more marketers.

Episode 189: Tiny but mighty HubSpot features

HubSpot Workflow Gotcha Fixer & Interesting Sales Automation

Episode 188: HubSpot Workflow Gotcha Fixer & Interesting Sales Automation

Welcome to HubShots – APAC’s number 1 HubSpot focussed podcast – where we discuss HubSpot tips & tricks, new features, and strategies for growing your marketing results.

This episode we chat about HubSpot’s super useful new option in workflows for avoiding merged contact issues. Plus tips for automating some of your key sales tasks.

Listen to the episode here: https://soundcloud.com/hubshots/188-hubspot-workflow-gotcha-fixer-interesting-sales-automation/

HubShots, the podcast for marketing managers and sales professionals who use HubSpot, hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems.

Subscribe to our YouTube channel here: https://www.youtube.com/channel/UCD3Uo4X-IxPJLE8ygPDQhNQ

Subscribe to our Spotify channel here: https://open.spotify.com/show/7oee8w41riN5aRNrLKT2ar

Join the Facebook group here: https://www.facebook.com/groups/hubshots/

Follow us on Twitter here: https://twitter.com/hubshots

Follow us on Instagram here: https://www.instagram.com/hubshotspodcast/

Follow us on LinkedIn here: https://www.linkedin.com/company/hubshots/

Recorded: Thursday 30 January 2020 | Published: Wednesday 12 January 2020

Shot 1: Growth Thought of the Week

Connect with us on LinkedIn

Connect with Ian on LinkedIn here: https://www.linkedin.com/in/ianjacobau/

Connect with Craig on LinkedIn here: https://www.linkedin.com/in/craigbailey/

Why is everyone recording TikTok videos and sharing them on Twitter and LinkedIn?

Shot 2: HubSpot Marketing Feature of the Week

HubSpot Workflow Merged Contact Setting

Yay, this is going to save so much work and hassle.

Means that when contacts are merged you can stop them from getting enrolled in workflows.

hubspot workflow merge enrol option

This is a very welcome update.

We first covered this contact merge issue last February in episode 149:


and then later reminded listeners in October in episode 178:


Our workaround was to have global exclusion lists that we added to all workflows, and then we’d move contacts that were to be merged temporarily into the exclusion lists.

In episode 178 we wondered whether HubSpot would create a solution for this – Craig’s suggestion was to have an option when merging to turn off any workflows being fired. HubSpot’s solution has been to put the option into each workflow. This is a better solution because there are cases where you would want the workflow to fire eg any workflows that set properties eg updating a lifecycle.

The main thing you want to stop from happening is for emails to be sent out (either to contacts, or internally).

Shot 3: HubSpot Sales Feature of the Week

Sales automation: creating call lists for sales from defined criteria.  How did we do this?

  1. Create an active list with your criteria:

Outbound call list   Lists

  1. Then create a workflow to automate the task creation:

Create daily call list   HubSpot

Make sure you name the task so it is easily identifiable in that it was created from the workflow.  Else it will look the same as other tasks in the user’s list.

Shot 4: HubSpot Extra of the Week

Edit Columns on Website Analytics report

Should you use multiple copies of forms throughout your site (eg a new form for each page)?

Or use a few main forms on multiple pages.

Depends on whether your site is all on HubSpot, including landing pages and blog posts.

If so, a general approach: Use a few key forms and use them on multiple pages.

Typically the reason why people ask this is because they aren’t aware of how you can drill into pages to view the performance in terms of submissions.

Instead they just think they can only see how many form submissions there have been at the form level.

Key reports to look at are:

  • Reports > Website Analytics (use the Edit Columns)
  • Marketing > Website > and then select Details for each individual page
  • Marketing > Lead Capture > Forms (and check the Analyze tab)

Key takeaway – use the Edit Columns option on the Website Analytics page:

hubspot edit columns

Shot 5: HubSpot Gotcha of the Week

Email Smart Content Analytics lack of visibility

Currently, you cannot view analytics for specific smart content in email!


What’s your prediction for smart content? Will they enable it in other modules besides rich text?

Shot 6: Marketing Tip of the Week

Anatomy of a top-performing article


Key takeaways:

  • Longform content gets more social shares
  • Articles with more lists per 500 words get more shares

Shot 7: Prediction of the Week

HubSpot CMS goes enterprise

One of our enterprise clients raves about how good HubSpot CMS is.

He’s surprised at how inexpensive it is, and what you get for the money.

He initially dismissed it as an option due to how cheap and simple it was.

But now after working with it he loves how simple it.

Part of the perception problem for HubSpot is that the CMS is so cheap. They need an ‘enterprise’ option with a big, ‘reassuringly expensive’ price tag.

We’re predicting HubSpot CMS splits into tiers this year with a Starter, Pro and Enterprise stack.

Starter will allow a small business to create simple landing pages and a blog.

Pro will likely be what CMS is now.

And Enterprise will offer a bunch of new, not yet announced features. Expect lots more integration points, and international company options.

Shot 8: HubSpot Throwback of the Week

Here’s what HubSpot was announcing 12 months ago:

They added the ability to send up to 3 follow up emails from a Pop-Up form:


Shot 9: Resource of the Week

Marketing & Sales Lead Goal Calculator

Learn How to Calculate Your SLA with this Template Available for Excel and Google Sheets


Shot 10: Quote of the Week

“Advice for modern marketers. Automate the buying process. Users are expecting you to automate their processes. They want a self-service experience with your company.” – Brian Halligan


“Advice for modern marketers. Live in social. You’re not B2B marketers, you’re H2H marketers – human to human. Humans live in Snapchat, Instagram. If you’re not marketing to these sites, you might as well be marketing in a trashcan.” – Brian Halligan

Shot 11: Bonus Links of the Week

How Jeff Bezos’ phone got hacked:


(WhatsApp malware vulnerability – since patched)

Redirect service:


Note: is free, so as with all free things, be wary of what you are trading (ie privacy) for the privilege

Please rate and leave us some feedback as this helps us improve and reach more marketers.

HubSpot Workflow Gotcha Fixer

– Hi, everyone, welcome to HubShots episode 188. In this episode, we chat about HubSpot’s super-useful new option in workflows for avoiding merge contact issues, plus tips for automating some of your key sales tasks. My name is Ian Jacob from Search & Be Found, and with me is Craig Bailey from XEN Systems. How are you, Craig?

– Really well, and, as you said to me just before the show, lucky episode 188.

– Happy Chinese New Year, sir.

– Happy Chinese New Year. Yeah, and cause we’re in Chatswood here in Sydney, which overseas listeners will not know, but if you are in Sydney local, you’ll know it’s a very Chinese centric area, and yeah, lots of Chinese New Year festivities been going on, it’s been great.

– That’s right. Now, Craig, what’s our growth thought of the week?

– It’s same as last week, which is connect with us on LinkedIn.

– You’ve been getting a whole bunch of connections on LinkedIn, haven’t you?

– Yes, I have and I’m enjoying it, and I’m gonna talk to somebody tomorrow–

– Hang on.

– That connected with us.

– Can I, Why are you getting all these? They’re not connecting with me. People don’t like me, they like you. They like your smiling face.

– So, listeners, here’s what you got to do. Pause the episode right now. Search for Craig Bailey and click the connect button. And then search for Ian Jacobs

– I’ll just check they’ve got the link right, and that they’re showing it. Yeah, I think it’s right, all right.

– Or they’re connecting with the other Craig Bailey, Craig.

– Actually, it’s a pretty common name probably.

– So Craig, why is everyone recording TikTok videos, and showing them on Twitter and LinkedIn.

– I don’t know, I just put this in as a bit of a joke, and a bit of a dig at a friend of ours as well, but yeah it’s like everyone’s keen to show that they’re on TikTok, so they’ll create a TikTok video, and put it on LinkedIn, and then I’m just like, why, why didn’t you just record the videos like you used to and put them on LinkedIn? I don’t know, I’m just having a go. I’m not on TikTok, maybe I’m just jealous. Are you on TikTok Ian?

– I am Craig.

– Yeah, you’re recording and posting videos?

– No, not like the ones our friends have been posting, but I was thinking about doing that, so there you go.

– I have to get one of my team onto TikTok, ’cause I’m, you know I’m a social recluse, I’m hardly on LinkedIn.

– You’re not up with the socials Craig.

– I’m not . You know where I’m not on? I’m not on the Gram. I’m hardly on Instagram. Well, I’ve got a private account which I don’t connect with anyone. I’m not on Facebook, and lately, I’ve just been kind of avoiding Twitter as well. I’ve become a recluse, I’m a nomad.

– Oh dear Craig.

– I know.

– You need to be on the socials. You need to know what’s going on.

– I’ve got to be on the socials, yeah.

– Listeners, please connect with us. We’d love to hear from you. It really does make our day and–

– Maybe that’s why people aren’t connecting with me. They know I don’t bother turning up on the socials. Why don’t they connect, ah, shot myself in the foot.

– Well there you go, we’d love to hear from you. All right Craig, on to our HubSpot Marketing Feature of the Week. And this about HubSpot Workflow Merge in the contact setting.

– This is so good, thank you HubSpot product team for putting this feature into workflows. Now we first talked about this, back in February last year, so almost a year ago. And we highlighted an issue where if you were merging contacts, say you were merging contact A into contact B, even though contact B had been through a whole bunch of workflow steps, contact A being merged in, also got enrolled into those workflows, and did all those unexpected things, so we covered that in episode 149, and then we also did it last November in 179, and we talked about a big workaround that we would do with exclusion lists, and you’d put all the contacts you’re gonna merge into an exclusion list, and you exclude those lists in workflows, and we have a whole practice, like we’d do this for all our clients, right, because it’s so problematic. Anyway in episode 179.

– Eight.

– Oh was it 178? Last year in November, I said gee, I wish HubSpot would put in a feature where you can just turn it off. Now I said I’d like it when you go to merge contacts, it gave you the option.

– Yes.

– I thought that’d be a great idea. HubSpot have actually thought this through much better than I did, and they’ve said no, actually it’s much better to put this at a workflow level. So now this new feature they’ve put in is when you go to the settings in a workflow, you can actually go, and set an option that if any contacts come in, because they’re a merged contact, they do not go through the workflow, which is actually ideal, that’s exactly what you want. Because there are cases when you may want them to go through a workflow. Setting properties is a key example of where that might be. So thank you HubSpot product team for thinking this through, thank you for putting this feature in, and I guess the action item for listeners is go through all of your workflows, especially any that send emails, that’s the big problem point. Sending emails to contacts or internal. Any that send emails, go through and check this setting, ’cause you’ll probably want to set it to no for most of those workflows.

– All right Craig onto our HubSpot Sales Feature of the Week and this is sales automation that I’ve actually done for one of our clients who requested it and it was interesting. So I just wanted to say, this about creating call lists for sales on a daily basis with defined criteria, and I wanted to just share how we do this. First of all is creating an active list, and you can put the criteria you want. So for example of a criteria that we have is they viewed certain pages on the website, and they’ve actually done this three times. They’re a type of persona that we don’t want. They’re last session was three days ago, they’re last contacted was more than seven days ago, and they’re not in one of the deal stages. So this is a really key thing, and why we did the not in some of the deal stages was because clients can repeatedly buy from this customer. So that was the first part, so this list obviously gets updated based on criteria. Then what we did was we created a workflow, and we made the enrollment criteria the list, which we called the outbound call list, and then what we do is we check to see in that list, is the owner of that contact known, if it is, then we create a task to assign a call task to that contact owner. Now if there isn’t an owner next to the contact, we then create another task, but we assign it to somebody else on the team that manages people that don’t have assigned owners, and that’s pretty much it. Now one of my little things here was when I first did this, I put in the task is call Craig Bailey, and then I realized that other people in the team were putting tasks exactly like that, when they were going, “Oh, I need to call Craig, “I’ll just put this,” they might not put your last name, but they’ll stick a task in there, because they’d spoken to you. And then I looked at this call list, and I looked at the list of tasks, and I’m like, how do I know which one got generated out of the workflow, and which one did someone actually manually type in? So then I sat down with the sales team, and I said, “Look I think we should rename this “to a way that we can easily identify it”. So now we actually put like it was a call list, and then we put the contact’s first name and last name as the task name, and that’s made a big difference, so they know straight away, well, this is generated from the workflow, and the other ones I’ve just actually put into my list. And then they go on further to put things into a queue which then they can go through on a daily basis, but it’s made a big difference to them, so now they don’t need to think, “Oh, who should I call if there is no one that’s flagged “to be called”, whereas this, on a daily basis, populates that task queue.

– This is so smart because, oh and by the way, listeners, go to the show notes, ’cause Ian’s put some screenshots, and it’ll make it really clear, especially the branching and how you’ve named it. I think it’s really good, you’ve basically called out the need for naming conventions in these tasks, because otherwise, and it just shows even down to tasks, having naming conventions make such a big difference, rather than people just having a ransom note effect of all these different kind of labeling ways, but it’s a great example of the power of automation, and the thing I really like it about it is you’re making sure nothing falls through the cracks, because when people are busy, it probably wasn’t a problem. They go, “Oh yeah, I call this, I’ve got that,” but now they’ll be like, “Oh, we missed them”, and there’d be no real way to quickly go back and check if you’d missed them, so this is just a classic example of the power of automation and it’s saving time of course but reducing errors.

– That’s right. All right onto our HubSpot Extra of the Week, Craig? And this is about editing columns on a website analytics report. Now why would we do this?

– Okay, I’m gonna tell a little story here, and eventually where we’re gonna get to is this feature in HubSpot Reports to edit the columns that you show. That’s where I’m gonna get to, but I’m gonna tell you how we get there. So we have a client that on their website they wanted to dig into reporting which forms people, or where are people submitting forms, that’s actually what they wanted to know. And so because they didn’t know HubSpot that well, they’re like, “Should we create a separate form “for every page because then we can just look “at all the forms and see which form’s getting filled out “the most and we’ll know that’s the one that’s working.” So my response was, well, probably not, it depends if all your pages are on HubSpot, in their case it is. In which case it’s a pretty clear decision, no, you only create a few key forms, and you use those forms on lots of different pages, so you can have one sign up form, and use it all across the site, and multiple pages. And then you go into your web analytics report, and you look at the list of pages, and you see where the submissions are. So you can see where I’m getting to, it started with a question, should we have multiple forms? The answer was no, because actually what they wanted to achieve was reporting across the forms, so we’re gonna use multiple forms to try, and basically get a reporting outcome. The outcome that they wanted was to check which pages are converting. So then that brings me to the web analytics report, and you might think, “Okay, web analytics”, that’s hanging off the report, so you go to the report menu, and you normally have two things, you have traffic analytics, and web analytics, and people don’t really spend much time in web analytics, but it’s really powerful so you should jump in there. But then the key thing is when you’re in the web analytics reports, just above the list, there’s a little thing that says, edit columns, and most people overlook this, because by default, it doesn’t have contacts, and contact submission rates, so they just see some other things like bounce rates, and they just think, “Oh, this is another GA Google Analytics report.” So the key is you’ve gotta use this edit columns, and I’ve put a screenshot of what we think are the default columns to use in that report. So I know I took a long time to get there, but once you have this option, you’re aware of it, then you start going, “Oh, the web analytics report is really useful”, and then you start realizing, landing pages you don’t need to use forms as your reporting methods, you’re using the web analytics. So when we show this to clients, they’re going to the web analytics reports a lot more than they used to, and it’s really powerful, and of course, if you then wanna drill into each landing page, you can, and then you look at the analytics on each landing page, and you get things like the sources, and a whole lot more sophisticated when you start moving your thinking that way, and end up on landing pages, you have a much more comprehensive view of how your site is working.

– Pure gold, Craig. All right onto HubSpot Gotcha of the Week, Craig. This gotcha is to do with email smart content analytics, and the lack of visibility. So if you’re using the drag-and-drop editor, you might actually put a smart content module in there, based on example list criteria to show or not to show, so there’s a default version, and then there’s a show this content if they belong to this list.

– So what’s a very simple example of what you might use smart content for, if listeners aren’t familiar with smart content?

– So a simple one could be if they are a customer, you show them a different offer versus people that aren’t your customers. Or maybe you show them a customer only offer in the email, and the default is actually blank, which is kind of what we’d done. So we’d done this email, it had gone out, reviewing the statistics with the client, and they go, “Okay, we can see the click map, “we can see how everything’s performed, “but how do I know what people clicked in that smart module?” And I’m like digging around, talking to HubSpot support, trying to figure this out, anyway we know how good HubSpot support are. And what happened was they tracked down that A, you couldn’t do it, and B, there’s actually in the community, there is actually a feature request to have this done which should already be in the tool, but none the less, there is a feature request, so we put a link to it, and they’re gonna actually implement it at some point in time.

– At some point. Because that feature that community link that you sent me, I think it’s from early 2018, it’s almost two years old.

– Well, probably when the drag-and-drop email editor was out I’d say.

– Oh you think it’s related to the drag-and-drop email editor?

– Yes probably.

– I don’t, why would they–

– Or maybe not.

– No, smart content would be totally separate from that I’d imagine.

– Anyway, could be like the gotcha from last week.

– But you’re quite right. When you showed me this, and said that can’t be right, so I went to one of my emails that has smart content in it.

– And you do some pretty funky things in your emails.

– I was like hang on, what’s going on, I can’t see it.

– Well you know what, Craig, I’m gonna make a prediction, and the prediction is that we will see smart modules across the system.

– Oh, so you reckon that, not just rich text you mean?

– Yes.

– Across all fields, yes, because that’s one of the limitations of smart content, it’s only rich text fields.

– Exactly.

– Can’t apply it to headings and things like that. Are you talking about just in emails or all across emails and pages and everything?

– Yes, exactly, yep.

– I think you’re right. I wonder why that haven’t done that yet? Probably just been on the backlog.

– Yeah you’re absolutely right, so.

– Headings would be a key one, rich text.

– Well, they’re kinda doing that with images.

– What about images? Yeah, you could switch out images.

– Correct, so they’re already kind of doing that, we’ll take one of the legs out, they’re already kind of doing that in the email subject field, where you can actually put different subject lines based on smart criteria. So that’s happening currently, so you can change the subject if the person belongs to this list, et cetera.

– Okay, so there are so many possibilities here when you start. You could have group modules, I wonder if you could do it at group module levels?

– Okay, we’re geeking out here, so we should stop.

– No, because you could, yeah, yeah, I am geeking out. I think you’re absolutely right. That’s a big key, you know I wonder if that’ll be–

– Inbound 2020.

– Yeah.

– All right, Craig. On to our Marketing Tip of the Week, Craig.

– Oh look, you know how every so often I like to pull out an article where someone talks about what a well performing content piece does. And they’ll analyze thousands of pieces of content and then come up with predictions, or not predictions, what would they be?

– They’ll use the data to make–

– Inferences.

– Yeah, inference’s correct.

– So this is another one from Sam Rush, And they’ve got quite a comprehensive article actually talking about what they’ve analyzed, and what they’ve noticed. And I always like to read this, I’m a bit of a sucker for reading this, but like any of them I take it with a grain of salt, because, and I just pulled out, so it’s a long article, and there’s lots of insights but I pulled out two. And one of the things they showed is that long-form content gets more shares and tends to rank better, we’ve kind of known that before, because then they run ad jumps on it, and they write really long padded-out junk. And that doesn’t rank and they say content length doesn’t matter, but anyway, this goes through, if you’ve got well written content and you’re answering a complex problem with a very high quality detailed solution, it makes sense that somethings more comprehensive will get shared more, right, and probably rank more. And the other one that they had, which I thought was interesting, and I’m just putting this out there for people who are interested in this kind of stuff to go and check out, they analyzed the presence of lists in the content. So you’ve got content and if someone put numbered lists or ordered lists within the content, a higher mix of that in content got shared more, and ranked better, and I’m just like, what’s the takeaway from this, like there’s a whole article, should we test that? Should we put more lists in our articles? Well, maybe, but I actually wonder whether it’s just one of these anomalies that’s kind of in place that they’ve found in the data showing that. So I just think that’s an interesting insight. Anyway, I’ll leave that to the listeners to go and peruse at their leisure.

– All right, Craig. Prediction of the Week. And this has do with HubSpot CMS going Enterprise. Now as we’ve seen in the HubSpot ecosystem, we’ve had products like free turn up, then started to basic just appeared, starter turned up. Professional has pretty much stayed where it is, and we’ve got Enterprise, and they’ve kind of broken the whole suite into those kind of key areas, so I think this is a pretty valid prediction, like why does HubSpot CMS not have a free, starter, pro, and enterprise version.

– Exactly. And let me just tell another story related to this, so one of our clients who’ve just completely rebuilt their entire site on HubSpot CMS, this is a global company in 40 or so countries. A massive site we’ve taken it over from Drupal, and rebuilt it in HubSpot. And the global head of digital, who was the main contact, he just loves this. He loves HubSpot CMS, and you know he said? He said, “I can’t believe how cheap it is”, that’s what he said. I don’t like to use the word cheap, and he’s like, “I can’t believe how much you get “for the money”, it’s so inexpensive to the point that when he was considering options, he’s like he’d almost dismissed HubSpot , because it was so inexpensive, he thought it’s just a basic tool, it’s not enterprise. He’s just going it’s fantastic, ’cause now he’s into it. This guy he is into the nitty gritty into the hubble, he’s into the templates, he’s into HubDB, ’cause we run a lot of the pages from HubDB. He is right across it and he loves it, he’s just saying, “This is fantastic”, and when he said, well, the price point is probably what put him off, initially it was just too cheap, he was dismissing it. I was like yeah HubSpot needs an Enterprise CMS tier of their CMS that is in quotes, “Reassuringly expensive”. And so I think the way they’re gonna do this is they’re gonna do exactly what you’re saying, they’re gonna have those tiers, where they’ll have starter, pro, enterprise. Starter will just be a very simple add on to, as you said, start it, probably have basic landing pages, you can probably build a simple site with it.

– Well in starter, you’ve got basic landing pages now.

– Yeah but plus a blog.

– Plus, got it, yes.

– I’ve got a blog there in what I’ll call the CMS starter pack. So you can build a very simple site and a blog. Pro will probably be what the CMS is now with everything in pro. And then enterprise, they’ll have to tack on some, I don’t know, some other–

– Partitioning?

– Could be partitioning, nice one. Hang on, how would that be different to what they’ve got now? Maybe partitioning at the design level. I think there’ll be a lot more integration options, maybe, you know HubSpots a platform, Ian.

– That’s right.

– That’s a modest slip. And then possibly like some of those smart content things that you were talking about.

– Yeah, that’s right.

– Right, that, so it goes into HubSpot CMS Enterprise. But it’ll be really expensive.

– Oh and they’ll be adaptive testing across everything.

– Yes, adaptive testing, yes. Of course, so look that’s the prediction. Do you reckon that’ll be inbound 2020?

– Inbound 2020, here we come.

– That’s that CMS Enterprise tier. I think it’s such a secret weapon that they’ve got, it’s such a good mature, flexible, simple-to-use tool, and I love that.

– That is the thing, and for customers of ours and clients that use the system and have been used to a different way of operating before, that is one of their biggest comments to me is the ease of use and the speed to do stuff that they’re ever thankful for, and I would recommend anybody thinking of redesigning their site that don’t currently use the HubSpot CMS to actually test it out. If you’re already a customer, ask for the trial, if you work with a partner, get them to give you the trial, because you might be surprised at how good it is.

– Actually I just wanna say something else, sorry, I’m drinking the fan boy Kool-Aid here, but another thing I’ve just remembered, have you ever used a CMS system where someone got up to speed on the backend quickly, and by that I mean building templates. Sure you train them on the front end, “Oh yeah, this is how you edit a page, put your text.” But to go in the back end, and say, “All right, here’s how you create a template,” they’re creating their own templates, they’re moving modules around, they’re editing. I have never had a client where we’ve shown them WordPress, and then we go back, and, “Here’s how you create your own template”, and they’re like, oh forget that. Whereas here they’re embracing it, so HubSpot all the way.

– That’s right. Okay Craig we’ve got our HubSpot Throwback of the Week, now here’s what HubSpot was announcing 12 months ago This is when they just rolled out the ability to send three follow up emails from a pop-up form submission, and we love pop-up forms.

– And we just take that for granted now. Yeah, of course, they did that was a year ago.

– Incremental change, Kaizen, Craig. Now Craig the Resource of the Week is the marketing and sales lead goal calculator, and this can be used as a google sheet or excel, and it’s how to calculate your SLA with marketing and sales. So most of you that use HubSpot will probably realize that you have if you’ve got your team set up well, you have an SLA between marketing and sales, and people often skip over this, but now they’ve actually created a little resource, which is how to calculate that, and how to come up with the numbers.

– Can I ask you, do any of your clients have an SLA between marketing and sales?

– I’m pushing for it, but no.

– Not one single client of ours does. And I’m not saying that’s a good thing, but I guess I’m just thinking through it, we’ve got some large clients, none of them have an SLA, often their marketing and sales teams get on very well, and maybe we’re just lucky enough to work with successful companies where they just don’t have a problem with that. Or maybe they’re not aggressive enough, I don’t know.

– That’s right, so I had very similar conversation with a customer of ours today. As we start to work more and more with their sales team, I pose a questions that is like what have you as the head of the business proposed to the guys in sales in terms of what you would deliver in terms of leads, I said because knowing everything we know about SLAs and about marketing and sales alignment, and about how HubSpot utilize that in their business, they know that if someone in sales comes in, they’re gonna deliver, they’re gonna have to do X number of leads for this sales rep to work on, to then get a result out the other end. Which I don’t think a lot of people are doing, and I only say this because when I started working with this client, the feedback from the sales team was they almost felt more comfortable saying that they could walk down the street, knocking on doors, getting better results, because they didn’t get opportunities that were generated online that they could follow up.

– And I think what you’re highlighting there is an outbound part of their business, right.? And so our larger clients, they have an outbound team, Well parts of the sales teams are outbound, they’re doing trade shows, they’re doing such a mix of things, and online marketing is part of it, but it’s such a mix, and then they are generally quite successful, so it hasn’t got to the point where marketing is getting the torch put on them, so I think that’s interesting, I wonder what’ll happen in a recession, when that comes, they’ll have a lot more pressure, maybe that’s when the SLA comes in to effect at some of these companies.

– That’s right. Oh hang on when you talk about the SLA, you’ve been talking about the last few years. All right Craig, now Quote of the Week.

– We really need to go to a sage, get a good quote. Who have you chosen?

– I’ve chosen one of our favorites, Brian Halligan, now listeners, Brian Halligan, we had him as a guest on episode 100, and as we approach episode 200, we’ll have someone special again on that episode, but there’s two great quotes, and these quotes came from INBOUND two years ago, and I still think they’re valid. The first one is advice for modern marketers. “Automate the buying process, “users are expecting you to automate their process. “They want a self-service experience with your company.” So that’s the first one, and I wanna say, ever since I heard Brian say that at INBOUND, I’ve been thinking about how do we do this for our clients, but also for ourselves? How do we make it easy for people to buy from us without having for us to get involved? Make it a self-service experience. That’s one, the bonus is advice for modern marketers. “Live in social, you’re not B2B marketers, “you’re H2H marketers. “Human to human, humans live in Snapchat, Instagram, “if you’re not marketing on these sites, “you might as well be marketing in a trash can.”

– I wonder if he’s gonna add TikTok to that list now?

– I’m sure he would. And here we are again, we have these conversations, I know you and me Craig, we have conversations on a weekly basis about people that say “Oh no, my customers would never use Facebook or Instagram” I’m like hang on a second, are they people? And then I kinda go well what are these people doing when they go home or what are they doing in their lunch break. How are they connecting with people, because believe it or not, the world still revolves around while we’re doing business and marketing to people. So I’d encourage you at minimum, and we talk about this, and we do this probably with our clients as a standard is even if you’re not gonna start marketing on Facebook, install the Facebook pixel, collect the data, and then test and measure. All right Craig, now there are some interesting Links of the Week. I like this one, because I saw this one, it’s about how Jeff Bezos phone got hacked. I read the article, I’m not gonna say anything about it, but listeners I would encourage you to go, and have a read of it, and you’ve highlighted a redirect service.

– Your mileage may very but yeah, redirect service, it’s a free one, so be careful ’cause you never know what they’re doing with your privacy there, but yeah, it could be useful to some people.

– Yeah with a URL called redirect.pizza for sure. Well listeners I hope you enjoy this episode, again, please connect with us on LinkedIn, we would love to hear from you, and we would love you to leave a review on Apple Podcast as that will greatly help us. Well Craig until next time.

– Catch you later Ian.

– Thank you for listening to this episode of HubShots. For show notes, resources, HubSpot news including practical strategies you can implement, visit us at hubshots.com

Deeply Powerful HubSpot Marketing Enterprise 2020 Review

Episode 187: Deeply Powerful HubSpot Marketing Enterprise 2020 Review

Welcome to HubShots – APAC’s number 1 HubSpot focussed podcast – where we discuss HubSpot tips & tricks, new features, and strategies for growing your marketing results.

This episode we chat about the new, deeply powerful, HubSpot Marketing Enterprise 2020 re-launch. Plus multi IF/THEN workflow branching.

Listen to the episode here: https://soundcloud.com/hubshots/187-deeply-powerful-hubspot-marketing-enterprise-2020-review/

HubShots, the podcast for marketing managers and sales professionals who use HubSpot, hosted by Ian Jacob from Search & Be Found and Craig Bailey from XEN Systems.

Subscribe to our YouTube channel here: https://www.youtube.com/channel/UCD3Uo4X-IxPJLE8ygPDQhNQ

Subscribe to our Spotify channel here: https://open.spotify.com/show/7oee8w41riN5aRNrLKT2ar

Join the Facebook group here: https://www.facebook.com/groups/hubshots/

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Follow us on Instagram here: https://www.instagram.com/hubshotspodcast/

Follow us on LinkedIn here: https://www.linkedin.com/company/hubshots/

Recorded: Thursday 23 January 2020 | Published: Friday 7 February 2020

Shot 1: Growth Thought of the Week

Welcome to a deeply powerful 2020.

Connect with us personally on LinkedIn:

Connect with Ian on LinkedIn here: https://www.linkedin.com/in/ianjacobau/

Connect with Craig on LinkedIn here: https://www.linkedin.com/in/craigbailey/

Thanks to everyone who has connected with us in the last few weeks.

Shot 2: HubSpot Marketing Feature of the Week

Multi IF/THEN branches in Workflow branches

You can now have multiple branches in an IF/THEN branch:


hubspot multi branch

They are checked in order, and the first that is met will be followed (ie no multi paths being followed).

HubSpot Marketing Enterprise 2020

Deeply Powerful HubSpot Marketing Enterprise 2020:


Kipp Bodnar blog:


Product updates blog:


Although it is branded as new, most of the stuff has been in portals for a while (some in beta). ABM is the main new item and is in beta for a subset of users.

[1] Multi-touch Revenue Attribution

We’ve covered this before in episode 176:


See also:


Reminder about the Attribution Reporting academy course:


[2] Partitioning

We started discussing this back in episode 140:


Keeps getting better. Still can’t partition social channels though.

[3] Account-based Marketing

This looks really good, but is in limited beta – we don’t yet have access. Watch from the 5:26 mark in this video:


[4] Adaptive Testing

We discussed this in episode 182:


It’s about using AI to automate A/B/C/D/… testing

[5] Advanced Targeting in Conversations

This is basically just the new targeting that we have in Popup Forms now being available in Chatflows as well:

hubspot chatflow targeting

Similar to how we mentioned in episode 185 for Popup form targeting, this is really good for allowing ‘Funnels’ of bots:


[6] Higher Capacity

We touched on this in a recent episode, it is just increasing workflows from 500 to 1000 and report widgets on a dashboard from 10 to 20.

It’s Deeply Powerful


A good overview from Moby Siddique on InboundBuzz:


Where does HubSpot fit in the market?

We’ve had a client go down the Marketo path recently, and they are spending a fortune to rip out Pardot and replace it with Marketo. Will be fascinating to see how they go.

Part of the problem HubSpot has is that in corporate mindshare they still aren’t seen as an enterprise tool. Certainly that’s the case in our client’s mind. They’ve chosen Marketo, even though I’m very confident HubSpot Enterprise is a much better fit for them.

Shot 3: HubSpot Sales Feature of the Week

From one of our listeners Scott Ingram

Sales Success Stories Podcast https://top1.fm/

Shot 4: HubSpot Extra of the Week

HubSpot Search Insights Report mini course:


Via this blog post:


Interesting that they never mention the SEO tool – for managing Clusters

Bonus: SEO Recommendations:


Shot 5: HubSpot Gotcha of the Week

The inability for the email drag and drop editor to read the colour settings!

Goodbye to the Links tool:


Shot 6: Marketing Tip of the Week

How to clear the social caches


Shot 7: Insight of the Week

It’s so good to be healthy again.

Be grateful.

Which got us talking about the benefits of Apple Watch and the health features. https://www.apple.com/au/apple-watch-series-5/health/

Shot 8: HubSpot Throwback of the Week

Here’s what HubSpot was announcing 12 months ago:

They were removing Google+ support:


And renaming the Content Strategy tool to be the SEO tool:


Shot 9: Resource of the Week

Google Search Console training video series (from Google):


Shot 10: Quote of the Week

“The obstacle in the path becomes the path. Never forget, within every obstacle is an opportunity to improve our condition.”

― Ryan Holiday, The Obstacle Is the Way: The Timeless Art of Turning Adversity to Advantage

Shot 11: Bonus Links of the Week

Social media stats:


Scaling organic traffic


Please rate and leave us some feedback as this helps us improve and reach more marketers.

Deeply Powerful HubSpot Marketing Enterprise 2020 Review

– Hi everyone, welcome to HubShots, episode 187. In this episode we chat about the new deeply powerful HubSpot Marketing Enterprise 2020 relaunch, plus multi if/then workflow branching. You’re listening to Asia Pacific’s number one HubSpot focused podcast where we discuss HubSpots tips, tricks, strategies, features for growing your marketing and sales results. My name is Ian Jacob from Search and Be Found and with me is Craig Bailey from Zen systems. How are you Craig?

– So good to be back, welcome to 2020. It’s going to be a deeply powerful.

– It’s a deeply powerful year I say.

– It’s a deeply powerful year and. Yeah, and so I know we’re recording this on the 23rd of January, so we’re almost in February, but this is actually our first episode of 2020. So good to be back.

– It is and it’s good to be in good health, Craig.

– It is we’ll chat about that in an upcoming shot.

– Now, growth thought of the week, Craig is for us to connect better, is it?

– Yes, so thanks to everyone who’s connected with us personally on LinkedIn, we just put a bit of a shout out in the last couple of episodes connect with us on LinkedIn and a whole bunch of people did, and were very kind.

– Yes.

– And said very nice things.

– Yes.

– And I’m proud about that. So thank you and if you haven’t yet, we’ve got links in the show notes, please connect with both of us on LinkedIn, we’d love to chat with you.

– And just search for us in LinkedIn, right? Ian Jacob or Craig Bailey, actually both not either or. Okay, onto our HubSpot marketing feature of the week, Craig. And this is something that kind of got slipped in.

– This is gone in under the radar. And this really is much more exciting for me because when we were planning the show, we’re like, “Oh, let’s talk about “the new deeply powerful HubSpot marketing enterprise 2020.”

– But then I showed you some deeply powerful if then branching and workflows that got you excited.

– This has got me really excited, so let’s talk about this. This is an awesome feature. I don’t know why they aren’t sharing about this.

– Maybe they’ll show a shout out about it in seven days time .

– Maybe they will. But and this is in prior right? This is not even you don’t even need enterprise for this.

– Exactly.

– But basically listeners what you get if you haven’t seen it already is when you’re doing an if/then branch previously you can have if/then and it was yes or no. Now you can have multiple yes options. So you go if this or this or this or this or this, otherwise go to the no brands so you can have up to 20 branches.

– Which is pretty phenomenal.

– It’s fantastic and this is going to save so much frustration.

– I know.

– We’ve all seen those workflows when they have if/then branch.

– They did .

– If/then and then it goes to another if/then, then have like, this massive thing that’s.

– I know.

– Really wide .

– I was actually just thinking of a customer, as I did that. Now I’m gonna go back and probably use this new feature in reaching the whole workflow.

– Absolutely right. And we also use child workflows and times to get around this.

– Yes.

– So we kind of atomize little workflow components and then we just basically show the child.

– Call the child, yes.

– We’re will we definitely using this for a number of our clients, so thank you HubSpot for this.

– And I guess the takeaway from this is actually go and review your workflows, and check to see if you can make some improvements to it. Because, as you probably know, we’ve been talking about closing loops and so on. So you know that’s within the sales part of workflows. But here’s a great example, you can clean stuff up, make it cleaner, make it better, and keep improving.

– Refactoring workflows.

– Yes.

– Should be a key place, because it is probably one of the main things that changes. I wouldn’t say go back and refactor landing pages and refactor forms and all this kind of thing. But workflows are a good candidate for that. You know, in code, there’s this idea of code dead and after a while, after years of using kind of built up all these workflows that have kind of no one knows what the hell they’re doing, they’re sitting there and no one wants to touch them. Really, if you’re doing regular maintenance and refactoring on your workflows, just keeps them nice and efficient. And when features like this, come in, here’s the perfect excuse to go in and review some of your most complex workflows.

– I think now’s a great time of the year to actually go through and review your workflows and just have a, I guess one tip is make sure you have a good naming conventions, be probably using, you should be using folders to organize stuff. But also renaming stuff just to make sure that you actually got them. You are the ones you want to actually look at. Or maybe phase out. Well you can, yeah.

– Names are appropriate.

– You can turn off workflows. So I actually went through our own portal over the Christmas break and I actually turned off a whole ton of workflows that were just no longer doing anything. You know, they had triggers, there were for campaigns.

– Yes.

– So back, you know, years ago and yeah, I cleaned it up, I’ve really reduced and because you know, in the list because you can just not show inactive, ones.

– Yes.

– And the active ones makes a lot neater.

– Excellent. All right, onto our deep but powerful HubSpot marking Enterprise 2020 review, Craig.

– It’s deeply powerful a little Easter egg for listeners go onto deeplypowerful.com, tell me what you find. Anyway, moving on. So, HubSpot, and you know, Mobi Inbounder has had a good, I’m going to say a take down

– A take down, yes.

– Or not actually, let me take that back, a bit of a take down of my kiddo actually correct. And Adobe brought some Adobe products, which I don’t disagree with, I have to say. But yeah, talking about HubSpot’s, relaunch, or kind of bundling of a bunch of enterprise features and relaunching it because and we’re going to go through a few of them in the coming minutes. But really, they’ve taken a whole bunch of things that have been there for ages, or are still just in beta, by the way, one of them ABM.

– Okay.

– It’s, that’s still in beta for a small, like, it’s not actually available to most people. And then other things like increasing limits, they’ve called that out as part of the deeply powerful HubSpot, right. That’s just like, what? Anyway, this is marketing at its finest, this is HubSpot doing, you know.

– A great bit of marketing.

– A great marketing and bundling a whole bunch of features up, but it’s also about positioning. And I guess we’ll get to that after we talk about just what the components are of this enterprise relaunch.

– Now multi touch revenue attribution is being one of the biggest things and we covered this back in Episode 176. So I think this is one of those things where you can really tie things down to where your efforts are being utilized, and whether that’s actually producing revenue. Now, one thing I did like about this update, which I saw was, they actually had the common things that marketers would want in the revenue attribution reporting, which you could select, so they had they always pre selections and the other part was, if you wanted something really specific, you could go and select that and create the report yourself. So you know, there’s some great time saving features just in that alone to show value.

– That’s right. This is very powerful, this is useful, this is revenue attribution. It’s very powerful and it’s very easy to use. And if we look at Kip Badan as Bob Post where he amongst a cast thousands it’s almost like didn’t anyone in HubSpot not promote this on social on blogs?

– It’s very well orchestrated,

– It’s really well orchestrated and as Mobi talks about it in his podcast is like we can learn from how HubSpot coordinate these things. We’ve talked about it previously, in the past when you know, they acquired PieSync it’s like, all you ever saw on LinkedIn was pricing, pricing, pricing. But here’s another one, it’s they’ve really done a good job of getting the news out on this one. But yeah, this is a good feature and it is really easy to use and it does compare to other products out in the market, but it’s easier to use.

– Yes

– And as maybe talks about the beginning from Marquette. Oh, of course, and I’ve got a bit of a comment later when we talked about one of our clients going down the Marquette path.

– Correct.

– But yeah, revenue attribution. It’s really good, but it’s been there for a while.

– Yeah.

– Sounds like this has just been launched and as you said, we talked about it months ago.

– Correct and there is a really great academy course about attribution reporting, which we’ll put a link to so encourage you to have a look at that. Now, number two, Craig is partitioning. And we talked about this back in Episode 140.

– That’s when we first talked about it. And that’s when the HubSpot, we’re rolling it out more than a year ago, partitioning, and it’s got better and better. And so I think it is pretty feature complete, there’s still a few things like you know, your competition, social channels. This is a frustration for one of our clients, their own enterprise, but they’ve got a UK sort of social channels, and then also a local one, and they want the UK team to only see the UK social channel . We can’t actually partition that yet, I’m hoping that’s coming. But it’s one of those things that’s problematic because that’s almost partitioning in settings versus partitioning in the social.

– That’s exactly right, yes.

– So it’s a bit of a work for them to do there.

– And you know, like anything just like it, they have been working through the interface design and updating, you know I think it’s just time, it’s just incremental progress. And we will see this happen, I’m sure.

– I agree, I’m pretty sure we will. But their partitioning tool is now very good. And remember, even probably when we were talking about it back in 140, we talked about issues like, if someone could only be in one sub team.

– Yes.

– And a thing like that, they fixed all of that, all those issues that we had, then it’s really it’s nice. It’s quite a mature offering there in partitioning.

– Okay, and the next one we’re going to talk about is account based marketing. And this is in beta so not everybody will have it.

– We don’t have access to it and I’d love to talk about it. All we can do is refer you to a video on the product updates blog.

– That’s right And also I guess for you to know, note, it’s not just enterprise only feature this is actually, works in marketing professional too, it said in the video.

– Fantastic.

– So with that there’s obviously particular properties that they collect, which you can see in the contact record, and there’s reporting around ABM. So I guess if you are interested or you are doing ABM account based marketing, I would definitely request that feature to be added.

– Yeah, look, I’m gonna request it because a number of our clients talk about this and.

– Absolutely

– When we talk about our Marqueta client in a few minutes. That’s this ABM and recording with the two key things and they didn’t feel that HubSpot could deliver it. So they went to Marqueta, and I’m, anyway, we’ll get to that.

– All right, and number four adaptive testing. And we’ve discussed this in Episode 182. And it’s all about artificial intelligence to automate the testing and then choosing the winners. So in the video that you will probably see they talk about AB testing being flawed, one because we have to choose we choose between two choices, we split the traffic evenly. And then we have to kind of work out which one’s the one that’s working where this way we let that artificial intelligence work it out for us based on the different things we want to test and change to test out. Number five Craig advanced targeting in conversations. So this is good or actually, it’s really more around chat flows, which I guess feed into conversations. So a couple of episodes ago, we talked about how we love the new behavioral targeting.

– Correct.

– On lead forms, I mean, pop up forms, I still call lead flows, where not only could you have normal URL tagging, but you have behavioral targeting. And in that episode we talked about, well, you can basically create funnels of forms because you can have if they’ve filled out this particular form, they go into a list.

– Yes.

– And then of course, you use that as an exclusion so that they may no longer see that pop up form, they see a different pop up forms, you can have funnels. Well, now they’ve added that also to chat flows. What I find interesting though, is and I may have misunderstood this, but it seems like this is only available in enterprise. Like if you’ve got chat flows, it’s only available in enterprise whereas that whole same targeting is available.

– In professional.

– In professional, in late forms, in pop up forms. So there’s kind of an inconverted there, but.

– You’re right.

– Again, I’m glad to see this target. If you’ve got enterprise happy days, you know, you can make those consistent funnels really.

– Funnels, yes.

– And run them across all your pop up forms, and chat flies.

– All right. And then finally, we saw high capacity. And we touched on this in recent episodes, where they’ve increased workflows from 500 to 1000 and report widgets from the dashboard from 10 to 20.

– I mean, that’s great. I don’t know if it’s worthy of you know, I think they’re scraping the bottom of the barrel like, “We’ve gotta get another feature into the HubSpot,” sorry, that, the deeply powerful HubSpot marketing enterprise 2020 launch. And so they decided to go increase capacities as number six.

– That’s right. So Craig, knowing all these features, and there are many more features in enterprise, that people are using or have the ability use, but where does HubSpot fit in the market? When we when we’re talking about this? Where does it fit?

– Okay, so I think it’s no, it’s pretty clear that, well gunning for enterprise I think as Mobi, and many others have said, they’ve got Marqueta in their sites probably part out as well. They are looking to go into that enterprise market. And you know, their ease of use, I think is in some ways, their hurdle, because when you’re in corporate, and I think Kipps Post talks to this.

– Yes.

– It’s kind of like, well, if it’s an enterprise tool, it’s got to be clunky and hard to use, and complex I’ve got to get a whole team in and I need, you know, a whole bunch of expensive consultants. Otherwise, it’s not really an enterprise tool. And when you see HubSpot, you know, you do a demo, and you can kind of show it in five minutes. It’s kind of like, “Ah, oh, well, it’s probably “pretty simple,” you know, it’s not, where we’re after something we don’t understand. I joke but I think that’s a corporate mentality. There’s almost a, there’s almost a comfort in knowing that it’s too complex.

– You know what I think you probably hit the nail on the head there. And I’ve had a similar experience talking to a large organization recently. Where there we’re suggested that they should use Salesforce and they should use Marketing Cloud. And one of the things was usability, they were like, we just, we looked at him, like, how do we use this? Like, we’re going to need some very specialized help to actually use the system and get the most out of it. And one of the reasons they were keen to have a look at HubSpot was can we use it? Is our ability to use it and get the results we need, and have people across the organization use it all the time? That was a really key component in the proof of concept.

– Right.

– So there you go.

– But that’s good. And that is representative of the shift in mindset that we’re seeing in corporate and enterprise. People are starting to go, “Well, you know what, “it shouldn’t be complex,” and that’s what Brian Halligan has been saying for ages and of others at HubSpot. It should be easy to use and people are starting to now feel like and look I had to use the iPhone as an example, but you know, it took a while for people to get, “Well hang on, “it’s a really cool tool, we can use them in enterprise “where it’s got that consumer usability.” Everyone expects that now. So now even with enterprise software, they want it to be easy to use and this is where HubSpot comes in. So that’s, what I’m going to say is mindset is changing, but in some ways, being easy to use, there’s still a whole segment that it will find that off putting they want the complexity, because that’s what they used to. But it is changing. So pros and cons. But in terms of where they’re positioning in the market, yeah, I think they are going after these big enterprise tools and the ease of use, and why they calling it deeply powerful is for exactly that reason, to show that it’s actually not a simplistic tool. When I think of my client, I just had a client who we’ve built their, this is a multinational global company in, I don’t know, more than 40 countries. We’ve built their website in HubSpot CMS. They use Pardot currently for the marketing automation and Salesforce for their CRM, they are checking out Pardot because they hate it. But they’re replacing it with Marqueta. And even though we’ve done multiple demos, we’ve had the HubSpot team in there doing demos about HubSpot enterprise, they were adamant that they wanted to go with Marqueta, they just felt it had far more sophisticated features set on attribution and account based marketing. Sorry, I was just having a mental blank there. Campaigns tracking because they’re getting visible, and things like that, bringing all these clunky tools together trying to get working with Salesforce, our social no, I haven’t thought about that yet. Our events, we haven’t thought about that yet. Anyway, this is a half a million dollar project that they’re putting in place to roll out Marqueta and then get a Marqueta partner in for the next nine months to set it up and implement it. And I’m just going to be fascinated to see how this rolls out because compared to how easy it would be to achieve a lot of what they want in HubSpot. I’m just kind of bewildered and I know a bunch of the guys on the HubSpot’s sales team, are just scratching their heads going, “What are they gonna do?” Because they love HubSpot for the CMS. They love the website. They love even getting they’re making changes. They’re going to try and implement Marqueta with that and keep, anyway, we’ll see how it goes. I find it frustrating, but then I use this as an example of that mind share, they’re just so fixated on, “Oh this really complex toppler, “top of the line premium system,” I think they’re going to be disappointed and ultimately pay.

– They’ll get something Craig, it’s just that well, what they will get what they want out of it is another question.

– You know, they might get comfort from all that money they paid, “We paid so much money, it must be good, “must be working for it and we’re happy.” I don’t know, let’s see.

– All right on to our HubSpot sales pitch of the week, Craig, shout out to Scott Ingram, who connected with us after this podcast, and I discovered he had a podcast called Sales Success Stories. And I have actually been listening to Episode 84 where he had someone caller Carl Crews, and he was talking about successful selling in a small company. And it was really fascinating. So he basically interviews the top 1% of sales leaders in organizations. And I have found it deeply encouraging and insightful just to learn for myself. So Scott, thanks for connecting with us and then also introducing this podcast to us. So listeners, have a listen. I’ll put a link in there, it’s called Sales Success Stories. All right, onto HubSpot extra of the week, Craig.

– You know, we spoke back I think in November, you told me that everyone at Apple.

– Yes.

– The first hour of the day, they do training every day.

– Yes.

– And at the time, I was astounded. And I said, “You know what? “I’m going to do that with my team,” anyway, for the entire January.

– Yes.

– The first hour of every day we just spend training. So we’ve been going through a lot of the HubSpot Academy courses.

– Right.

– And a few other courses.

– Yep.

– It is working really well. Everyone in the team loves it. We’re just learning so much stuff I’ve actually been going back through, because I’m doing it as well. I’m going back through the content strategy courses and the certification and they’ve got a bunch of these mini courses. The one I’m going to shout out today is the Search Insights Report mini course, and found this through a blog post recently by Ajah, by the way, she’s awesome.

– She is.

– Yeah, but she’s got this mini course as well. And it’s all about how they, I mean HubSpot, manage their clusters and the keyword research and pulling it all together into spreadsheets. So that’s what I’m going to recommend. I think it’s a great little course and I’ve actually been implying this because I’m doing a whole review for one of our businesses, a whole SEO review, content strategy review. I’ve gone through every single blog post. I’m looking how it feeds into clusters, I’m really embracing this whole hub and spoke model and using clusters and I’m actually putting a whole strategy around it. Now why would that sound strange? It’s because as you know, it’s like Palmer’s bathrooms, right? Or cobblers, cobbler’s shoes, right?. What else? Mechanic’s car, right? We never do it for ourselves, I’m doing it for ourselves and that’s a result of training.

– Yes.

– Coz training’s motivated me and we’re doing it and it’s really good.

– That is fantastic to hear, Craig, well done and well done to your team. All right HubSpot gotcha all the way Craig. I want to highlight this because we were onboarding somebody that has upgraded from mapping status to professional who was setting it up, setting all the standard colors in the email tool, putting the addresses and so on. And then my client tells me she goes, “Why do I have to keep changing these colors? “Can we just set this up once in the drag and drop editor?” And I thought, yeah, that seems pretty reasonable. Anyway, tried to do it. Make sure I’ve actually set all these things up correctly. Check colors are all good. My scratching my head, I’m like, “What’s going on here?” Anyway, on HubSpot support, which we love, and I find out, Oh, in there is an ability, there is an inability in the email, drag and drop editor, to read the color settings. So they actually have a feature, someone’s put in a feature request to make sure that it actually reads it from the color settings.

– Hang on, that’s not a feature request, that’s a bug. Surely that’s a bug.

– So I had to upload it. Anyway, I have upgraded this, hopefully we’ll see it soon. But here’s a thing for listeners. Now I know and some people are using Marketing Started probably doesn’t matter so much, because going from nothing to using something is a massive step. And you know what the default templates and the text and everything is actually really nice. When you start to go, I need these particular color links, or I need this to be like this and you’re very particular about your brand, this is when you’re going to have in probably, gonna have problems and you’re gonna have to either have one email that you keep cloning and editing, or you’re gonna have to keep redoing those colors and fonts every time you do it.

– Look, surely that’s a bug. I can’t believe .

– I wouldn’t say. I wouldn’t say so but.

– And what are they expecting, thanks, when they implement that feature?

– Hey, that’s going to be a new marketing professional feature, right? out of any deeply.

– Now Craig, you did mention there is a good buy to the links to in HubSpot, which is actually has gone away.

– Yeah, the gotcha is, did anyone actually know about it?

– That’s why it’s gone away.

– Yeah, and I think that probably the least missed feature there. I did occasionally used to look at that, but I haven’t tried it, so it’s good.

– You know, I you know what, I’ll get it. I’m gonna divert from our conversation here. I’m going to relate this to cars. Got a Mazda CX nine, which my wife drives, and it has a head up display, now ever since we’ve had the car, every time it goes in for service, they do a software update, and my head up display changes. So I’m a bit of a con that as most of you probably realize, I love having, reading different bits of information. So I like, you know, the engine revs on the head, the engine revs on the head up display, they had this speed, they have navigation. So here I am, I go to the service. So this is like the second time it’s happened, I go back to the service. I gotta go to service, pick the car up, turn on the car. I’m like, hang on, where’s my attacker disappeared to on the head up display? Anyway, they’re going, “Oh, yeah, that’s strange.” Call the service guy back out, he’s like, “Oh, yeah, okay.” He’s like, making sure the software is up to date. “Yep, okay, cool.” Anyway, I’m like, “Okay, can you just go check on a new car “that you have that this is the case?” Oh yeah, it’s the same thing. Anyway, they’ve discovered obviously in the head up display, what information is the most important that people utilize. And that’s relevant when they’re driving, right? So there’s a speed indicator. There’s the speed limit display, and there’s a whole bunch of other things. So it’s really interesting in this whole time that we’ve had the car which has been for the last three years, that has changed pretty much every time we’ve gone in for a service, because they’re constantly monitoring, what’s actually giving value to people in the head up display unit. And to me, I’m like, “Wow, that’s really interesting,” that car manufacturers are doing this, and constantly updating stuff, so anyway.

– I find that interesting. First of all, how do they work out, what’s the most useful? Like is there any feedback that you provide that says, you use this on head up starter?

– I am pretty sure that when cars go in for service, and they plug in their computers to read the diagnostics, they would read what’s actually being utilized on the head up display.

– Oh, you can actually configure it yourself?

– Yes, there are certain things you can configure there’s show and not show.

– All right. So you configure it, but then when you go back, they’ve changed it on you.

– Correct.

– Wow, so.

– And they’ve taken features out.

– So that’s a bad experience shurely.

– I think so .

– What’s different from that just being in a piece of software, is that the head up display is to help you when you’re driving.

– Correct.

– So basically, you’re going to be driving, and go “Oh, hang on, we’re is it? “Oh distracted, oh, hang on,” and you’ll be fixated on the head up display drive into the back of something, it’s possibly a safety issue, removing something like that.

– Look, it’s the tacker, right? So it’s not that important, really the speed.

– No, no, I’m not talking say specifically of the tacker, I’m just saying the concept of changing what you’re used to, and perhaps even they change the position of something you’re used to using the head of which is going to When they change, it’s like that’s a distraction.

– True and so in saying that they actually have changed the placement of certain things. And I guess you don’t fully understand until you until you start using the different systems in the car. And then you realize, oh that’s why this has moved to this particular place. And then you go, “Oh that makes sense now,” but in the initial instance, you kind of like, “What just happened here?” But you know, here you go, the perfect example and I just see this happening across the board. Now back from my total divergents about talking about cars. Marketing tip of the week, Craig. How to use social cases. Now why should we worry about this?

– Look, I think we talked about this every 20 or 30 episodes or so what we run in a client’s posted something on a blog post, I shared it to Facebook. Then they change the blog post and they go and share it back on Facebook again, but it’s really got the old thing that had an error or a typo or something like that. And so we talk about the Facebook debugger.

– That’s right.

– How it’s linked in order to get what is one anyway, so we, this comes up ever again, so I think we should just have a recurring mention of this.

– We should create recurring tasks .

– Recurring shots, and here’s just another post about it. So if you ever have those issues, where you share something on a social channel, and it’s not showing how you feel it should because you’ve already changed the blog post.

– Exactly.

– Check this post will give you links.

– When titles and image changes but then it doesn’t pick it up. All right now inside of the week, Craig and for 2020 I think you’ve learned the value of it’s good to be healthy because I think you started this year really very sick.

– I’ve been very sick yeah, I had sickle cell, been in the long time.

– I know you’ve been ever since I’ve known you.

– Yeah, because I actually have to go to the doctor.

– That’s right.

– That’s how bad anyway, I got wallow in that but the reason why I mention it is because I am so grateful, when the great thing about when, you get well again is you just feel so happy and appreciate good health. So be grateful, don’t take it for granted. Yeah, I just think, attitude of gratitude kind of thing.

– That’s right.

– I don’t want to be too cliche answer so, that.

– And you know what, after your little episode, and we’re going to highlight we started talking about the health benefits of having an Apple Watch and what that means. I’ve put a link in the show notes about the Apple Watch and the health features, which I think you know what? Pretty good, because I use an Apple, I’ve been using Apple Watch for a while and I really enjoy the health features and benefits out of that. Just to keep a track and be aware to myself, it’s like, like my head up display. Time to breathe, time to stand up, time to move some more so getting stuck, it

– Does it have a prompt to be grateful?

– I’m sure we could make one up, Craig.

– Is it after that and the deeply powerful level watch, there we go.

– All right on to HubSpot, sorry HubShots throwback of the week, Craig. Now 12 months ago, what was HubSpot announcing?

– I like to go back to Atlanta to, you know, when they we’re announcing, the end of support for Google Plus.

– Wow.

– Remember Google Plus?

– I know, seemed like it eternity, and also, they had renamed the content strategy tool to what we know now as the SEO tool.

– Yeah, which I’ve been getting into for the classes of pace, by the way I forgot to mention this when we were chatting about I was giving that call out to the search engine or search insights report course because that’s all around clusters, but nothing in that academy courses about using the SEO tool, probably because it’s not applicable for HubSpot itself. And they’ve got so many clusters.

– Yes

– And so many things but yeah, they didn’t even mention it. And I wonder, I’d love to know the telemetry on that SEO tool. They’re putting this SEO recommendations based now. Which is correct, which is actually quite good.

– Yes.

– But they’ve got the topics part and this cluster thing, it’s just no one’s taking it.

– Okay.

– I don’t think people are embracing it. So be interesting to see how long that stays around.

– Now we have a resource of the week, Craig, which is a Google Search console training video series. And this is actually from Google, on the webmaster blog. So I’d encourage you to look at that, I think this is actually important, there are actually features being added to this tool pretty much, probably weekly. So I would encourage people to actually to get skilled up on it and utilize the tools that you’re given because you’ll be amazed at the things you can find out from using Google Webmaster.

– Yeah, this course is really good and shout out to Edwards on my team who went through this training and it’s just a search console for our clients now. And it’s such a wonderful tool, Google’s search console. This training just brings it makes it really easy to use.

– And finally, Craig, our quote of the week, and this is from Ryan Holiday, from his book, The Obstacle is The Way. The time must art of turning adversity to advantage. The obstacle in the path becomes the path. Never forget, with every obstacle is an opportunity to improve our condition, deeply powerful. Now listeners we’d love you to leave us a review on Apple podcasts and we would love if you would connect with us on LinkedIn. So just search Craig Bailey and Ian Jacob, and connect with us and let us know, we loved hearing from all the people. So shout out to you know who you are. And I’ve actually had conversation with some of you. We really do appreciate your listening and we really hope that you guys have your best year ever and make 2020 a real year of setting foundations that will take you for this next decade. Well, Craig, until next time.

– Catch you later Ian.

– Hey there thanks for listening to this episode of HubShots. For show notes and the latest HubSpot news and tips please visit us at hubshots.com.