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Episode 191 Workflows are all Go, Chrome Third Party Cookie pani

Episode 191: Workflows are all Go, Chrome Third Party Cookie panic

Welcome to HubShots Episode 191: Workflows are all Go, Chrome Third Party Cookie panic

This episode we chat about Workflow Go Actions, Third Party Cookies and what Chrome’s upcoming crackdown on them means, plus Instagram ECommerce. Oh, and McMuffins!

Listen to the episode here: https://soundcloud.com/hubshots/episode-191-workflows-are-all-go-chrome-third-party-cookie-panic/

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

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.

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Recorded: Thursday 20 February 2020 | Published: Friday 28 February 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/


Shot 2: HubSpot Marketing Feature of the Week

Workflow Go Actions now in Contacts!

hubspot go action

Action: review and clean up your workflows!

Shot 3: HubSpot Sales Feature of the Week

Collecting an organisation specific lead source as a contact property (like HubShots lead source), in a dropdown. Why?  Because you may want to track other activities, like radio, magazine ads, foot traffic, partner referrals etc.

One way we have used it is when people don’t convert on the builder’s website we use that to remarket to potential customers to visit the display home and get the sales team in the home to ask where people found them.

Shot 4: HubSpot Extra of the Week

HubSpot and cookies:


What did Google and Apple announce?

Google announced a new version of Chrome last year that would stop sending third-party cookies in cross-site requests unless they’re secured and flagged using an IETF standard called SameSite.

Apple, at their developer conference last June, announced a new version of Intelligent Prevention Tracking: the system that limits ad functionality on its native browser, Safari. The new version cracks down on first-party cookies.”

Nothing to worry about in terms of Hubspot tracking script in Chrome.

However, for Safari:

“The biggest change with the newest ITP update is that first party cookies stored in Safari that are unused for seven days will be deleted. This means that visitors who don’t return to your website within seven days will look like new visitors to HubSpot (or any other analytics tool). That means that your “unique visitor” or “new visitor” metrics may rise. In addition, you’ll likely see less browsing history in the contact records of Safari users.”

Shot 5: HubSpot Gotcha of the Week

Notifications for assigning Support Forms into Conversations


Thanks to Chris Higgins from Electric Monk who alerted us to this one.


Checking this further in Slack – we get notifications of team inbox email conversations, but not for support form conversations.

Doesn’t seem to be an option for it yet:

hubspot conversation notifications

Shot 6: Marketing Tip of the Week

Brand reinforcement


4. Iconic Stacks McMuffin Situ 1

Shot 7: Insight of the Week

Instagram ecommerce example


Just wait until Instagram adds native payment within the platform

Shot 8: HubSpot Throwback of the Week

Improved suggestions in SEO  &

Create automated emails faster with plain text emails in Workflows

And how far we have come since then!

Shot 9: Resource of the Week

Yet another Chrome SEO extension


Quick way to see top level items including Title, Headers, images, internal links.

Shot 10: Quote of the Week

“It’s not an experiment if you know it’s going to work. “

  • Jeff Bezos


“We see our customers as invited guests to a party, and we are the hosts. It’s our job every day to make every important aspect of the customer experience a little bit better. “

  • Jeff Bezos

Shot 11: Podcast Episode of the Week


Enjoyed listening to David Selinger’s story.

  • He was an early employee at Amazon — working under Jeff Bezos
  • He co-founded Redfin (now a $2.4 billion company)
  • He is now inventing the next BIG thing in home security

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

Episode 191 Workflows are all Go, Chrome Third Party Cookie pani

– [Ian] Hi Everyone, welcome to HubShots, episode 191. In this episode, we chat about workflow go actions, third-party cookies, and what Chrome’s upcoming crackdown on them means, plus Instagram E-commerce. And oh, Craig, I’m feeling like a McMuffin. You’re listening to Asia-Pacific’s number one, HubSpot focus podcast, where we discuss HubSpot’s tips, tricks, features and strategies for growing your sales and marketing results. My name is Ian Jacob from Search & Be Found, and with me is Craig Bailey from XEN Systems. Hi Craig.

– [Craig] Well good but you’ve got me thinking about McMuffins now, and so coming up in shot seven, we’re gonna talk about quite a brilliant.

– [Ian] The billboard.

– [Craig] Branding billboard ad.

– [Ian] Now listeners, thank you for those who have connected with us on LinkedIn. And if you haven’t, please connect with us and send us a note to say that you listen so that we know that you’ve actually listened to the podcast. That would greatly help us. Because we love to help you guys.

– [Craig] Hey, have you had many connections lately?

– [Ian] I’ve had a couple Craig, but I.

– [Craig] I’ve had so many people connecting with me on LinkedIn, and I’m like, “Oh wow.”

– [Ian] You’re famous Craig.

– [Craig] Well, but then, I would say probably 80% of them. Then, as soon as I connect, they reply, “Oh, thanks for connecting here. “I’m gonna sell something at you,” and.

– [Ian] Yeah, yeah, that’s happened.

– [Craig] I was like, why is this suddenly rammed up in this, someone found the LinkedIn profile we put in the show notes. I’m just getting spammed, I don’t know why it’s picked up, anyway.

– [Ian] So Craig…

– [Craig] Well just let me say to the nice listeners who have connected, I do appreciate connecting with you. Thank you and for the nice comments.

– And for not immediately trying to sell me something.

– [Ian] And Craig, our growth thought of the week, what do you think that should be? I think you should be focus. And why I say is like we’re halfway through a quarter essentially, in 2020, and I just want people to understand that it’s really important to stay focused, because you might have started with some great plans. And you might be thinking, I’m thinking about what’s coming up, and actually forgetting about what’s actually important now. So, I really wanna encourage people stay focused, go back and review your plans. Pull that sheet of paper out that you wrote plans on. If you’ve got it on your computer, stick it somewhere, I now noticed, you, Craig, have stuck it right in front of your monitor. So, it’s right in your field of vision, and I think it’s great. Just need to refocus, be aware of what you need to do, and say no stuff, you’ve told me that I really well, so thank you.

– [Craig] Oh wow, and thank you for reminding me about that. And of course, I’ve just had a weekend away with my business coach, and getting back to focus on things, and that’s why I’ve got it stuck right above my monitor, the 10 key things, that I need to focus on. And you’re absolutely right, the key to focus is saying no to more things.

– [Ian] All right, Craig, have a swap marketing feature of the week, and we love this, don’t we? And I just stumbled upon this recently when I was fixing up a workflow for a customer of ours, and I saw the go action in contact work was, I got so excited, Craig.

– [Craig] Oh, I know, and so listeners, if you’re a new HubSpot customer, you might have had this in your portal for a while, even in contact workflows and you’ll be thinking, what has been here for ages, how come, it’s the two turkeys podcast.

– [Ian] The two turkeys good.

– [Craig] Well, here’s the situation. HubSpot has basically replaced their workflow engine for contacts over the past year and so why I don’t know when it’s, I think it was even like the middle of last year. They’ve got a new workflow engine for contacts. So if you you had a portal last year, a new portal then, you got the new workflow engine underneath it. But for those of us who have had HubSpot for many years, we’ve had the old one while they’ve tested thoroughly that moving things over to us legacy users, I guess, doesn’t break anything. And I have to say it’s been seamless. If didn’t know about this back channel kind of explanation of what’s been going on I would have had no idea. But we finally got it in our own contact right place. It’s actually been in deals and other workflows for a while. But yeah, it’s just contact. So all the old HubSpot diehards, we’ve got it now. Yay.

– [Ian] So Dharmesh, if you’re listening, thank you. Thank you to the product team and the development team, they’ve done a great job.

– [Craig] I have to say things like this the migration people, you and I are both software engineers and our backgrounds. So we realize the amount of work that goes on to make something appear like nothing has changed, but it actually has. This is pretty good. I’ve had no side effects. I haven’t noticed any problems with it. It’s yeah, it’s really good.

– [Ian] All right, Craig HubSpot sales pitch of the week. And I want to say this is about collecting organization specific lead sources as a contact property. So generally, I would name this in the show notes. I put one as the HubShots, lead source. So you make it specific to your business. And have a drop down with the particular lead sources that you would want to track. So for example, I’ll use an example as being a builder that we work with. They run radio ads, they run magazine ads, have display homes that people walk into in a display village, plus a few other things, referrals being another one, let’s say. So we track this because one thing that I’ve been doing is, people land on the side, they look around, they don’t convert, they don’t put a contact form in. We actually run a remarketing ad to tell those people to visit a display home. And it’s really clear, visit one of our displays, click the link here’s the locations. And then what we did was we put this in this particular contact property and we train the sales team in the display house, to when people walked in, they say oh, how did you find us? And then when they asked that question, some people would say, oh, I looked, I saw social ad, or I saw, I saw you on a search. But how we check the effectiveness of the ad was they say I actually saw an ad to visit the display home. And so I know it’s working. So that’s why I said, this is really key to understanding how people are finding you. And if it if people are actually calling then that should be another one that’s in that list that whoever answers the phone, as she writes, that selects as an option, but then actually asked the question, a great way to understand which channel is producing results for you.

– [Craig] That’s a really good tip. And a really good example of combining the online and offline because that’s an offline activity really, coming into the spy home. And also a lot of times, we can’t connect the dots, it’s like oh, I saw you TV, I saw you on a bus, I saw you on a billboard, which might be coming up with later. So it’s about closing that loop really. And I think what I really liked about you mentioning is that that then validated or confirmed that budget should continue to be spent in those channels because you’re actually getting that verification that it worked.

– [Ian] So you know, it’s really interesting, I was doing this little exercise with a customer of ours this week, because they changed their provider who was running some Facebook ads. And what they were doing was they were running the ads, they don’t they don’t HubSpot users. They’re running ads contacts were coming in. So telling, telling the business we’re working with, oh look, there’s 10 contacts come in and say all right, but in our list, because the last conversion point was the next day, they think the last conversion, but first conversion point was Facebook. So thinking I’m going to attribute that but then what we found out when we looked at the contacts and we create a list saying are they actually interacted with this Facebook campaign, we actually found out half of those leads already existed in HubSpot from different sources somewhere walk ins, some had come from organic search some had come from a paid Google ad. But their last touch essentially for those five was a Facebook ad. So it was really interesting because they were saying, well, we’ve just got 10 leads, but no, they really got five and the other priority there. So it’s really interesting because you see people have these multiple touch points along their journey and people forget like, in HubSpot, we’re always looking at the first touch. But if you’re running ads or you’re looking at attribution, you’ll actually see there are multiple touch points along their journey that people have before they even maybe inquire with you. All right onto a HubSpot extra of the week Craig. HubSpot and cookies now, you know what some people would ask me about this? What is going on with cookies?

– [Craig] I’ve had a few clients, a few savvy clients actually asked about this because they’ve heard that Chrome is cracking down on third party cookies. And so then they understandably think oh well, third party cookie. That’s from a site that isn’t my site. So therefore, HubSpot script tracking script that’s from a different site that’s not going to work on my site. Our Google Analytics isn’t going to work Facebook pixels, not going to work et cetera, et cetera. So they get quite concerned understandably, about this. So nothing to worry about in HubSpot tracking, the new Chrome update, not going to be a problem. But we’re going to link to a blog post that I already wrote on the HubSpot blog, where he breaks this down. And it’s perfect for sending to your boss or to anyone on the team that’s worried about it. He describes and explains the difference between first and third party cookies. He looks at what Chrome’s requiring, which is basically an update to how you mark the cookie to mention that for security annotation. And then he also just makes mention of Safari’s crackdown on cookies, which is actually far more impactful. It still will track but the problem with Safari is it actually deletes those cookies, after seven days. So it means if you’re tracking visitors, Safari visitors, and they come back two weeks later, it’ll actually look like a new visitor. So we lose a bit of tracking on Safari. Interestingly, in their, their blog posts, this is our but Safari is a distant fourth in terms of browser usage globally. I’m like, yeah, I don’t know if this is just anecdotal confirmation bias. But I’ve been noticing when we’re in our clients with our clients, when we’re digging through the good quality leads, quite often they’re Safari users. So volume might be lower, but quality. I think maybe that’s just the clients we work with. But that does concern me. So I don’t as easily dismiss Safari users are not being a problem that that’s cracking down. But the summary is nothing to be worried about in terms of tracking for HubSpot tracking, or Google Analytics tracking. And there’s a really good blog post that spells it all out if you want the details.

– [Ian] Really interesting considering Google has analytics and lots of analytics group style scripts running on track conversion.

– [Craig] Well, I mean that that should have been the giveaway from the start. There’s no way Google’s gonna update crime and break Google Analytics.

– [Ian] Oh, Google Ads checking?

– [Craig] Yeah, Google Ads checking. Yeah. But I think the way that Chrome when they initially did the announcement, which I think was it was before Christmas when I was reading about it. I was a little bit confused and concerned myself. I was like, what’s going on? And it’s because I think that announcement was written by developers not marketers. So the way it was written out was quite technical and kind of confusing for people who aren’t necessarily used to those technical details. So thankfully, HubSpot has broken it down and made it clear.

– [Ian] Fantastic. Now, Craig, what’s a hustler, gotcha of the week. Big shout out to Chris Hagens. Yes.

– [Craig] And thanks for listening, Chris, appreciate all your kind words and support over the years and he sent me through his gotcha. And this is a good one actually. And I actually checked this and tested out realize, yeah, and it’s actually a problem. Now what it’s to do with his notifications on certain types of conversations. So in HubSpot, you’ve got conversations, you may be aware that you can have a team email inbox, you can have a chat inbox, you can connect Facebook Messenger or have a chat widget pop up. And you can also have some support forms as an input into conversations. Here’s the gotcha. When a team inbox, one comes in or a chat comes in, you can get a notification about that. But when a support form, conversation comes in, it doesn’t notify you. So you want your regular notifications well that’s Chris has highlighted this and he’s actually pointed out to community articles. So you can go and vote it up and say We’d like this as a feature. I wish there was a way to say vote this up as a definite bug. But anyway, the feature is we want the feature would be to stop not. not notifying us. And in fact notify us as an option. I put a screenshot by the way of your notification option, so you can kind of get a sense where it should fit in. However, the other thing I tested is because we have all our conversations go to Slack, because well, I actually don’t want email notifications, we just want it going to a Slack channel. So we have a few different, I guess conversations, but for our different businesses, one is for ASEAN ones for some others. And so we’ve got them set up to go to Slack channel. So we’re always on Slack and we get our there’s a new conversation coming in or whatever someone jumps in, to respond to it. Well, those support form ones don’t come through the Slack either. Now it’s possible I’ve missed something somewhere, because what is interesting is when the email notifications come in, those do go to Slack. However, when you look at the settings, it’s it should seem as though only chat conversations would go to Slack. But I actually get team inbox ones come through. So perhaps there’s another setting I’ve set somewhere, because they’re all over the place, there’s notifications here on your personal profile. And then there’s other things on the conversations inbox setup.

– [Ian] Correct.

– [Craig] So it is kind of confusing. I’ve always found conversations to be a slightly non intuitive experience. I have to say, out of character for HubSpot, but when you do get it working, it works beautifully. Anyway, great gotcha by Chris. Thanks for sending that through. Thanks for listening and listeners go and vote it up to get that feature added that would be wonderful.

– [Ian] Alright Craig on to our marketing tip of the week, we talk about brand reinforcement. Now you show me this ad, which is ad in the UK, right?

– [Craig] It is it’s a billboard in the UK. It’s hard to kind of explain this because it’s visual. But why don’t you try and describe the billboard?

– [Ian] Yes. So just think of the billboard as a very plain and it has five words from top to bottom right and nicely arranged, right aligned the first word says muffin. The second word says egg. The third one says sausage. The fourth one says cheese. And then we end up with a muffin Craig. What does that remind you of?

– [Craig] It’s so brilliant this, because there is no branding.

– [Ian] That’s right.

– [Craig] And if I mean some people would would not recognize it. But I think most people would say, Oh, that’s McDonald’s. That’s a McMuffin there. But there’s no macers logo. There’s no use of the word McMuffin. The font is beautiful.

– [Ian] Yes, it’s not even McDonald’s font is it. There’s nothing in there, it’s very plain.

– [Craig] I’m not sure about that. But it is just this is a perfect brand, reinforcement. So yeah, what?

– [Ian] The colors are really interesting. Like the muffin is a muffin color. The egg is white. The sausage is a brownie color. The cheese is yellow and ending with a muffin on a dark brown background, which is really fascinating, right? So really, there’s nothing on there that says it is McDonald’s

– [Craig] There’s nothing right, but if you mackers, and who doesn’t I’d love to see some kind of power then how you could power to work out how many people understand it I would suggest that the majority of people would see this and go oh yeah, that’s a McDonald’s Egg McMuffin. Right? This is brand reinforcing this is not awareness. It’s not like anyone doesn’t know about it, but this is purely for people going along and going ah, you know what, I’m feeling hungry all of a sudden, and stopping in a mackers, that’s what they do.

– [Ian] You know what, I wonder is this on a freeway somewhere in the UK on a motorway and not far from this billboard was at McDonald’s. And now I know they saw an increase in sales.

– [Craig] I’d love to know that and I’m sure they track all of that very carefully. I’m sure they’ve got an answer to it, but this is I just love this.

– [Ian] It’s gold.

– [Craig] It is gold. And and, I think it also for somehow it kind of positions McDonald’s a little bit more up market for a McMuffin. Can you believe that? So anyway, why are we got this in the show? I don’t know except, I was just really impressed with it. And also, I think to take your point, which is brand reinforcement, this is something that they would be testing and measuring, be running this billboard checking the response, does it impact sales and things like that? Be I hope they publish the results. I’d love to know.

– [Ian] All right Craig onto our inside of the week. You know, what I found interesting about this was I was reading this article, I can’t remember where I found it. It’s about Instagram e-commerce. And then I share with you and you said, oh, I was just reading that too. So we were either in the same newsletter. How fascinating is this? There’s a link to this. And it’s basically talking about young kids using Instagram as a platform to facilitate trade of clothing. I think it was. Was it secondhand clothing?

– [Craig] It is yeah. Well, this particular article is talking about school kids that go to their local thrift shop, get some clothes and then they package them up and sell them. And they’re using Instagram for his visual capabilities to style it. And so here’s what this one looks like he is a hoodie. You know this jacket. And these and they call it thrifty treads and things like that, because they’re like 25 bucks. And what’s really interesting is this whole what’s, what’s the word I’m after that means the process that they it’s almost like.

– [Ian] You mean they have a worked out process for the sale?

– [Craig] Yeah, so there’s an understood method of bidding and saying I will be this $5, 25 or there’s a buy it now price which is the BIN the, price $28. And if you pay 28, that includes shipping if you and people bid on it until someone says I’ll pay this and they win. And then…

– [Ian] It’s all final.

– [Craig] Then it all goes into direct message, Dms, where they talk about payments. Things like that working out shipping details. And it’s a bit of an honor system in a way because you could go and bid anything, just to disrupt them and wasting time, but there’s an that people are engaged. I think that’s really interesting. Here’s the thing though, just and I hate to say it, the reason I keep my Facebook shares, even though they make me choke. It’s just because as soon as I put a e-commerce, payments into the platform natively, it’s like Instagram is going to be the shopping platform. Yeah, it’s gonna be what saves Facebook in the long term. Instagram e-commerce. And it’s amazing that it’s still so clunky that they’ve got a DM this my Venmo details or PayPal details, or, can you DM me your shipping details and all that? Surely it’s coming shortly, but it’s just gonna be a buy button. And it’ll include everything payment will be made on the platform. Shipping details straight there. You know the seamless experience we’ve had with Shopify, which does have some friction still in it. But if you’re regularly logged into Shopify, it’s across all the platforms. It’s just seamless. It’s almost like a textbook a thing, it’s done. By the way I’m go the extra shout out to Justin and we’ll put a put a link into his cocoa-semar Cocoa nips. How do you pronounce it by the way?

– [CIan] I think you did pretty good Craig. It’s seamless.

– [Craig] In terms of seamless, and Instagram it’s just the way it’s gonna be.

– [Ian] It’s right for the picking.

– [Craig] I mean everyone knows that Instagram is going to be the e-commerce platform. But anyway this is a classic example of, this is school kids by the way.

– [Ian] You know what I’ve taken my hats off to them. They were doing this in their breaks before school after school in between activities and making money I think the range from like 700 up to 1500 dollars a month we’re making from this. You know what? I take my hats off to them for being entrepreneurial.

– [Craig] That’s pretty good pocket money. can you discount put the bins and you get your pocket? No, thanks. Dad, I’m making a ton more money doing my little thrifty Instagram. But look, it’s not just clothing, it’s all kinds of things you can totally.

– [Ian] What’s really interesting? I’ve just talking to a lot of my friends recently they’re all going, oh, have you used Facebook marketplace? So fantastic. And they’re actually now they used to use things like E-Bay, Gumtree with Australia. And they’re all now just posting things on Facebook marketplace and getting them sold and then they’re like, I don’t even know this existed. But there you go. There’s another one that’s up for the picking right there. All right, Craig on to our HubSpot throwback of the week.

– [Craig] And this is where we just look at what HubSpot was announcing a year ago and what was on the cards then.

– [Ian] So there were two things they were improved suggestions in the SEO tool Craig, which we spoke about last week. And they were letting us create automated emails in plain text within workflows without having to actually go and create the email in the email editor.

– [Craig] And you know what I saw in that? Speaking of when we’re looking at the HubSpot go action, a year ago when they announced it, you could do it in all the workflows except contact workflows, which would be coming soon. So that was another indication then that the contact workflows are in the older legacy workflow engine, I think. But yeah, just a little time saving features. It’s funny when you look at all these things like some of those just a year ago.

– [Ian] I’m often amazed at those little incremental improvements that happened every month. Didn’t happen quite so much every month, last year, but most months, and you see where we are today. Like we’re having a whole different experience and a whole different conversation with prospective customers and existing customers, even just the things we can do with pop up forms, in terms of how we segment manage, show, not show et cetera. And I love that and that’s what one of the things we’ve been doing, is going to all our customers that use it marketing professional enterprises like hey, instead of having these one dimensional pop up forms, let’s create a series of them and start showing different messages, ask different questions at different times. And begin better customer experience. Now, Craig, you’ve got a resource of the week, which is yet another Chrome SEO extension.

– [Craig] I’m a sucker for Chrome extensions, SEO tools. This is one by detailed and it’s quite a simple one a good one to use. I mean, I know many people use Moz one, there’s tons of them. Sem rush and stuff.

– [Ian] Now why would they want to use this Craig?

– [Craig] Just for its simplicity. So what it does, it’ll quickly tell you the page titles, keywords, articles. It’ll actually spell out the headers on the page, internal linking things like that.

– [Ian] And why would someone use it?

– [Craig] So just a handy tool when you’re analyzing a page I don’t know if you ever do this, a client gets on this page and you just have a quick look to see if it’s optimized how they’ve done things. It’s just another tool for that. So you know, your your mileage may vary. Some people like those really detailed ones. This is quite a nice, simple well laid out one.

– [Ian] All right, Craig our quarter the week. They both by Jeff Bezos. And the first one is, it’s not an experiment if you know it’s going to work. That’s what we say, test and measure right? I think that’s what we’ve been talking about. Here’s the bonus. We see our customers is invited guests to a party. And if we are the hosts, it’s our job every day to make every important aspect of the customer experience a little bit better

– [Craig] Be a good host.

– [Ian] Now Craig you got a podcast of the week. And this is from an Marnarcadians podcast and he, interviewed a guy called David Salinger. And I really found fascinating he, he was an early employee at Amazon, when he was a kid. When I say kid, he was like, in his 20s. And he he worked directly with Jeff for like two years. Then he went on to co found a red fin, which is now $2.4 billion company. And he is now invented the next big thing in Home Security call Sentinel, where he’s used artificial intelligence and what would be traditional security and made it really affordable. But having using AI to figure out when things are happening, and having live guards on these screens talking back to people. So, in essence, negating a lot of things that happened because people when they’re seen and they’re about to do something, if someone says, hey, I can see you Craig, put that parcel down. People go right, like they don’t want to be caught. So having that live experience with somebody walking at any time, it was a really fascinating interview, how he had started that how he’d been at Amazon, the things he’d done with Jeff Bezos, some of the things that he had to go through, and how he got to how he got his start. It was really fascinating, like, very fascinating in understanding how life can change and the things that people can do and whether he would do it again. So I’d encourage you to listen to it.

– [Craig] That is definitely going straight onto the listening queue. And Sentinel, what a great name. It’s seems like something out of Terminator, or the matrix or something.

– [Ian] You should go and watch the videos on the site. I was actually watching it at the end while we were preparing the show notes because I thought I’ve got to go watch he goes in, he’s challenged at the end of his interview is go watch two videos and he goes, I don’t know how you could not want to have the system after watching it, which is really fascinating. And there are some really good insights into understanding how he has tried to understand how people are buying his product or why they buy the product or what has been blockers in him getting them to buy the product. And you learn about the extensive research he’s done how interview different security companies even went down to the fact of like, when you have a security guard on premise like so you hire someone who is sitting on a premise. He goes you know what, one of the key things I remember this morning was he was like, these guys know they’ve got to stay awake to to guard your property right? Because but to them it was actually not about guarding the property. That was not the first thing in their mind. The first thing in their mind was how do I stay awake for this entire period of time. So you know, two o’clock I’m doing push ups three o’clock, I’m doing sit ups, four o’clock, I’m doing something else five o’clock, I need to be having my coffee. And they were just more concerned about actually keeping themselves awake so they could do their job as opposed to, I need to do my job, which is really fascinating. And so it was like, well how do I solve this problem to this inherently really boring job that is almost soul destroying? Like, how do I make it better? And how do I make it efficient? And that’s essentially what he’s done with a subscription I think that starts at $50 a month which is like blows your mind.

– [Craig] Take my money.

– [Ian] That’s what he said. He said after you watch it, you that’s exactly what you’re gonna say, sold Craig. Well, this is I hope you found this episode enjoyable. Please do connect with us. Send us a note that you listen to the episode. We’d love to hear feedback. We’d also love if you could share with one person that you know that would benefit from this.

– [Craig] You know what, send us an email with the word “Sentinel” in it, and we’ll send you some stickers because you got some new stickers?

– [Ian] I do, I’ve got stickers.

– [Craig] New HubShots stickers.

– [Ian] That’s right, send us your address in there too, with the word Sentinel as the subject. Well listeners until next time, have a good evening, and we’ll see you next time. Craig.

– [Craig] 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

Episode 190: HubSpot ABM Beta features, Quote Workflows

Episode 190: HubSpot ABM Beta features, Quote Workflows

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 ABM features, start playing with Quote based workflows, and test a neural network powered content creation tool, plus making your Google business listing awesome!

Listen to the episode here: https://soundcloud.com/hubshots/190-hubspot-abm-beta-features-quote-workflows/

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 LinkedIn here: https://www.linkedin.com/company/hubshots/

Recorded: Thursday 13 February 2020 | Published: Friday 21 February 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/

Welcome to a ‘cutting edge’ episode. Can we please stop using this term to refer to generic services and products.cutting edge meaning 1

Shot 2: HubSpot Marketing Feature of the Week

Resend email feature: Send to more


Thanks Roselen!

hubspot send to more 1

Shot 3: HubSpot Sales Feature of the Week

ABM Beta

There are 3 additional properties that have been added.  1 to the contact and 2 to the company.  Here is an example of how we have added another panel for those properties in the company records:


Plus the Dashboard.

Reports dashboard 17

Including Workflow templates, contact list & template in Playbooks.

Reports dashboard 18

Here’s the knowledge base to get started: https://knowledge.hubspot.com/account/get-started-with-account-based-marketing-in-hubspot

We are working with sales teams to update the data so there is meaningful data to work with!

Key benefit is you get an extra dashboard in your account!

Shot 4: HubSpot Extra of the Week

Quote based workflows

But only available in Sales Hub Enterprise.

Kinda strange given that Quotes are in Sale Pro, and workflows are typically a Pro tier feature.

Useful for setting Deal properties based on Quote status (eg if Sent, create a task, update the Deal, etc)

Use the Service Dashboard as an extra dashboard.

Nice tip if you don’t use HubSpot Service Hub, and want an extra dashboard.

Thanks Tara!

Shot 5: HubSpot Gotcha of the Week

HubSpot Sales – Deals Quotes – Adding Tax lines.

Currently, you have to manually a tax line to each quote – would be good if there could be a default added to every quote:


There’s also the need for more decimal places on line items, including discount percentages:


Please vote these up.

HubSpot SEO Tool

Can’t add a piece of content to more than one cluster.

Shot 6: Marketing Tip of the Week

Don’t trust AI too much for your content just yet…


Here’s a test we did earlier, asking it to complete the sentence ‘I was walking down the street’:

transformer ai 1

Shot 7: Insight of the Week

Insights are limited this week!

Shot 8: HubSpot Throwback of the Week

Here’s what HubSpot was announcing 12 months ago: Pillar Page Link module:

hubspot pillar modules 1

Shot 9: Resource of the Week

Optimize your presence online

Take your Google My Business listing to the next level.

EI3 Jr92HsF710ovwZZcmwClb0p99PpiwW7XPAO9RxfsudRrMFFlfQNBi0dE nxdaNBTw300 1

What’s included in this guide:

TIP: Share photos

Your listing is a great place to showcase the photos that capture your business. Businesses with photos receive 42% more requests for driving directions to their location from users on Google, and 35% more clicks through to their websites than businesses that don’t have photos.


Shot 10: Quote of the Week

“Those who never make mistakes work for those of us who do.”

— Henry Ford

Shot 11: Bonus Links of the Week

Filter bubbles, echo chambers and their effect on access to news:


Filter bubbles = news we dislike or disagree with is automatically filtered out

Echo chambers = over exposed to news or media we like or agree with

Trust in media has dropped to all time lows:


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

Episode 190: HubSpot ABM Beta features, Quote Workflows

– [Ian] Welcome to HubShot’s Episode 190. In this episode, we chat about HubSpot’s account-based marketing features. We start playing with crop-less workflows and test a neural network pad content creation tool. Plus, how to make your Google business listing awesome. You’re listening to Asia-Pacific’s number one Hubspot Focus Podcast where we discuss Hubspot tips, tricks, features, and strategies for growing yourselves and marketing results. My name is Ian Jacob from Search and Be Found and with me is Craig Bailey from XEN Systems. How are you, Craig?

– [Craig] I’m good, and welcome to another cutting edge episode, Ian.

– [Ian] It’s deeply powerful, Craig.

– [Craig] Deeply powerful, cutting edge. Look, you know, sometimes I’m a bit of a wind turner. And I know I’m sorry this, I do realize this, but I don’t know if it’s just me, I’m just really sensitive, people talking about their services being cutting edge, cutting edge services, cutting edge offering, cutting edge tool, like everything is cutting edge. Like, nothing’s not cutting edge. Please, just stop it.

– [Ian] You’ve kindly put the meaning of cutting edge in the dictionary in our growth order that we crave.

– [Craig] Well, exactly because with the overuse, we’ve probably forgot what it actually means. And I just read that some of this like highly advanced, innovative, or pioneering. So the next time you see someone talking about how they’ve got a simple digital agency service that’s cutting edge, it’s like ask is this pioneering? What is this? What is this on the forefront of?

– [Ian] It’s like the socials, really.

– [Craig] It’s like the socials, that’s right.

– [Ian] Now Craig, speaking of the socials and Linked In in particular–

– [Craig] That’s right, we would love our listeners to connect with us. And thank you for the people who have connected since last episode. We love hearing from you guys and we appreciate everybody that does listen. So please connect with us on Linked In. We’d love to have a conversation with you.

– [Ian] All right, Craig. Onto HubSpot Marketing Feature of the Week.

– [Craig] Now, this feature is recent email feature in the sent more.

– [Craig] Let me just set this up, all right? Because this feature has been in the toll since probably the beginning as far–

– [Ian] A long time–

– [Craig] A long time–

– [Ian] ‘Cause I used this almost on a weekly basis because I sent out some emails for my connect group and there is always somebody who sends me and email, says, oh can you add this person to the list? He skipped the email sent out. And I’m always using this feature.

– [Craig] All right, I’m hopefully the only person that didn’t know about this. It just goes to show, you know, I think I know the product reasonably well and then something like this, I’m like oh my goodness, how did I not know about this? So, maybe there’s one or two other people who didn’t know about this. But, I set the context exactly what you said, sending out a campaign-based email. A campaign goes out, oh, there’s two more people to send it too, oh okay, I guess we’ll have to clone that email and send it again. Oh I know, I’ll be really smart. I’ll make it automation-based email so then I can just put it in a workflow, I can keep adding new people into the workflow guide. Anyway, so I was talking about this with Rosalyn on our team because there’s a particular client–

– [Ian] Yes.

– [Craig] Who’s going to be doing a lot of this. And I said, ah, should we make this a workflow-based email and she’s like why don’t we just use the send more feature. I’m like, what? What is this send more feature? And I said to you, did you know about this awesome feature and you’re like yeah.

– [Ian] So I guess the thing, Craig, is this is hidden in an actions menu under email screen when you’re in that particular email campaign. So it’s not readily accessible. Now in that menu, you would probably have noticed that they’re, this is to send a test email first, then you can send to more, you can edit the campaign, you can share the slack, you can move it to a folder, you can archive it or delete it. And that’s all under the actions menu. So, listeners, if you haven’t actually looked under some of these menus, maybe spend a minute or two poking around. You might find some interesting things.

– [Craig] That’s almost HubSpot’s Tip of the Week. Just try the menus. You’ll find some gold there.

– [Ian] All right Craig, and onto our HubShots Sales Feature of the Week–

– [Craig] All right, now talk to me about this. You’ve got this in your portal. I don’t yet have it. But talk me through–

– So this is in B, this is in beta and I have requested access. I actually didn’t request access to our portal. It was for a customer of ours and it has this national sales team and they really target key customer accounts and I just thought, oh, this feature would be really useful. That’s why I asked for it. And I’ve started rolling out across other portals that we have with people that, and the key thing here is, that have sales teams and would use this. And I ran a training session in their weekly sales meeting and just took them through the new features. So, doesn’t seem like it’s massive but I guess it’s out of the box, so I guess that’s the good thing about it. Now, what has been added is one contact property and two company properties. And what I wanted to highlight from that is what I have done is in the content of that I have added that contact property to the contact pane on the left-hand side. And then in company records what I’ve done is actually created a separate tile essentially, section, and I’ve named it Key Account Information so it was really clear to the sales team that they should fill this out. That has the target account and the ideal customer profile. The target account is tier one to three, so tier one being the one we really want to go after. Tier two next most important. Tier three is like yeah, we’d love to have them but it’s not that important.

– [Craig] Target account, isn’t that a tick box?

– [Ian] Oh yeah, sorry. I’ve got it wrong. Glad you corrected me, thank you Craig. Yeah, so that is a target account or not? So it is a yes or a no I think. And then the ideal customer for a file is tier one to three. Now in the contact profile, the contact property, they either use things like is this person an influencer? And this is a multi-select, right? So are they an influencer? Are they a–

– Blocker.

– Blocker?

– [Craig] Decision maker?

– [Ian] Decision maker? Et. Cetera, so it’s really good. Now, you cannot edit any of those. Just so you’re aware, those are fixed. You can add some more if you want to that list but you can’t remove any or edit the existing ones.

– [Craig] Wow, that’s interesting. I wish we could do that on custom properties. I’d love to be able to say these, like, say credit, I’m totally going off topic here. Create a customer property for a client and say these must be in the dropdown but you can add your own. That would be nice. Anyway, sorry, I got off track.

– [Ian] Well you know what? That’s one of those features, I was actually, I was having a conversation with a potential client and they asked me about that. They were like oh, if we have these can we just make sure that people can see these but not any of these? I thought oh, that’s a really interesting thing. So, I didn’t mention the property in the contact is called the buying role and the ones they’ve said, one of them could be budget holder, could be the blocker like you said, could be the decision maker, and there could be multiples. So, when I was going through this with the sales team, somebody said oh, that person is an influencer, But they also could be a blocker which is really interesting because there had been like a consensus around that that there had been this person, you know, has the opportunity to influence but also they could block the deal going through. And I thought, wow, okay, that was rather interesting, so from a sales perspective. Now the next things to be aware of, there is a dashboard. So that pulls in a whole bunch of the widgets and you know, it’ll highlight things. Like I do a customers, the target accounts by page views, the target accounts by source, deal stage by target accounts, et. cetera. Some are going to go through, a whole bunch of them there. And, it’s available in the dropdown so, and one of the other things that it does it create lists as well. And we see from this list you can then create audiences in your ads as well. And, there is work flows associated that you can create. And this is a company work flow. It’s the sort companies by ideal customer profile fit. And you can go in and edit this. This is a template that’s available within it. It’s not readily apparent that, which one it is, until you choose it. So, we’ll put the link to how to use it and it’s actually helpful so go through that as a first point. And then play around with it in your portal if you have requested it.

– [Craig] Very nice, now I might just make a few quick comments and I will just repeat, I don’t yet have this. I haven’t really had a chance to play with it. But I was looking through yours and how you’d set it up and I was like, two things came into my mind. One was like this is just a couple of fields with, like there’s no new functionality, it’s not like calculated fields or anything like that. Theoretically though, you could just create these fields yourself. You coulda created your workflows yourself. And you could probably create, pretty close, to the dashboards yourself. That’s one thought. But the second thought is the great thing about HubSpot is that it guides you down a path and kind of puts you on a bit of a, I don’t know if I’d say best practice, but a good practice path. So for example, the HubSpot lifecycle stage field is a really great field and it just trains people how to how to use it. Now, you could create your own custom profit. You could have created, ah we didn’t name that to be a HubSpot field, we could have created it ourselves and used it, right? But the fact that HubSpot’s done that and put so much thought behind it and has knowledge basis is very, very useful. And so when we’re talking with clients and onboarding and getting them trained up with like oh yeah, that’s the lifecycle for news. It’s here’s what’s gonna happen with ABM because to many, it’s still a mystery. And by the way, when I chat with marketers, no two marketers have the same understanding of ABM, right?

– Yes.

– [Craig] And I think it’s interesting that this is coming in from the sales perspective because that is where it is. When you chat with sales people, they get it. But it’s called account based marketing, right?

– Yes.

– It’s actually more realistic account based sales–

– [Ian] Sales, yes.

– [Craig] Using sometimes marketing. And marketing should support the function. Anyway, I’m going off topic on that regard. But, what this is doing, HubSpot by putting this, and by the way, it’s in Marketing Pro–

– [Ian] Yes, correct.

– [Craig] You don’t need Marketing Enterprise, this is Marketing Pro, which also was a pleasant surprise ’cause I thought ah, they’ll put this in the new deeply powerful Marketing Enterprise 2020, Ian. But, it’s actually in prior which I think is really good and we’re gonna be guiding people so in a year or two, every marketer that’s done even basic level HubSpot stuff will be right across the camp base marketing, here’s how you do it. And it will become a standard. I think that’s a really good thing. It’s gonna take a lot of this mysteriousness about it, there’s a lot of people who don’t understand it, they think it’s this massively complex thing, everybody’s got a different impression, and plus there’s ABM tools out there that I feel are overly complex for a lot of the day-to-day marketing jobs right in the big enterprise tiers where they’ve got a very targeted shore and they’ve got whole campaigns just for one particular thing, sure. But where we’re playing and HubSpot’s playing? This is a great move.

– [Ian] I agree. Now, one of the things that I had to do after talking to the sales team and running them through a session was making sure that on the key accounts they were actually marking them in the company properties and also marking the context within that. So I actually told them to start doing it on the company records first and then you can see who the associated contacts are and then edit the contacts from there in that manner just to keep it consistent flow. So, they’re gonna spend this week doing that. So let’s see–

– [Craig] You could help them with this ’cause you could get smart lists–

– [Ian] Yes.

– [Craig] Where you basically use activity-based behavior and you say if they’re constantly following up, you know, activity on contacts related with these accounts, put them in a list because they’re likely to be target accounts and then go through, check it out, and that’ll surface some of the people you might not think of.

– Correct.

– And I think that kind of stuff will work in down the track. You might even see HubSpot bringing out some of their machine loading stuff that actually gives recommendation around this–

– Uncovers.

– [Craig] And it’s kind of like we’ve noticed, you know how HubSpot used to have that little trends thing that will pop out? We’ve noticed this. It’ll say you know, we’ve noticed this account has had a lot of activity, is this a target account, et. cetera, et. cetera.

– [Ian] Yeah, so I guess what you’re saying was really interesting was when our clients that are using this, that when they have their sales kickoff, they actually have a list of target accounts which I got. And so I was able to, when I was setting this up for them, is go through and go hang on, is this target account, is it listed as a company? And I noticed some of them weren’t so they’d given me a list of companies they wanted to target but not all of them were in HubSpot. So use this as an opportunity to add one and then go to well, okay this is based in Sydney. Okay, well who do we need to know? So I marked it as a target account and slide it to the right salesperson so they would get notified. As they build up more information around that account, it should help them with their reaching.

– [Craig] Right, so you’re actually going right to the start of the process, this is almost when they’re in prospecting mode, they’re like oh–

– Correct.

– We don’t even know anyone at this account.

– Yes.

– [Craig] This is a target account. We’re gonna set it up. We are then going to find the people, add them into the serum. So that’s actually, that’s actually right, that’s actually the starting process. What we were talking about earlier, is kind of you’ve got existing people in there and you mark them as a target account. And that’s almost later on, you can almost, we could almost use machine learning and workflows to help write those, yeah.

– [Ian] Exactly, and I think that in the getting started guide it actually says that you could use workflows to automate some of that and fill out the data. Okay, Craig, onto our HubSpot Extra of the Week.

– [Craig] Okay well, you know what? There was an extra from IBM beta because you get an extra dashboard.

– [Ian] Yes you do.

– [Craig] And I just want to tell , just kind of shout out to Tara19, we’re in a company call the other day, right, chatting with the company, and they’re on pro. And I think you only get about four dashboards?

– [Ian] No, you get like, yeah, two. Well, don’t you just get the standards? You get Marketing Sales Service, that’s it?

– [Craig] Yeah, I think there’s one called Performance Now, ’cause you get one extra. You can create–

– [Ian] Oh, there’s analytics, I think.

– [Craig] And there’s also an e-commerce, anyway. So they were like oh, can we have more dashboards, like oh, don’t with Pro. And Tyler’s like oh no, I actually built a, I just used your service dashboard because now they’re not using service dash–

– [Ian] Yes!

– [Craig] And I just wiped out all those widgets and I put in a whole bunch of widgets from it.

– [Ian] Correct.

– [Craig] So it’s like it’s a little bit of a hack there. Ah, we need an extra dashboard, just use the service on dashboard. So, here’s the benefit of the ABM dashboard, you get an extra dashboard which you could also move around and add other widgets to as well.

– [Ian] That’s exactly right. You could definitely do that.

– [Craig] So, nice one, Tara.

– [Ian] Yeah, and the other one is the Web Analytics dashboard, Craig. Okay, Craig, onto our quote-based work flows.

– [Craig] Just started playing with this, quote-based work flows, actually Tara pointed this out to me the other day because we had this issue where quotes on a deal, it’s actually hard to search deals that have a quote. Like if I said to you oh, there’s 200 deals here–

– [Ian] I think we spoke about this before.

– [Craig] Yeah, we talked about this a couple months ago. It’s like well, how would you know? How could I sort or filter the deals?

– Filter, yep.

– [Craig] Anyway, Tara was pointing out that there’s quote-based work flows, unfortunately it’s a Sales Hub Enterprise feature–

– [Ian] Nah Craig, let me just stop you right there. We have workflows in the Professional Sales and Marketing Tools–

– [Craig] I know.

– [Ian] Why is this in Enterprise?

– [Craig] I don’t know, I think this is an inconsistency. I think–

– It is an inconsistency.

– [Craig] They needed something to push into Enterprise in the sales shop I assume.

– [Ian] Well, no–

– [Craig] Because quotes are in Sales Pro.

– [Ian] Well, that’s exactly right and the e-signature is in there now as well, so.

– [Craig] And yet, to do a workflow, you gotta get on Enterprise.

– [Ian] Inconsistency.

– [Craig] It is inconsis, you know it’s almost, I think they’ve pushed a few things into Enterprise that shouldn’t be there. You remember the one we were talking about a couple of weeks ago where behavioral targeting on jet flows?

– [Ian] Yes, correct.

– [Craig] Exactly the same as behavioral type targeting on lead find–

– [Ian] Popups.

– [Craig] On popoup forms. But in Jet Flow, its actually in Enterpri, yeah. I think there’s some inconsistency. I think they just don’t want to give it all away.

– [Ian] Must need a reason to upgrade to Enterprise.

– [Craig] Which, fair enough, their product. They can do whatever they like, right? But anyway, quote-based workflows are one way, so what we’ve been doing is saying to people okay look, we’ll create a custom property, call it quote status or quote whatever on the deal. And then when you create a deal, if it’s draft, you haven’t sent it yet, manually update this field on the deal.

– [Ian] Right, so then you can query that– that there is a quote against it.

– [Craig] Yeah, so that’s one way. Another way is to kind of make it part of the deal stage for–

– [Ian] Yes!

– [Craig] Your pipelines, like you can kind of say if we’re sending a quote we’ll probably make the deal stage quote send–

– [Ian] Yep.

– [Craig] But then how do you check which deals have a draft quote because then, by the way, did you know there’s a feature where you can, again in Enterprise, sales have Enterprise, you can require quotes to be approved before they send? That’s actually a setting. Yeah, anyway, again I’m going off topic. I think that’s a nice feature because otherwise people are going to be creating quotes and sending them out to intentionally, with a payment link–

– [Ian] Yes.

– [Craig] And who’s in charge of that? Anyway, getting back to this property which you put on deals to, so purely for the purpose of being able to filter your deals and say ah, this one. Anyway, that’s a manual thing that you have to do. Quote-based workflows are a great way to do that because you can actually work on the quote status and trigger a workflow. Then it updates a property on the deal and automatically keeps that all in sync.

– [Ian] Yeah.

– [Craig] So really nice features and in fact, when you look at all the things that you can trigger on a quote, it’s actually pretty good. That’s unfortunately in Enterprise. I wonder how many people are using that? I’d love to know.

– [Ian] Well there you go, Craig. What’s the Gotcha of the Week, Craig?

– [Craig] Speaking of quotes, which has been getting a bit of focus–

– [Ian] Or less. You know, what was funny was you added this to the show and I’ve been using quotes a little bit this couple of weeks with ourselves and with a client and I was thinking to myself, oh, it’s so annoying adding texts, the text field, in there every single time.

– [Craig] This has gotta be the biggest request. Actually, no, I was going through the HubSpot community, you know where people feature requests–

– Yes.

– [Craig] Did you know that they couldn’t even do percentage based text lines until a couple months ago?

– [Craig] Yeah, yes.

– [Ian] It said you had to go text line and you have to calculate the, and I’m just like–

– [Ian] Yes, I recall that.

– [Craig] Anyway, now they’ve at least got percentage based so you can stay in the strategy of 10% and it automatically works it out for you and it seems quite good. It seems to work out quite well and you might say well, of course it does. Yeah, but often there’s rounding issues which can, GSC, it’s one of those known problems. Anyway, the problem is you’ve still got to do it for every quote. So we’re talking to our client who is sending out hundreds of quotes per month–

– [Ian] Wow.

– [Craig] And they’re like, you mean every single quote I have to manually add a text line, type in GST, then change it to percentage based, then put in 10? So that it adds–

– Wow.

– [Craig] Surely that should be just an automatic thing. Anyway, there’s a community request of voted folks, I’m sure have sort of put that in because they know the currency, they can default the currency.

– [Ian] Exactly.

– [Craig] So surely they can default the tax.

– [Ian] And they can add it in and you can just, if you need, you can just delete it.

– [Craig] And plus Ian, do you know any other quoting tool on the market where this isn’t just standard?

– [Ian] To be honest, no. Every other tool.

– [Craig] And don’t get me wrong, I think quoting is a nice little tool that they’ve added in but it’s a prof tier, right, it’s no start up funny thing that, you know, this is pro, and yeah.

– [Ian] No, you can also have products now Craig and you can put them in folders.

– [Craig] Folders, thank goodness.

– [Ian] It’s a good start, none the less. Now, another little gotcha is people that are using the SEO tool, so you’ve obviously got to have Marketing Enterprise or Professional and this is available. Now, if you are using this tool and you work out, okay, I’ve got my topic cluster here and I’m now associating all of these subtopics, now like you rightly said, if you then said oh, one of the subtopics could be a core topic which then has lots of subtopics against it and you go to create this in the tool list to do that, but then you can’t associate the content because it’s already been associated in the previous, previous–

– [Craig] Previous pillar.

– [Ian] Previous pillar, yes correct. And you can’t do anything about it, so.

– [Craig] Yeah, so I think this is another notch, or another nail in the coffin of that HubSpot SEO tool, frankly. I suspect it’s not being used widely. It’s probably not well understood. And for the people that would use it, they’ve probably got more complex requirements and here’s a limitation. So you’ve got a pillar, let’s call a pillar inbound marketing. A pillar and it has a few spokes. And one of the spokes might be content strategy for inbound marketing and that spoke points to your content strategy purview, place of content. You want to create another pillar called content strategy, right, and you just can’t allocate that same piece of content to it. And so, how do you create multiple hubs and spokes that link to each other?

– [Ian] Well, I guess if anybody from the product team is listening to this and you’ve got the answer, please reach out to us and let us know. Okay Craig, Marketing Tip of the Week? Don’t trust AI too much for your content.

– [Craig] Ah this is hilarious, I sort of shed on tread a little while ago, it’s called Talk to Transformer, and this guy, Adam, has put together a modern yule network tool to basically give it a seed, kinda, topic–

– [Ian] Like give it a snippet, right?

– [Craig] A snippet, and it’ll fill out with content that’s automatically generated from your own network and arsenal. And I thought ah, check this out, I wonder if we could put some stuff in. Anyway folks , it’s just hilarious. Like, it’s complete gibberish. But, it also spits out some scary stuff. So we’ve gotta screenshot in there.

– [Ian] We’re not gonna talk about it on the show but I would recommend you go and check it out.

– [Craig] I put, the custom prompt I said was, I was walking down the street. And so then I handed out–

– Exactly.

– [Craig] And by the end, my goodness.

– [Ian] It was pretty scary I have to say.

– [Craig] It was very scary, wow. So, marketing tip of the week. Don’t get too worried marketers that your content will be writing itself anytime soon ’cause wow, it was shocking.

– [Ian] Ah Craig, the Throwback of the Week. So what was HubSpot announcing 12 months ago?

– [Craig] I didn’t even catch this when it came out but you know the HubSpot Marketplace?

– [Ian] Which as greatly improved?

– [Craig] Yes, has got themes and one of the parts that they added was modules. So these are modules that you can add into your pages. And one of them, or two of them is a pillar page and a pillar page link module. These are two little modules and we were playing with it just before the show because it’s a free little module that you can put in and save to your blog posts and ties in with the content strategy tool. Ah, sorry, I mean the SEO tool, ah, I mean the thing that we think’s gonna die soon. And it links back to it automatically. That’s quite good.

– It is, it is.

– Because it’ll tell this piece of content–

– Is associated–

– [Craig] A spoke with one of my pillar in the hub because I’ve been trying to use cluster tool, I have. I actually, I believe in it. I’ve been trying to use it. And this is a good little module that would support it. And I feel like they’ve got theses little ideas, I think it’s a bit of a half-baked tool which could be really good and they’ve got a few modules that are supporting it which could be really good. I think it’s, you know–

– [Ian] It could actually be baked in to be honest.

– [Craig] I think like it’s there, it’s got, it could be really good. They’ve got the elements there. Anyway, there’s a throwback from a year ago. I didn’t even know about it. I think it’s actually quite good.

– [Ian] All right, Reason of the Week Craig is to optimize your presence online and taking your Google My Business listing to the next level. Now we always talk about this because this is one of those opportunities that is so easy to take up and use in your business. If there’s nothing else that you do from the show today, is just go do this. And what was really interesting, so they’ve got some really good guides because I often talk to people and they’re like confused, like how do we operate this, what do we do? Like, I had a customer contact me this week saying oh, my proposal got rejected ’cause they’re a commercial property agent and they were trying to put up their listings. And I don’t know what they’ve done, I didn’t look into it too quickly but it just had this big rejected across it which I’d never, ever seen before. So I thought, okay, well, here we go. Let’s actually look at what a, they’re trying to do. So it’s got, I shared a link to a guide and it’s basically, it’ll tell you how to keep your business information up to date, which is really important and then how to make your business listing awesome. So add the details, updates to make it. Now, one really interesting thing was that I picked up from this guide is that the listing is a great place to showcase photos and businesses with photos receive 42% more requests for driving directions to their location from users on Google and 35% more clicks through to their websites than businesses that don’t have photos. Which is really interesting and I look back and thought to myself where have I been, how do I describe it? Unconsciously using this? And the perfect example is on Google Maps. Often when we go out, or I was in the city today, and I thought to myself, I just want really nice cup of coffee. I’m in this location that I hadn’t been to for awhile, I thought I’m just gonna type it into Maps. And as I was looking for stuff and I thought to myself oh, what was I doing? I was looking at reviews and I was looking at photos. Now, the ones that didn’t have photos, I was kinda quickly flipped over them and it didn’t give me a sense of what they were and then I found this little place that made these great toasted sandwiches but I ran out of time to get one, and I thought to, and they were a little bit hard to find so I wanted to acknowledge it’s a little bit hard to find but it’s so well worth it. And luckily when I got to the, I kinda knew where it was, and I got there, I was a bit disappointed I didn’t have enough time to have a toasted sandwich. But, they had heaps of photos that people had taken and shared and that they had added and it made such a difference to me really going there versus it just being a few photos of what it was like. And I was like, and I just thought to myself oh hang on, I’m just doing this without thinking. And if I’m doing this without thinking then what are other people doing without even knowing that they’re doing it and making choices about where they’re going and how they spend their money? It’s a great place to get ahead.

– [Ian] Let me ask you something else.

– [Craig] Have you noticed that if the photos include people in them, not customers, but the proprietors–

– [Ian] Yep.

– [Craig] Just kind of always smiling and being proud of their wears, so to speak, that it has even more impact on you?

– [Ian] Absolutely!

– [Craig] They don’t even have to be super attractive, good looking people. It’s just like people here, happy, here’s my business. I find that really powerful.

– [Ian] It’s very, deeply powerful and if I tell you why, because a great example is near where we have our office in business park in Sydney, right nextdoor in the building nextdoor there is this cool cafe, right? Like I said, where all the hipsters go, right? But you know one thing that they do really well? Is that they, all the photos they take, where they showcase the cafe and the food and stuff, always has the people in it. And one thing you will notice that when people turn up, they recognize those people because they’re the people that serve you.

– [Craig] It’s exactly right. But just by having a photo of someone there, even when I go and it’s not the person, I feel more friendly to say oh, hi. It’s like, they don’t know who I am. I just saw that they, it’s weird though, isn’t it? I feel I’m all friendly when a business has photos of some people.

– [Ian] At the end of the day, we’re dealing with people, right? They’re creating a frictionless experience for us and the more comfortable you feel, the easier it is to do business, right? So finally, Craig, our Quote of the Week is from Henry Ford. As you all know, we all love automotive things, all things automotive. And he said, “Those who never make mistakes “work for those of us who do.”

– [Craig] I love that. That is gold.

– [Ian] Well, there’s some great bonus links of the week. And again, if you found this useful, we’d love for you to share it with somebody. Go to Apple Podcasts, leave us a review. You don’t have to write anything, you can just hit the number of stars and connect with us. We’d love to hear from you guys and we really do appreciate you and we hope that you’re having a great month! Craig, until next time?

– [Craig] Catch you later, Ian.

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

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/

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 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.