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Episode 199 HubSpot CMS Hub Smart Content

Episode 199: HubSpot CMS Hub Smart Content

Welcome to HubShots Episode 199: HubSpot CMS Hub Smart Content

This episode we chat about HubSpot CMS Hub again, plus Conversations and Chatflow. And playbooks.

Listen to the episode here: https://soundcloud.com/hubshots/199-hubspot-cms-hub-smart-content

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.

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

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Recorded: Thursday 16 April 2020 | Published: Friday 24 April 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/

We can help with On-Demand HubSpot support:


Congrats to Moby (host of the excellent, although irregular, InboundBuzz podcast) for being a speaker at Inbound – he’ll be chatting about TikTok:


Google algorithm ranking changes during a crisis

From Marie Haynes, commenting on the Google Rater Guide:


They [Google] say they do this by designing their systems to “prefer authority over factors like recency or exact word matches while a crisis is developing.”


Shot 2: HubSpot Marketing Feature of the Week

HubSpot CMS Hub Deep Dive



Each week we’ll mention one or two of our favourite CMS features.

This week: Smart Content


(note: still referred to as ‘COS’ in some of these older KB article URLs)

Smart content works with both emails and web/landing pages and allows content to be switched based on the visitor’s characteristics, including:

  • Country
  • Device
  • Referral source
  • List
  • Lifecycle stage
  • Preferred language

Interesting review:


Shot 3: HubSpot Sales Feature of the Week

Conversations and Chatflows

Sales teams are increasingly coming round to the value of having Chat on the site.

There is a resurgence of interest in using Chat, now that people are around to actually answer them!

Also, there are 5 reports in the library to use:

Report Library 1

Shot 4: HubSpot Extra of the Week

HubSpot Notifications Centre

New Notifications Centre:


hubspot notifications 2

Shot 5: HubSpot Gotcha of the Week

Ads Reports not showing CPC

Example from a client portal:

hubspot zero cpc issue

Checking with HubSpot Support, and will report back.

Shot 6: Marketing Tip of the Week

Reminder: Test Advertising and Google My Business Listing

Facebook CPMs are falling:


fb cpm trend

Google ordered to reveal who left a bad review of a dentist:


Times are changing – Google My Business will become cleaner and even more valuable.

Shot 7: Insight of the Week

A sign of  the time – when you have to put large fines in place due to people spitting or coughing on police and health care workers:


Times of crisis bring out the best and worst in people.

Be a leader.

Shot 8: HubSpot Throwback of the Week

Article from HubSpot in early February this year on their Enterprise marketing playbook:


Key takeaway: Use the word ‘playbook’ to describe your processes and standard procedures

Shot 9: Resource of the Week

Save pages to Archive.org (ie Way Back Machine) via David Sottimano:


“Here’s a neat trick.  Simply add savepagenow@archive.org the next time you send an email with URLs in it, and the @waybackmachine will automatically archive those URLs, they send an email back with the archive URLs and tell you if errors occurred.”

See also this Chrome plugin:


Shot 10: Quote of the Week

“We’re prone to thinking that life is improved by addition.

A new house will make our life better. A new friend will add excitement. A new car will make me happier. A new idea will make us smarter.

Instead of addition, try subtraction.

Remove a negative relationship from your life.

Cancel one subscription.

Drop a mindset that is holding you back.

Stop adding things and start removing what’s holding you back.”

Shot 11: Bonus Links of the Week



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

Episode 199 HubSpot CMS Hub Smart Content

– Hi everyone, and welcome to HubShots, Episode 199. In this episode, we chat about HubSpot’s CMS Hub again, plus conversation chat bots, or chat flows should I say, and playbooks. You’re listening to Asia Pacific’s number one HubSpot-focus podcast where we discuss HubSpot tips, tricks, 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. How are you, Craig?

– I’m really good, looking forward to this episode and hoping we get our sound quality back. Listeners, apologies for the degradation in sound in the last couple of weeks, but we’re trying to get it all sorted, and thanks to Chris, our producer, for helping us with a few tips. Hopefully it’s good, and that’s why, if you’re watching us on YouTube, we look like we’re standing in front of ridiculously large microphones, but it’s all for your listening pleasure.

– And you know what, if you don’t usually watch us, now’s a good time, we’re actually recording all the episodes and we’re gonna start putting them on YouTube and on Instagram and so on. So, you’ll actually get to see the two of us talking together, so have a look at the YouTube channel and go and subscribe. Thank you to everybody who’s connecting with Craig and myself, we do appreciate it, and we do really love talking to you guys. So, we encourage you, those who haven’t taken the opportunity, pause this right now and go and search for us on LinkedIn, or go to the show notes and just click the links to our profiles and connect with us, and say that you listen to the show. We’d love to hear from you.

– Good to connect and also to the people who have connected, and we’ve had a few inquiries from people. And I know you mention this at the end of the show, usually you end where you’re saying like, “Don’t be afraid “to reach out to us.” This kind of thing, so we’ve had a few inquiries from people going, “Ah, we’re probably too small “for you guys, and look, I don’t want to–” We’re like, no, we’ll happily work with people where we can help them, and I’ve got a bit of a plug for a link in the show notes. We have an on-demand HubSpot product, right, so there’s no retainers, no prepaid hours or anything, you can work with us by the hour. We have inquiries, that comes on my website, but we often refer work to each other. If Ian’s a better fit, or if both of us working with, that’s better fit for you. That’s fine, so there’s a link there, you can check it out. Please contact us if we can help you and we’re a fit for you and we’re a fit for each other, we’ll happily work with you, so don’t be afraid.

– That’s right. And now Craig, we usually talk about, leading up to Inbound, we talk about, what’s coming up with Inbound. And we want to say congratulations to Moby from InboundBuzz podcast. He’s a speaker for Inbound this year, and he’s gonna be talking about TikTok.

– TikTok, you can’t escape it. And thanks to Moby, I waste hours every week on watching damn TikTok videos, but you know, I’m coming around to TikTok, and as Moby says, it’s just like Instagram a couple years ago, and everyone’s like, “Oh, it won’t arrive to B2B.” I think it will, I’ve actually signed up for a TikTok advertising account, and I wanna actually get into some advertising with TikTok and test it out. Moby is months ahead of us and has been doing a lot of work. So yeah, that’d be a great session to go to. I hope Inbound’s on, I don’t know what they’d do, I feel bad for Moby if he’s gonna be a speaker with an excellent session, then they have to cancel Inbound. I don’t know what they, make it all virtual? Like Traffic Think Tank have done with their conference, I don’t know.

– That’s the thing, right, so we just gotta see what’s gonna happen. Now, Craig, what’s something else? We’ve got Google algorithm ranking changes that happened during this crisis, or during a crisis.

– I thought this was a really good point. I subscribed to Marie Haynes’ weekly newsletter. It’s a paid newsletter, she has basically SEO updates.

– Yeah, right.

– I come from an SEO background, as as you know, I used to be an SEO consultant. So I like to stay up-to-date with what’s going on in SEO. And her newsletter is good. I thought it was really interesting in one of her most recent newsletters, where she was talking about this, people asking questions around, “What is Google doing ranking wise “in times of crisis with some content?” She made the interesting point, in the Google raters guide, they talk about in times of crisis, preferring authority over other factors like recency or exact word match and all that kind of thing. In SEO, there’s this idea of putting out detailed content, or fresh content. And that’s a good ranking signal, but interesting though that authority trumps it, especially in a crisis. So there’s also a link to eight, if you’re in the SEO space, you know that refers to an authoritativeness and trustworthiness pace. So good links there. If you’re just interested in getting a bit more insight into how Google is ranking content these days.

– All right, Craig, so on to HubSpot Marketing Feature of the Week, and this week–

– I thought we would jump back into HubSpot CMS. We took an intro look at it last week, the new CMS Hub, and talked about how, well how good it is from a positioning point-of-view, and I thought each week we might just pull out a bit of a HubSpot CMS Hub feature, and this week we’ll chat about smart content. You love smart content, don’t you Ian?

– I do, I love smart content, Craig. And I think it’s one of those underutilized features within the system.

– It is underutilized, isn’t it? And the reason this came to mind for this week’s show is because we actually had a prospect that we’re talking with, they want their whole site rebuilt, and they’re saying, “Oh, can we do it WordPress or HubSpot?” They’re an existing HubSpot user in terms of marketing, but their current website’s on WordPress and we’re going, “Yeah, we can build it on either for you.” And one of the questions that came out was, “Oh, if we do it in HubSpot, “can you do smart content as part of the build?” And I’m like, yeah, definitely. That’s like standard, in the Hub it’s really good, and they go, “Oh, wow!” So there’s this mindset coming around, that people are starting to appreciate the benefits that smart content can do, and we’ll talk about what it is, if you’re not familiar with it, in a second. But have you noticed this kind of mindset or awareness of it, because I feel like a year or two ago, and you even preface this by kind of, it’s underutilized, people don’t really know about it, you find people are asking more about it lately, you’re getting more interest in it?

– Absolutely, because it’s really a very defining separator between all the other platforms that we use, and its ability to tie in to all the marketing sales features in the platform is a really key aspect. Now we’re gonna talk about what some of those things are in terms of how you can use it. So Craig, do you wanna go at some of the ways we can use smart content?

– Yeah, so I’ll briefly explain what it is if you’re not familiar with it, but in landing pages, web pages, emails as well, you can denote a rich text module, we’ll just talk about rich text ’cause that’s mainly where it’s used as a few other, you can do smart forms and a few others, and I think I would expect they’re gonna roll it out to all modules, but let’s just talk about rich text modules. Let’s say you’ve got a rich text module on a web page. You can make it smart. Which means you can get it to switch based on criteria of the visitor. So some of the examples are, based on the country that they’re visiting from, it could be the type of device, mobile versus desktop, let’s say, it could be the referral source that they come from, could be a list, so in HubSpot, you might have various lists. There’s lifecycle stages that they’re on, and also a preferred language. So based on any of those criteria, you can actually switch out content. So for example, if someone is, simplest example would be someone coming from Australia, you could show them Australian content, if they’re coming from the US, you could switch out the content on the fly, to be different content. So that’s smart content. It is smart in the sense that it responds to characteristics of the visitor. And it’s very powerful, it just means that the experience that the visitor has on the site can be more tailored to them.

– It’s deeply powerful Craig, and there is an interesting review on fool.com, right?

– I put this for fun, ’cause fool.com is an investing site, as many people would know. I didn’t realize they had this whole blueprint section where they actually gave reviews of products. You should check this out, they’ve given a review of HubSpot CMS, yeah.

– All right Craig, onto HubSpot sales feature the week, and I wanted to talk about conversations and chat flows, as sales teams are increasingly coming around to seeing the value of having live chat on their site. And sometimes people can get confused between conversations and what we call chat flows in HubSpot, and then chat bots, and so my advice to people is to, if you wanna do or test this out, is to very simply set up a live chat, get the sales team or whoever’s using it to use it. Figure out how people are interacting with you on it, and then go to the next step of figuring, can you do that in a chat bot before you actually, to do some of the qualification before you hand off to somebody real, to follow up that person. And so we’ve been implementing it and then came to really interesting questions like, “How do I report on this to management “that it’s actually working?” And I actually never thought of that before, but there are actually five reports in the library that you can use that you can add to a dashboard, which will get you started. Now, if you want more complex reporting, and you might need the reporting add-on because you’ve used up all your reports, but you can create cross-object reporting. So that’ll be the next step, so if and when I do create some cross-object reports, I will put it in there for people to have a look at, but there are five really good reports to start off with that will help you understand how it’s working.

– Yeah, I think this is really good. We’re just starting to roll out some chat options with clients. And it’s good to see these reports, I actually wasn’t aware of this until I saw this in the show notes, so thanks.

– There you go, Craig, necessity gives us innovation here. Just before we go on, you know what I think is interesting? The reason we’re getting clients, there’s a resurgence in it. Chat was really big a couple years ago, then everyone lost interest ’cause the chat experience was so bad, ’cause no one was around to answer them, and they just went to terrible automated responses. But now that people are actually stuck at home, in front of their computers, and not out doing sales calls or meeting in person, I think they’re much more responsive, and that’s why we’re getting clients saying, “Oh yeah, we’ve actually got people “who can answer chat now, let’s revisit “the whole chat option for our site.” So I think there’s gonna be quite a big demand in this, and you’ll see it much more.

– Now, I do wanna say, one of the things, especially with the HubSpot chat that has improved over time, is that if no one is around, especially when no one is supposed to be working, do not have that chat live on your site. Make sure that it gets disabled and doesn’t show up. So that’s a really key aspect.

– That’s one of the options, yeah, it’s very simple now.

– So make sure that that happens. Now, one thing, I’ll give you a little gotcha here. One of our clients, they’ve had people in the sales team, two people have left the sales team, right. They are still in HubSpot as a user with cut-down privileges. So basically, they’ve just kept it ’til they replace their role. They’re still in a team within HubSpot, so let’s call it the XEN sales team. Anyway, I didn’t review this and see who was on the sales team. So what happens to when the chat comes, it goes to that team, right, so you’ll see their faces that are on there. Now, I didn’t realize these two guys had left. So everybody else, I’ve trained them, I said, “Oh, make sure you log out.” Anyway, and they’re like, “Oh, these other guys are getting the chat.” I’m like, “What?” Anyway, because they’re on the sales team, so I basically made sure I took them off the sales team, which then removed them from the chat. Now, what’s interesting is even though they’re a user and they’re not active, they’re still showing up as available to be on the chat.

– That’s weird because even though you can set it individually for each chat flow, you should be able to set it at the inbox level, because the inbox level sets who’s available for any of the chat flows related to, did you take them out of there?

– Maybe I didn’t do that.

– The inbox?

– No, maybe I didn’t do that.

– Yeah, it’s a bit confusing how HubSpot does that by the way, you have a general inbox settings, then the chat flows related to the inbox, but if you go to under a chat flow, and say view inbox, it takes you to a different place than the main inbox, it’s quite confusing, but–

– Right.

– I should put a screenshot, yeah, you can go to the overall inbox settings and then control who’s available for that inbox. So you can take them out in one place and it should remove them from all there.

– Okay, well there’s a tip right there.

– Yeah, learnt the hard way.

– That’s right. Oh, which reminds us, the Extra of the Week was the HubSpot notifications center, Craig.

– This is so much better. All this is, there’s no change at, well, there might be slight tweaks in functionality, but let’s assume there’s no changes in functionality. It’s just a user interface change predominantly. And it’s so much better, it makes so much more sense. And you can quickly go in, I’ve actually included the screenshot where modifications of other apps are. By the way, Workplace by Facebook, nobody in heaven known that. But anyways, Slack is the key one. Let’s say you’re getting notifications through to Slack. A key one is assignments, so chat assignments, email conversations being assigned to you. getting all those notifications, ’cause if you don’t tick these on, you won’t get notifications in Slack, which is where we get all our notifications from people engaging in chat and other things. So thank you HubSpot, much better layout.

– Yep, and now this week, we’ve got our HubSpot Gotcha of the Week. And that is ads reporting is not showing CPC, Craig, and this is from our client portal that you’ve got, and this is across Google Ads and Facebook.

– Yeah, so just mentioning this, and I am pretty confident this will be fixed before this episode gets published, but I’m putting it here because I think this is a bug in the way HubSpot’s pulling in ad data. I’ve been going backwards and forwards with HubSpot support about it, but the issue is we’ve connected Google Ads, Facebook, and a bunch of other channels, it’s pulling the link through the cost data, click data, but cost per click is set to zero. I’ve got a screenshot here, you can see it. It’s definitely not correct. Been backwards and forwards with HubSpot, they were checking, well is it the currency settings on the portal, is it the fact that deals are in different currencies to the ad campaigns, and no it wasn’t, and I was like, “Well, what does it matter with deals?” And then it’s like, “Oh, well that’s how ROI is calculated.” It’s like, “No, we’re just using the basic ROI calculator.” So we went backwards and forwards, HubSpot, very responsive and the support very good, but I think this is a bug. Reason I’m mentioning it in the show, is because I think this will be important for other people as well, so if you were having this issue, you’re not alone. And once that’s fixed, we’ll report back and see if there’s any little process that we needed to follow.

– All right, now, we’re gonna talk about our Marketing Tip of the Week, Craig. And this is the reminder to test advertising. And the Google My Business listing. This is a really key time to be very aware of what’s going on on these platforms. And you’ve got a little graph in there that shows that Facebook CPMs are falling.

– Yeah, so a good graph, and you can really see where it happens around March 19. It had been on a decline since early March, but then March 19, it really dips down and it stayed down in April. And this is a result of people pulling their ad spend. This is just Facebook. Really interesting that it’s down from say $2.50 down to $1. So quite a drop over the space of a month. And this is just a reminder to people, go and test your ads, like this is an average, global average, but some industries, they’ll actually be more expensive, more competition but potentially in your industry, just test whether their prices are down. I’ve heard from both sides, anecdotally, about some people that I do follow that do a lot of marketing on Facebook and they’re just saying, rock bottom prices for their ledge in. And then I’ve heard others saying, “Oh no, actually in our industry, it’s really expensive. “It’s more demand.” So your mileage may vary, the point is to test. Take advantage of this time to do testing. And frankly, if you’re getting click prices that are less than half what they were before, you can double your spend . For no downside, and look, then the flip side, we’re just looking at Google My Business. Did you see this note where someone left a bad review of a business on Google My Business, and the courts have actually ordered Google to reveal who left the bad review.

– Wow.

– All right, so this is a bit of a first, this happened in Australia.

– Oh yeah!

– And so what’s the outcome gonna be of this? Basically, once word gets around that the courts are saying, “Oh, you gotta reveal “who’s leaving bad reviews.” It opens the way for people to get prosecuted for leaving fake reviews and bad reviews that aren’t legitimate. So the result of that is you’re gonna see less bad reviews on Google My Business. So if you’re not already using Google My Business, with all its awesome things that we talk about, I think every second episode in, it’s like we’re evangelists for Google My Business. Here’s yet another reason why because it’s gonna get cleaner and more valuable.

– And I think in saying that Craig, there’s also a lot of manual review going on. So I know for a fact because as we roll out and do updates to customers accounts, we find that it says, “In this period, there will be delays “with updates taking place “because there is a lot of manual review going on.” So be aware of that. Craig, what’s our Insight of the Week?

– I’m gonna mention a news story that’s happened in Australia. And it’s not really a marketing news story, but bear with me, and I’ll tell you why it’s important. So in this time of crisis, in the middle of coronavirus, did you see this Ian, that Australia has put in place fines if people spit or cough on police and healthcare workers, right? It’s a $5000 fine. And I’m just like, is that not a sign of the times that we have to create a fine for people doing something that despicable? Like can you imagine, imagine deliberately coughing or spitting on a healthcare worker? It’s just, it’s just incredible. That’s a sign of the time. So, it’s so bad that we have to create a law to create fines for it, so that’s a sign of the time. Here’s my point: times of crisis bring out the best and worst in people. We know that, it’s kind of like many experiences, life, when people are suddenly successful, it just brings and accelerates good and bad. Here’s the thing: this is a crisis. And I just want to say to marketing people, be leaders. You know, this is a time to show leadership and generosity and goodwill. And I shouldn’t have to say that, we shouldn’t have to say that, society shouldn’t have to say that. Unfortunately, the fact that there are these kinds of fines in place means that that’s not always the case. So just a reminder for people, everyone’s doing it tough, it is hard and uncertain, but be a leader.

– I couldn’t agree more, and I think that’s not just marketing or sales. That’s for everybody.

– This is a life statement, yeah.

– All right, Craig, now HubSpot Throwback of the Week, what was HubSpot doing a year ago?

– Well, you know, normally we talk about what they were doing product release a year ago, and the last couple of episodes saying, “In April, they were doing nothing”? There were no product releases. So I thought for this episode, the Throwback of the Week is just to February, to a post they had on Medium talking about their “Enterprise Marketing Playbook”. And I thought this was interesting because February was just when the coronavirus was coming in. The effects were just starting. So I thought it was interesting to say, “What was their playbook in February, “and compare that to what it is now, “just two short months later?” So it’s just a link here at this stage, go and read it. They talk about their playbook for sales, marketing, hiring, job talent, all that kind of thing, have a read of it, and just, it’s still all good information by the way. So it’s this is not pointing a finger at, or to say it’s not correct, but how times have changed. And if you were to think about what their playbook is now, there’s a whole lot more around remote work and remote sales, and the sales method and process of training. Check it out, but also, just a good tip to use the word playbook to describe anything that you do.

– That is interesting, and when you said that I went to have a look at what the meaning of playbook was, and I think it came out of a game from what I understand, it’s the tactics or the moves that people made during a game, that’s why it was called a playbook.

– I’m sure it’s come from sport. And you know, gridiron and baseball, they all have their playbooks, yeah.

– All right, Craig, now onto our Resource of the Week, and people often will say, “Ah, do you remember “what my site used to look like? “Oh, I need to find this out.” Now if you don’t know, listeners, that there is a site called archive.org, which is called Wayback Machine, and you might have heard about that, where you can go and put a URL in and you can see when snapshots have been taken, and you could essentially browse the site at that period of time. Now, here’s a neat little trick that they’ve shared, right? Which you can actually save a page.

– Yeah, so basically you can send an email. Let’s say I send you an email Ian, I say, “Oh, here’s a link to Episode 198 “of HubShots, our last episode.” All I need to do is CC this address, which is savepagenow@archive.org in the email, and they will then crawl it and archive the URL, and they’ll send you an email back to tell you if there’s any errors. There’s also a Chrome plugin for it as well. So if you ever wanna get some pages saved, they don’t have to be your site by the way, they could be anyone’s site, so I can send you a link to HubSpot, or Website Grader or something like that, and copy savepagenow@archive.org, and yeah, they’d take a snapshot of it.

– Now I’ve used this, I’ll tell your listeners, I’ve used this when people have lost their sites to when there’s been a problem with them having errors or they didn’t pay for their hosting and it got lost, or something has terribly gone wrong after a redesign, and they go, “I need to get that back!” So this is a good place to go to actually get that data. I’ve used a few times to save people when they’ve had problems with their stuff. Now, Craig, on to our Quote of the Week.

– This one’s from Shane Parrish of Farnam Street blog that we love, and this is something he was thinking about, he said, “We’re prone to thinking that life is improved by addition. “A new house will make our life better, a new friend, “all that excitement, a new car will make me happier, “a new idea will make us smarter. “Instead of addition, try subtraction. “Remove a negative relationship from your life, “cancel one subscription, drop a mindset “that is holding you back. “Stop adding things, and start removing “what’s holding you back.” Thought that was a nice attitude, perhaps test.

– Now this says we’ve got some bonus links of the week in the show notes. And if, since you’re all sitting at home or working from home, it’s a good time to check them out. So I encourage you, there’s lots of gold in there to educate yourself, and as we talk about growing ourselves in this period of time when we’re all sometimes stuck in our homes or in our houses, because we’re all trying to do the right thing. There are lots of resources to help you, and you know, one thing I was thinking today, and I was telling my wife, I was saying, you know, in this period, let’s not let it just pass us by, but let us be intentional about achieving something or doing something that we wouldn’t normally do. One of the things I was thinking about, like just thinking, say three months or six months, now that I can’t travel somewhere or go on this holiday, what can I do instead to improve my skills or do something different? I know, was it a year or two, you started juggling ’cause you didn’t know how to juggle?

– Ah, yes!

– And I thought that was really good, like you actually intentionally tried something that you could not do, and then after that period of, I don’t know, it was six weeks, you could juggle, and I was like, “Wow, that’s amazing.” So just think about what are the things that you wouldn’t normally do that you can do in this period? Like one of the things we’ve done is actually, over the long weekend, over the Easter weekend, we did 1000 word puzzle, and everybody said, “Ah, this takes weeks!” It was one of those puzzles where you see a picture, but it’s not the actual picture that’s in the puzzle. So it could be like, here’s a scene, but something happens, and then this is the next scene of that puzzle, right? It’s taking place in the same area. So in this puzzle, it was about the perfect British barbecue or something. And what actually happens is, it starts raining in the same, you know, all these things are happening. There’s a bus passing by, there’s someone losing all the drinks off the tray, people are ducking under trampolines, so it was really interesting, right? And I know, like friends of ours, have taken weeks to do a puzzle. We did it in like two and a bit days because I just went, “I’m gonna do this, I’m gonna crack it.” So just challenge ourselves.

– Ah, focus, yeah.

– Focus! Like it was just focus, and thinking, and just using your, what, how do you go about solving this, and figuring out what to do, so it’s just, it was so good, like I just didn’t turn on any devices, I just did this for two and a bit days, and I did it with my wife, with my kids, you know, they came in and helped us. But it was just so much fun and something so different, and I’d encourage all our listeners, just do something that you would not normally do and see what happens, you might get a new appreciation.

– Thank you for reminding me about that juggling. When I taught myself to juggle, and I’ll tell your listeners, it took a while. It didn’t take me six weeks, but it took me 10 hours.

– 10 hours?

– And you might think, “Oh, that’s not long!” 10 hours is a lot of time to juggle. The point where you wanna give up is around eight hours. You’re just like, and because the problem is, you get a really sore back ’cause you keep dropping the balls, you have to pick them up all the time. So you can only do it for about an hour, and I was like, “I’m pushing through, I’m pushing through.” And when you learn, something happens in your brain. Now it took me 10 hours, but I think more coordinated people might do it in less. But suddenly something changes, and you cannot not juggle. You just, you can almost, you can actually do it with your eyes closed, you can juggle. Something changes, and you can’t explain it, but there’s such an amazing feeling. And even just remembering back that feeling now is invoking that pleasure that I got at the time. And I think when you do push through that barrier, that’s what you’re talking about. Push through, whether it’s jigsaw puzzle or some fitness goal that you have, or when you push through and actually work out some marketing piece or you master an ad platform or something like that, there’s a great pleasure in that, and it spurs you on. So, now is the perfect time to do it, because yeah, a lot of people are like, “What have I got to do? What am I doing with my time?” Challenge yourself, I think that’s great advice, Ian.

– All right, listers, thank you for listening. And we do appreciate you listening to us on a weekly basis. And we do pray and hope that you guys are all safe and you are doing well. Again, the offer is open, if you do need help with anything small or big, Craig and myself are here to help you out. So please don’t be afraid to reach out to us as we–

– And in fact, you’re about, after this recording, you’re about to jump on a call with someone that approached, yeah, contacted us last week.

– Yes, from the UK. so I’m going to talk to them right now. All right, listeners, thank you so much. Please share this with your friends or somebody who’s thinking about using HubSpot. It greatly helps us and it greatly helps them on their journey. 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.

Episode 198 HubSpot CMS Hub

Episode 198: HubSpot CMS Hub

Welcome to HubShots Episode 198: HubSpot CMS Hub

This episode we chat about HubSpot’s new HubSpot CMS Hub tiers – Professional and Enterprise. Plus an interesting fact about what Google does with descriptions.

Listen to the episode here: https://soundcloud.com/hubshots/198-hubspot-cms-hub

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.

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 09 April 2020 | Published: Friday 17 April 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/

Shoutout to Alex and Henry – thanks for listening!

Shot 2: HubSpot Marketing Feature of the Week

HubSpot CMS Hub



There is now HubSpot CMS Hub Professional and HubSpot CMS Hub Enterprise.

We are very happy to see this – we’ve chatted about this previously in episode 188:



  • Existing HubSpot CMS = HubSpot CMS Professional
  • HubSpot CMS Hub Enterprise = a bunch of new features including: reverse proxy support, serverless functions, code alerts, Plus some Marketing Hub Enterprise features including Memberships, Content partitioning and Multiple domains

Note: there’s no Starter version

Here is something common most people would ask about between CMS & WordPress


Shot 3: HubSpot Sales Feature of the Week

HubSpot Quotes

Nothing new in the last few weeks, but happy to say they are really working well now. If you’ve previously held off using Quotes because they weren’t as feature-rich as you were hoping for, perhaps it’s time to take another look.

All our key frustrations have been resolved including the ability to recall and edit.

We’re still waiting for automatic tax lines to be added.

Shot 4: HubSpot Extra of the Week

Good to see the HubSpot team still pushing out the product updates videos from their homes


Shot 5: HubSpot Gotcha of the Week

Multiple HubSpot login accounts?

How to consolidate multiple logins?


Shot 6: Marketing Tip of the Week

Desktop traffic on the increase, mobile dropping


Check your ad campaigns – you likely have optimised for mobile previously, check your stats and consider testing desktop again. Also important if you’ve let FB decide about what to target – machine learning may have carryover trends that still focus on mobile.

Adobe Summit

It is online and free


Shot 7: Insight of the Week

Scanning patterns – how people ‘read’ web pages


Key takeaway: people don’t read detail, they scan

Interesting thoughts about targeted advertising


Meanwhile advertising revenue looks to be on the decline due to advertisers pulling back on spending


Shot 8: HubSpot Prediction of the Week

HubSpot CMS Hub sells really well.

Shot 9: Resource of the Week

Paddy Moogan’s Link Building Book


Google Rewrites Meta descriptions 62% of the time:


ahrefs meta descriptions rewrite

Snap Camera:


Shot 10: Quote of the Week

“Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying we’ve done something wonderful…that’s what matters to me.”

  • Steve Jobs

Shot 11: Bonus Links of the Week

Auction of your expiring domains:


Where Google sources its Knowledge panel data from:


Via Jason Barnard


Marketing is hard right now:


How to analyse Google Analytics trends


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

Episode 198 HubSpot CMS Hub

– [Ian] Hi everyone. Welcome to HubShots episode 198. In this episode we talk about HupSpot’s CMS tiers new professional Enterprise, plus an interesting fact about what Google does with descriptions. You’re listening to Asia Pacific’s number one HubSpot focused podcast where we discuss HubSpot tips, tricks and strategies for growing yourselves and marking results. My name is Ian Jacob from Search & Be Found and with me is Craig Bailey from XEN Systems. How are you Craig?

– [Craig] Oh really well. And wow, what a race it has been to the end of the week. Of course, Easter coming up, we’re recording this on Thursday the 9th of April. So tomorrow’s a public holiday. It’s just been full on lately. How’s your workload been? It seems like clients just want to get a whole ton of stuff done before Easter.

– [Ian] It’s definitely ramping up, I have to say. And let’s believe and hope this is going to continue.

– [Craig] Absolutely. And you know, I just want to give a shout out to Alex and Henry, our new listeners to the show. You know who you are. I said I’d give you a shout-out. Thanks for listening guys.

– [Ian] Personally thank you to everyone for connecting with us and again, we would love to say please do connect with us on LinkedIn. Send us a message say you listen to the show. It really does make our days. And we’d also in this time love to help you guys out wherever you need help. So please connect with us on LinkedIn. Now Craig, we’d usually have an inbound thought of the week. But we’re going to call it the HubSpot marketing feature of the week right. Because HubSpot has delivered a new CMS product essentially under the cover of darkness.

– [Craig] Yeah, a soft launch that everyone in the company is talking about to everyone so I always find that interesting. But I love the way HubSpot promotes their stuff in the market. But yeah, this is their CMS, HubSpot CMS. And I think they’re just re-badging it, spitting it out into a Pro and an Enterprise tier, which I think is excellent. We covered this back in episode 188 how we’d like to see this. It positions it much more clearly for mid-market and Enterprise customers. And essentially the existing CMS, if you’ve already got the website add-on, that’s basically the Pro product now. And they’ve put this new tier in, which is Enterprise which adds a few new features and also enables a few features that previously you had to have Marketing Enterprise for. So look, I think this is a really good move. What are your thoughts Ian?

– [Ian] I can only look at it from face value currently but I think it is a great move and the more and more we use HubSpot CMS the more and more people often come back to me and say, “Wow, this is so good to use.” I’ve got the customers that use it and they love it. They don’t know what they could do with not having it.

– [Craig] Yeah, that’s right. And if our listeners remember back in episode 188 when we were chatting about this, we’ve actually had a client, they’re on HubSpot CMS but they were very hesitant before because it was almost too cheap, to use their own words. And the good thing about HubSpot CMS Hub Enterprise is it’s reassuringly expensive, so I think it’s in the $1000 a month tier and above, depending on which region you’re in. I think this is a good move, it just makes it clear. But interesting there’s no HubSpot CMS Hub Starter. I guess we got that prediction wrong.

– [Ian] Well, you never know. We might have a Hub Starter come time around inbound, which will fill out the entire suite.

– [Craig] I thought they might’ve had a Starter edition that just had the blog landing pages but you know. Anyway, exciting times.

– [Ian] There you go. So have a look if you’re interested because I think there’s some great things to be had. Now we also include a link in there because often people will say, “Why should I use HubSpot CMS “when I can just use WordPress?” So there HubSpot have built a great pillar page about the differences and why you would consider one over the other. And so I’d encourage you to actually read that and get an understanding of why that’s different or why you would use it in what scenarios. So the link is in the show notes for that. All right Craig, onto our HubSpot sales feature of the week. And we’re talking about HubSpot quotes again. And we talked about this last week because they rolled out quotes for in the startup package you to trial for 90 days, so you can actually try it out. But what we’re seeing is it’s getting improved on a one would say monthly basis and we’re actually getting a far better product ongoing aren’t we?

– [Craig] Oh that’s right. And the reason I wanted to talk about it in the show this week because we’ve talked about it before when they made some enhancements. So there’s nothing new to report this week, or nothing new in feature-wise, but it is new I think, behavior-wise. We’ve actually using it now happily in our agency to compare quotes and spin them out pretty quickly.

– [Ian] Yes.

– [Craig] Over previously we were using Xero quotes within our accounting package. And I really like it because we still use Aquila for proposals, big proposals, but for quotes, yeah, we’re actually now moving to HubSpot. And it’s because it’s solved all those frustrations I had before that you couldn’t record or quote or edit it once you’d sent it, all those kinds of things. I think it’s pretty fully featured now. So just a reminder to people who might’ve already been still been stuck with disappointment in the quoting tool. I think it’s really good now. So maybe time to reconsider. And the only thing I’m still waiting for is automatic tax lines. But that’s fine, I can do it as a manual entry for now.

– [Ian] And I think there is a feature request for that to come in.

– [Craig] Oh, there’s been plenty of feature requests for that. But yeah, look I think it’s really good so just a reminder, get to use it if you’ve got Sales Pro. Or you’ve got the trial, yeah, no use it. I think you’ll really like it.

– [Ian] All right. Our HubSpot extra of the week Craig?

– [Craig] You know what? It’s so good just to see the product team pushing out their monthly product updates. You know the HubSpot product updates blog. And they’re all at home, you can see their backgrounds and they’re still pushing them out. I really like it And I think it just kind of gives an insight. I think after this whole period it will normalize this idea that you can just be at home with kids running around in the background and you don’t have to look super professional. And like people just realize, “Oh, you’re actually real.”

– [Ian] That’s right.

– [Craig] You don’t have to put on this facade. Well we do with our backgrounds. But yeah, look, I’m really enjoying their updates and just seeing people being real.

– [Ian] You can really tell that people have embraced this and you know that people are real. So I would say just run with it like I’m running with it right now. And then you can work it out. How’s our Gotcha of the Week Craig?

– [Craig] This is a nice little find and thanks for helping me out with this. I had a question from a client, “Can we have multiple email addresses on a HubSpot account?” So they’ve set up their HubSpot account with say their work email. And then they’ve been invited to another portal with another email address. And so effectively they’re going to be setting up two different HubSpot accounts. And I was like, “Oh, I wonder if we can consolidate them?” And I was like, “Oh well, “maybe they should invite you into the other portal “with that main work account, et cetera.” But actually you highlighted on your profile, your HubSpot profile, you can actually go in and set an email alias and add other email addresses into that account as well. So that’s a really good, I actually haven’t tried it yet but that was a great find and overcomes a bit of a frustration that one of our clients was having. And this is the thing. You kind of dig into all the settings in HubSpot and you just find someone’s probably thought of this problem before and they’ve got a solution for it.

– [Ian] And Craig, that’s the thing. This came out of a problem that we had with somebody that was shifting emails of different domains. So they had a .com and they want to move into a .com.au and to standardize all their email addresses. And that’s when I found out about this with HubSpot support and that’s why I included the link in the show notes. Now Craig, what’s the marketing tip of the Week?

– [Craig] You know, I like to pay attention to what’s happening very at the moment and I’ve been seeing on Twitter and in other areas people talking about the move back to desktop. So people’s behaviors changing and they’re less on their mobiles for work stuff and website pieces and more on desktops. I thought, “Oh wow. “This is really interesting behavior change for, “well, for a few reasons.” One, it might change how you lay out landing pages, things like that, But also your ad campaigns. You might find, well previously you’ve optimized for mobile or in-app campaigns. Maybe now is the time to test desktop again. And we actually are. We’re actually going and testing this again because I thought it was interesting finding. However, and here’s the reminder, don’t just take on face value what you see people sharing on social because I went through a whole bunch of our accounts to check if this was happening. Are we seeing a drop in mobile and a rise in desktop? And pretty much across all the accounts we’re not seeing that behavior change. So we’ll keep testing and we will always be mindful of these but the takeaway I think for people to listen to is well, wow, that could be an option, check in your account, your mileage may vary but don’t just take blindly advice that you see people spouting on social.

– [Ian] Now Craig, another thing you wanted to highlight with this, there is the Adobe online Summit. And that’s usually a paid for event that’s now free.

– [Craig] It is. Free and online, so go and check it out. You can hear people talking about how Marketo is so good and then you can compare your HubSpot Enterprise experience to that.

– [Ian] All right. Onto our insights of the week Craig. Scanning patterns and how people read web pages. And this is a little piece of content from the NN group, right?

– [Craig] Yeah, Nielsen Group. And always good to see their research. And what they’ve done in this one is they’ve looked historically back over the last 10, or it might be more, 15 years at all the eye tracking studies that they’ve done, how people “read”, I use “read” in quotes, website content and not much has changed. And what they’re finding is people scan still and they don’t read, they just scan. So always be mindful of that when you’re laying out your pages. But the only thing that’s really changed perhaps is in the design techniques people use. And so what they’re noticing is a bit of a, it’s a kind of a ladder scan that people have. They’ll kind of look down a page, then across, then down, then back left, then down, then right. And they kind of ladder their way down a page. So interesting insight to read there. And they gave an example on the Apple site and that’s why they have alternating product versus text content on pages. So just a little design theme to take into account there. Always interesting reading from the Nielsen Group. So a good little insight to consume when you get a chance.

– [Ian] And I think you’re right. Like I was doing an audit today with somebody and looking at what was on their page and I went through all of this text. Came down and then discovered they had all of these links in what would generally put a call to action. And I just totally missed it because they had this chunk of text, then they had a picture and I just scanned my way down. I’m like, “What do I do after this?” And then I went, “Oh hang on, “there’s like three different links here.” I’m like, “Okay, we need to put a clear call to action “of what needs to take place.” And then once we did that he was like, “Oh yeah, I see that.” So just make it really easy, like exactly what this research report is saying that people are just scanning their way through. They’re doing their first pass and they go up and look at something else then they come back down again. Just think about, always take a look at what you do when you’re online. Just take a mental note and I think you’ll discover very quickly you’ll behave like a lot of other people.

– [Craig] Exactly.

– [Ian] Now, and something else Craig. In this given times we can see people with advertising revenue are pulling back on spending just want to give us some indication as to what’s going on and how we can take advantage. Isn’t that right?

– [Craig] Yeah, look. There’s some interesting articles, we’ve linked to them in the shot seven. I think it’s… I’d just like to add these for marketers to be reading. I think these are good insights. But the second of them is around how advertisers are pulling back and Google and Facebook look to be missing out on, I think it’s 40 or 50 billion dollars worth of ad revenue this year because advertisers are pulling back. But then on the flip side there’s another article, I’ve added this at the same time. Because there’s this pushback against all the targeting that’s going on and in fact the Wired article that we’ve linked to is someone raising I think, “Why don’t we just ban targeted advertising?” Now it sounds extreme. I think it’s a good article to read because I think it’s a good conversation people need to be having and I think as marketers people need to be aware of that. You know how a couple of week ago we talked about Benedict Evans’ prediction the next big thing is going to be legislation. And that’s especially going to be the case in terms of marketing and privacy and advertising what we do there. And so you’ve got these two things. You’ve got pushback on targeted advertising. And then with the whole pandemic going on at the moment, people pulling out of advertising. So the landscape’s going to change. It’s going to be really interesting in three to six months to see how Google and Facebook have adapted. Anyway, interesting reading, I think thoughts for marketers to be considering now.

– [Ian] All right Craig, and onto our prediction of the week. We’re going to call this the HubSpot Prediction.

– [Craig] Yeah, a no-brainer. Yeah.

– [Ian] Well what is it Craig?

– [Craig] My prediction is HubSpot’s CMS hub is going to sell really well. I think the market is ready for it.

– [Ian] Yes.

– [Craig] And it’s perfectly placed. Fits in there mid-tier to lower Enterprise in between WordPress at the bottom and Marketo and SitePro at the top. I think it’s just going to do really well.

– [Ian] Yeah, absolutely. And I think that’s going to happen and again, we’ll probably see a starter version of CMS coming in at some point in time to fill that suite of products that they have.

– [Craig] And actually, sorry I’ll just say it, the reason I think it’s going to sell really well is not because the product has changed but because the marketing positioning has changed, just the way they’re packaging it, I think it’s going to sell really well.

– [Ian] Absolutely. Now Craig, we spoke about in the show, how Google rewrites meta descriptions and that was an interesting stat.

– [Craig] Fascinating research from Ahrefs

– [Ian] Ahrefs.

– [Craig] Yeah, talking about how they analyzed just under 200,000 pages to see how Google either honored or rewrote the meta descriptions that those pages had. And staggeringly, I thought, staggeringly, more than 62%, almost 63% of the meta descriptions were rewritten by Google.

– [Ian] I know.

– [Craig] If you’d asked me I would’ve said, “Oh look, 20 to 30%.” Two thirds are getting rewritten. So it raises of course the question, should you even bother with your meta descriptions? And I kind of feel like well, maybe your top ten pages be really clear but after that maybe it’s not a good use of your time. But just interesting how Google is deciding what people want to know about, taking your website content and rewriting it for the best experience, in Google’s eyes, for those people searching for it. So yeah.

– [Ian] Now Craig, you had something about Snap Camera.

– [Craig] Oh, have you seen this?

– [Ian] No I haven’t.

– [Craig] Snap Camera. So you know Snapchat?

– [Ian] Yes.

– [Craig] How the app on mobile, you can have those filters.

– [Ian] Yes.

– [Craig] Overlays your face, baby face, all of that kind of thing. Well they’ve released a desktop product, Mac or Windows, called Snap Camera and you download it, it’s an app.

– [Ian] Yeah right.

– [Craig] On your desktop. And then on Zoom or any web chat at all, you can basically set Snap Camera to be the source and basically it sits in between Zoom and your webcam and you can have all these filters play. So you can get on a Zoom call and apply all these Snapchat filters.

– [Craig] It’s great. What better time now when everyone’s at home and being real, you can actually put these silly little filters on. Anyway, just some fun.

– [Ian] All right Craig, our quote of the week. And this is from the late Steve Jobs and it says, “Being the richest man in the cemetery “does not matter to me. “Going to bed at night “saying we’ve done something wonderful, “that’s what matters to me.” Listen, we’ve got a lot of links in the show notes to interesting things that we’re reading or have come across. So I would encourage you to follow us on LinkedIn and Instagram and Facebook and wherever it is and look at the show notes because there’s a ton of gold in there. Do you want to share one Craig?

– [Craig] Oh look as always, we love Benjamin Mangold at Loves Data. He’s got a little link on how to analyze Google Analytics trends. It’s at the beginner level so if you’re very familiar with Analytics this won’t be for you but often marketers they don’t know their way around Google Analytics that well. His does a great job of just talking you through how to set date ranges, how to check whether things are seasonal variations versus actually extreme variations. So yeah, well worth the read and yeah, a ton of links there. There’s so many good things to read lately and we’ll try and keep the show notes full of them.

– [Ian] And listeners again, thank you for listening to us. We hope that you have had a good Easter because you’ll be listening to this after Easter, and you are all coping well and are all well and safe. And had a good time in isolation, like us all.

– [Craig] Hope you had some chocolate.

– [Ian] That’s right. Hope the Easter Bunny was good to you. Again, connect with us on LinkedIn and like I’ve said, please feel free to reach out to us, we would love to help you in this time. Don’t feel like you’re not worthy to speak to us. I know a few people have said, “Oh, I’m not ready yet. “I don’t feel right to talk to you guys.” You know what? We’re all starting at some place and we don’t all have things together. Craig and me teach each other lots of things everyday so I’d encourage you to reach out. We will be more than happy to help you guys out wherever we can, or even introduce you to people who can help you out so don’t be afraid. Please connect with us. Well Craig, until next time.

– [Craig] Catch you later Ian.

– [Announcer] 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.

Episode 197 HubSpot Popup Form Gem and Dashboard Libraries

Episode 197: HubSpot Popup Form Gem and Dashboard Libraries

Welcome to HubShots Episode 197: HubSpot Popup Form Gem and Dashboard Libraries

This episode we chat about a tiny but mighty new HubSpot popup form feature. Plus Dashboard libraries and business innovation in the current environment.

Listen to the episode here: https://soundcloud.com/hubshots/197-hubspot-popup-form-gem-and-dashboard-libraries

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.

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 02 April 2020 | Published: Saturday 11 April 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/

Working from home = Tools + Process + Mindset

Shoutout to Nifty Nick Dzienny – thanks for the weekly emails with advice and wisdom.

Craig is driving his wife nuts.

Shot 2: HubSpot Marketing Feature of the Week

Popup Form option on the Callout page

popup forms callout

hubspot popup form options

Note: this is on the Callout tab ie not the Thank You tab options (which have been there for a while):

hubspot form thankyou options

Btw was good to chat about this in the HubShots WhatsApp chat (still a few people in there!)

Shot 3: HubSpot Sales Feature of the Week

Creating views for sales team members on deals so they can easily find deals for a particular company on the mobile app.

Why you ask?  You run into this when a company has 11 + deals and trying to find that on the mobile app is close to impossible!

IMG 0D3DF0DE2F21 1

Shot 4: HubSpot Extra(s) of the Week

Pasting items into a HubSpot criteria field:


Thanks to JSG3 for the tip and to Tara for highlighting this to us.

Dashboard libraries


hubshot dashboard libraries

Click on a library and it will prompt you to add a new Dashboard prefilled with the recommended 6, 7 or 8 reports

hubspot dashboard library create

Prediction: Creating your own set of custom reports and sharing them as a library on the App Marketplace

Shot 5: HubSpot Gotcha of the Week

Gotcha free this week.

Shot 6: Marketing Tip of the Week

Use Zoom for connecting and you can also integrate that into HubSpot.

Use krisp to remove background noise:


(That’s Craig’s referral link which will give you a month free)

Bonus tip: you can invite transcribers into the meeting and have captions added in real time, and transcript available immediately at the end of the call.

Shot 7: Insight of the Week

Business Innovation

  • Real Estate agents doing virtual walk throughs
  • Electrical goods

Moving to On-Demand models

Eg at XEN we are now offering an On-Demand Digital Marketing option:


Personal Shopper offerings

  • Perhaps provided by store employees even though the store is closed.
  • Saw a store offering personalised live video demonstrations of cameras and equipment.  Thought it was a great idea.

Shot 8: HubSpot Throwback of the Week

What was HubSpot announcing this time a year ago?

April 2019 they announced pretty much nothing.



They refreshed the mobile app just before April! https://www.hubspot.com/product-updates/a-fresh-new-look-for-the-hubspot-mobile-app

Shot 9: Resource of the Week

HubSpot Not Another State of Marketing Report

Paid Advertising – pretty important to most marketers (in an inboundy way!)

hubspot report paid advertising

Not Another State of Marketing Report   Web Version pdf 2

Given the primary goal was for paid advertising was brand awareness and reach tells us…..

Shot 10: Quote of the WeekETj0xLNWAAAhYJD

Shot 11: Bonus Links of the Week


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

Episode 197: HubSpot Popup Form Gem and Dashboard Libraries

– All right. Hi everyone and welcome to HubShots episode 197. In this episode we chat about the tiny but mighty HubSpot pop up form feature plus dashboard libraries, business innovation in the current environment. 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 with Craig Bird from Systems. How are you Craig?

– I am well, I’m healthy and I’m driving my wife nuts working from home. I’ve been working from home for a week now and my poor wife, I don’t know how she puts up with me. I’ve taken over the living room and with my set up and causing chaos. So we’re both quite introverted people.

– It’s so nice and clean your living room, Craig.

– I know, if anyone’s watching this on YouTube and can see the video of both got nice backgrounds on our zoom call, all things considered doing really well. How are you doing?

– I am good

– You’ve got a worse than me. You’ve got kids at home.

– I know. I think my wife’s had it with the kids. She’s about to send them back to school for the last week of school just to get some Saturday back before three weeks of holiday. So let’s see what happens.

– Yeah, look, shout out to everyone that’s working from home and struggling through it all. Hanging there. You’re doing a great job.

– Making it better for all of us. So listeners, we’d love for you to connect with us on LinkedIn. Just search for us. There are links in the show notes to connect with us. We’d love to hear from you, so please take the time to do that. And yeah, you never know what might come of it. And we’ve got a special shout out as well. Don’t we Craig?

– We are shouting out to Nifty Nick Sandy–

– That’s right.

– And Sydney team. Thanks Nick for your weekly emails. He sends us emails with tips, wisdom advice. Thanks Nick, much appreciated.

– Fantastic. All right, Craig, HubSpot marketing feature of the week Craig?

– All right, I love HubSpot forums.

– You know what, and this feature I think is one of those features that keeps getting better and better, doesn’t it?

– We’ve spoken about this before. I’ll explain what it is and then hark back to when we chatted about it, but it’s an update to the pop up forms. You might recall a pop up form, you go through a few screens, create a form, submit, and then what happens. Now they’ve added this option on the setup screen before you get to the setting up a form, the call out screen where you actually don’t have to have a form as the next step. You can just have a button or a link or a calendar invite, meeting link. So it’s really cool. Do you remember we spoke about this? I feel like it was only a month or two ago where I’m saying–

– Good.

– You know what, the only thing I really want to in pop up forms is the ability to just promote almost like a CTA and not have a form–

– Yes.

– But just something that I can point to somewhere else. And today here it is. So I love it, this feature. Now I’ll just… We’ve put a screenshot in the show notes and I’ll just remind people, this is on the call out page. So this is when you’re setting it up, this is not a thank you page which has very similar options and you might figure out that that’s been there for ages, it has been there for ages on the thank you screen. But this is on the call out tab. So check that out. Very handy. I’ll just mention one other thing and by the way I reckon I’ll have to change it from pop up forms to pop ups. Now that they’ve got this, but the reporting is still based on submissions. So even when you look at reports you’ll see how many impressions that got, but often the cause there’s no form, there will be no submissions, but I’m sure they’ll update that reporting to show how many links or clicks they were dependent on what type of call out you had.

– And Craig, our sales feature of the week, and this is something that we came, I had to find a solution to it. Where we had sales teams that we work with and they have multiple deals because they were dealing with dealers, so they could be multiple deals and all of these guys are on the road. And so what happens is that they tried to look up a deal against that company and they get these massive long list of deals and they’re like, which one? Like it’s so hard to find it. Anyway, so one of the things that I kind of tried to do is work out, well how do I get this to be better for them? So what we did is we created a view in the deal section and made that available for each salesperson or how they wanted to use it? So maybe it was all deal at a particular stage with maybe some other criteria and so easily on the mobile app they can click through, look at that view on the app and see the deals that they want to. And I think that’s made life a lot easier. So that’s a little tip and a trick for mobile sales teams that are on the road.

– I’m interested in your experience with people using the mobile app because when I’ve spoken to you, you’ve said, “Yeah.” A lot of your clients use the mobile app and they’re doing deals on there. Is that your experience?

– Not necessarily doing deals on there. They’re actually using it to keep a track of deals or even just checking when they’re out talking to people. So where things are at, if it’s maybe waiting on somebody, I haven’t seen too many people putting deals that generally happens while they’re on their laptop or desktop, putting it in, but slowly I think that’s changing. Like people are creating deals as they’re traveling on the road so you can keep a track and then not losing sight of things. So we’ll see, I’ll have more on that.

– Right. Yeah, that’s very cool feature.

– And what is our extra of the week, Craig?

– I can’t, it’ll HubSpot extra and thanks to Tara for alerting me to this. She found it on the HubSpot community forums and it’s a little tip, when you go and create a view and you might wanna put in criteria and there’s a ton of entries, you want to put a criteria.

– Yep.

– And you think, “Oh, can I just paste a huge long list in there.” So we had this case for a client, they want to create a list of everyone that’s… This was a warranty registration database. They had hundreds of different products in there and they had product groupings. They want, “Oh create me a list of people “that have purchased one of this “50 or so products “and then another list with another.” And I’m like, “Well, could you just paste them in?” “No, you can’t” Cause then it creates criteria matching that work at least as well. Quick tip, you just go to a spreadsheet, put all that list in one collum, then you put semi-colon, another colon, and then you copy that and then you paste it in. And just by splitting it up with the colon or the semi-colon, bang, they all go in as items. And so we’ve got a link in the show notes.

– That is gold.

– And thanked, and JSG3 on the HubSpot community forums for that tip. It will save you a lot of time.

– That’s right. And you’ve also got dashboard libraries now, Craig, so this is… Most people will often confuse it. They’re like, “Oh, I’ve got these dashboards, “I’m trying to add these widgets, which are reports.” And now what they’ve done is they’ve created this library of report dashboards essentially so that you could choose. So this is going to lead to other things, isn’t it Craig?

– I think so. So at the moment it’s just a nice grouping. It’s not like there’s extra functionality. It’s just saving your few clicks. And you can choose this library. “Oh, that dashboard.” Like for example, sales rep dashboard, bang. It’ll come prefilled with those six or seven or eight reports depending on which one you choose. Now that’s all fine. But I think the big thing that’s gonna happen here is they will open up sharing of dashboards, maybe on the app marketplace or maybe within the portal, because I can imagine you create custom reports. So you’re gonna need reports to create a whole bunch of custom reports. You might have six or seven different customer reports that you’ve tailored and we would call them report widgets, but HubSpot calls them reports. Put that on a dashboard. Now I want to share that from my portal to you Ian, how would I do that? I think there’ll be a link where I can share that kind of dashboard configuration straight over to you and then it’ll be on the app marketplace. They’ll just be this kind of sharing. I don’t know quite how they’ll implement it, but it’s almost just like a sharing set that you can share or make it publicly available. Similar to how Google analytics has those templates and they have a whole temporary library that people can share theirs.

– Excellent. Something to look out for. Now, Craig, we always have a gotcha of the week and what’s the gotcha this week?

– We’re gotcha free this week. My gotchas.

– And thank you to Dharmesh and the team and the product team for making sure there are no gotchas for this week.

– Thanks Dharmesh.

– All right, Craig. Now marking tip of the week and I’m sure a lot of you have been using zoom or Google Hangouts and other things to communicate with people in the current environment and even a lot of things have shifted to it. So one of the things I wanna do say is that like we’ve used it a lot this week. I’ve set on days worth of zoom calls. There was one day I actually set for an entire day on and we went in and our rooms, so great functionality. But one thing is if you’re using HubSpot, you can integrate zoom into HubSpot. So when people are booking meetings you can actually get that link generated straight away. Or if you’re sending all your booking time with people, you can actually straight away send a zoom link straight from HubSpot saving you heaps of time and I have you to log in and do all sorts of things. A great feature. What is something else, Craig, that people can use if they’re using zoom and we’ve got kids and we’ve got Nixon noisy roads, what is another great feature they can use?

– Well, I can’t remember who put this onto me, but it’s a great tip. It’s a tool called Krisp, K-R-I-S-P.AI crisp.ai and it’s a little plugin. You install it on your Mac or windows actually they’ve got a mobile app as well and it uses IOI and machine learning and any other buzzword you wanna put in there to tuck out background noise. And so on this zoom, you and I are recording tonight’s podcast via zoom. I’m actually using it, I’ve integrated with zoom and it cuts out all the background noise because if I were to take it off you would hear a lot of echoing cause I’m at home, I’m not in my office. I’m at home. Very lots of hard surfaces here. They’re very echoy and Boomi and krisp just takes that all out. Any background noise takes it out. So it’s really good. I’ve included a link in the show notes with my referral link. So just disclaimer to referral link. I do benefit from this but you benefit as well. If you install it, go via my link. You get I think a month free.

– Month free, correct.

– And I think I get two months. So listeners, just be aware I get a benefit out of this. Maybe we should put a version without the referral link, if people don’t like referral links.

– If you don’t like referees, just type in the URL.

– Yeah, just go. Anyway all the team are on it now and it’s just, yeah, it’s really good. It has made the calls a lot better. And I was on a call the other day and someone next door was hammering a wire in the wall. I don’t know thay’re putting up, I don’t know, drilling holes and putting up pitches or something. I don’t know what was going on. But anyway, I apologize to people. And of cause that I’ll look sorry about all that noise in the background. Sounds like my next door neighbors installing something. They’re going, “Oh, we can’t hear anything.” Krisp just taken it all out. Yeah, it’s really good. So a thumbs up from me.

– All right. Craig. Well now let’s get onto a inside of the week, and this is about business innovation. Now we’re seeing lots of interesting things happen as we all switch to working from home and retail changes and business changes forever. I believe, what are some of the cool things that we’re seeing taking place to encourage others about thinking about things differently?

– Well, I’m really fascinated to see how quickly some people are adapting and also how others are just giving up in despair. We talked about this in a previous show. Some people are just like, “Oh, it’s doom and gloom. “I give up I’m not going to try.” And then others are like, “Wow, how can we adapt “what are we doing?”

– Yeah.

– And I’d like to focus on that. So some of those examples, real estate agents is one that I thought was really interesting and I assume this is probably global, but certainly in New South Wales in Australia, property openings and open houses and now you’re not allowed to do them. So I think at most you can do a private viewing.

– Correct.

– Anyway, real estate agents, I thought, “Oh well good luck.” Then goes their business. They’ll really suffer. No, they’re all about, “Oh, we’ll do the virtual work, “walkthroughs, check out our Instagram stories.” A bunch of them are all on Instagram. Doing Instagram stories, walk through check and also you can book in and they are real estate agent who will be at the house and they’ll walk around with their mobile and it’s one-to-one and they’re saying, “Oh. Right, “here’s this room. “What do you wanna say? And you’re “Oh, can you show me the corner?” That kind of thing. And I mean it’s nowhere near as good as actually being there and feeling the property in person. But it really is quite a novel way, I think kind of obvious in hindsight, but just an example of using technology and thinking laterally and keeping your business going. So that’s one example. And you’ve got examples as well.

– Yes, so look, I went to buy a dryer today and I was talking to my cousin who works in the electrical department and he was telling me, you think that things are slowing down? He goes, sale of electrical goods, TVs, anything where people are connecting. It’s really fascinating years. Like they’re going out the door like hotcakes. So even then, I’ve even noticed, I’ve seen a lot of people looking for video gear and asking about things and just the ability for people to easily interact with businesses is becoming a big thing. So one of the really cool things I saw when I was looking for, I think I was looking for some particular microphone because I wanted to record some stuff on my iPhone and I went to different sites and one of these sites they specialize in saying cameras. And so what they did was they said, “Oh, why don’t you book in a time and we’ll do a “video session with you “and you can ask us any questions about the camera.” So I wanna see inside the… What it looks like inside the lens. When I take the lens off, “Show me what I can do with this.” I’ve got a specific question. And I thought that was really cool. So they had put a link on their contact page saying, “Do you want a personal like shopping session “where you can go around our store “and we’ll just demonstrate whatever you want to see.” And I thought that was really cool. And then we got talking about how, there is this, if people are still going to work in Australia they are. Cause we are trying to keep the economy going and people are at work, but people don’t want to go into the store. Well they could actually offer a personalized experience in the store to someone is like, “Hey, I’ll show you this washing machine, “asked me all the questions.” Because sometimes it’s not readily apparent. Like when I went today, I was talking to my cousin and I said, “Oh, this one looks like a good deal “because the price is really good. “Kinda looks the same.” Didn’t have a glass window on the door. And he goes, “Oh, but that’s got like a plastic drum. “So that’s not gonna last as long as the one “with the metal drum, right? “Or the aluminium drum.” Whatever it’s made out of. And I thought to myself, “Oh that’s really good information.” Because I actually want something of good quality. I don’t just want a dryer. I actually want something good that’s going to last because I’ve had a string of bad dryers. So just tell me that conversation with him made a massive difference and I ended up paying more money to get a better product and I’m sure I’m getting much happier with that in the long run. So there are so many things you can do. And I even came across something really cool today, and this is in Australia. So we have energy ratings on products and one of the things that they had done is you could actually calculate, if you bought a particular, so they had all the washing machines and dryers. All the electrical equipment that have this rating. They’re basically knew what the power consumption was and they said, “Look, how many times do you use it a week?” So I thought I use the dry three times a week. My wife said it was five. So I put in five times a week. This is the purchase costs, this is how many times are you using it? Okay, well here’s the running cost per year and then here’s what it would cost you over 10 years and if I compared two models and then you get to see everything, you’re like, “Oh wow, I can buy a cheap dryer and pay “heaps more for running costs. “I can buy really efficient one now in pay for it, “but have really minimal running costs “and recoup that money in a year.” And then that kind of… I showed that to my wife and I like in one knee we’re going to spend the same amount of money. I can just buy the better dryer and be ahead for the whole time. It’s just really cool things like that people can do.

– I think that’s right and what you’re talking about that personal shopper offerings, I think that’s the big opportunity. I’m gonna say for retail, but what I’m talking about is I don’t think the shops will open again. People won’t be able to go into the shops to buy, but because they’ve got a lot of space, it’s almost like the staff will stay there cause they are dispersed around the store. So social distancing still there and their customer service won’t be in person. It will all be on the phone. So whether that’s face time or apps or whatever and you’ll say, “Oh, I’m looking for this such and such. “Can you help me?” So there’s still that personal service. “Oh, can you show me that?” “Yeah, try it out.” So it’s a much better experience than just buying online and I’ll be like, “Oh cool, I’ll get that, buy and I don’t know what the hell I’ll purchase.” Maybe there’s going to be some… Someone will come up with quick idea where you’ll just put a link in and I don’t know, a text message or something and then buy and that’s the transaction’s done. Or it’ll be on the Instagram once Instagram finally gets Instagram e-commerce working, what is going on? Why is that? Anyway, another topic there. And like this personal shopper pace and that’s what the interactions will be. The staff at the shops will still be back in there, but no customers and the doors will be closed, but they’ll still use a retail space. I think those kinds of things are gonna take place. It’s all around technology and enabling those connections. It’s going to be very interesting times.

– Correct. And I think it’ll just accelerate the platforms that we’re using already. Instagram, I think Pinterest will be another one that will really accelerate through this period as they start to get more things. And I think at the last hug we got some of that happening already. So don’t be surprised by what is going to happen. And in times like today is where we will see our next great businesses that will come out. So if you think in that GFC, what’s happening? Who are the businesses that are around, who are almost like a trillion dollar businesses now, it is because of the innovation at times like this. So in your business, I encourage you to take a step back, take a day off. Just think about how you can do and the simplest thing to do is ask your customers, get on the phone with some of them and ask them. It was funny, I’m a part of a business accelerator. One of the girls who was in there was talking us, she goes, “Oh, I don’t know what to do. “Like basically I lost all my market.” Like because she got clothes knitted in India. So she basically all these families, all these mums were knitting clothes and then people in countries like ours and in Europe were buying them and paying lots of money because they’re all handmade, really good material. Anyway because they can’t get anything out of India or Pakistan or wherever they’re made their businesses just dry it up. So she was like, “I don’t know what to do. “I’m standing here.” Anyways, this one day, someone on that day said, “Well, why don’t you call up ” and ask a few of you are customers who buy your stuff, “what they would think that they could get you to do?” She comes back the next day and she goes, “Oh, they said, I’m really good at pulling people together, “creating organizational change, gathering people.” And she goes, “We’d love if you could run some training “to help our staff really get together.” And she was like, “I never thought of that.” So there you go. So she’s basically now restructured her business in this time when things are a bit uncertain. But now she’s going to offer that as a training piece to businesses she already has contact with and who want her because of the expertise to do what she’s good at. All right Craig, anything else?

– Look, each week we’ll go through a few ideas, but I’m just fascinated and really quite impressed with some of the ideas I’m saying. Yeah.

– Oh, and before I go, I thought one thing that has been working on our side with customers that we’ve been helping is, and I think I touched on it last week, was video, just personalized video using that for a One-on-one interaction, especially when people own industries that are really busy now and then not necessarily available doing. So, a lot of the ones I’m talking about are in the cleaning industry, so they stretched like they’re like can’t do anything. So one of the things that’s been working really well is that the guys who interact with them, sending them personalized videos And they watch it in their own time and that’s worked really well and got really good reaction and so much that people go, “I want to do more of that, “or how do I do that to people that I deal with “who I can get to.” So there’s just another way of doing something.

– All right, Craig, our HubSpot throwback of the week. And what did HubSpot announce one year ago?

– Oh, I was looking at the HubSpot product blog as we do every episode for what they were doing April last year. Not much, they released almost nothing in April. I mean there was a LinkedIn navigator interaction but–

– That’s right and just before I probe they had refresh the look of their mobile app and added some features. So that was something that came up and I still feel doesn’t, unless you’ve got a mobile sales team or people who are on the road. I don’t feel people even use the app, but it is good. Now coming back to that, remember I was talking about complaining about the calling thing the other day?

– Oh, yes.

– I think it’s been fixed.

– All right, excellent.

– Because it actually worked on my phone the other day when someone called me and I was like, “Oh, hang on.” I never saw that happen before. So there you go. So I think it must’ve been resolved. The spacing issue has been fixed.

– Oh, excellent.

– All right, Craig, our resource of the week.

– Suggests quickly that the HubSpot is not another state of marketing report. And as we said last week worth it just for the pictures of some of the HubSpot staff. And they go and enjoy those. And we’re not gonna go into detail this week except to highlight two graphs on the section on paid advertising. I thought this was interesting. And I will ask the question and… From memory, I think it was a bit over 3000 people responded to this survey–

– Correct.

– in North America. And it was how important is paid advertising to your overall marketing strategy? And by far was very important or extremely important. Now why would we call that out? And I like how you put in the show notes. Paid advertising is pretty important to most marketers in an inbound the way because long time listeners would know how we used to just laugh at HubSpot talking about advertising until suddenly, Oh, they were talking about it in an inbound divine. But here’s why, cause it’s extremely important and you’ve put a second graph around the primary goal of paid advertising.

– Yeah, and this is really interesting. So given that people found it very important, and there was another graph in between this, third graph which says that, talking about their sales and the channels, but then they said what was the primary goal of paid advertising? And I was really surprised to see what came out on top. It said 23% of marketers use advertising to increase brand awareness and 24 use advertising to impact direct sales, which is good, right? But brand awareness? I’m like, “Wow, people are still doing that.”

– It used to be the old agency joke, if you didn’t get any results, you just put it down to brand awareness. But I guess for bigger companies, that is a piece. I mean we do have clients where they say, “look, we’ve just using this time to blast our brand “out in front of the market, make sure they know “we’re still here.” So I get that. What was also interesting to me at the end was what’s the primary goal? Whole bunch of people said, not sure. It’s like, well, let’s don’t really know what to say. What’s the goal into paid advertising? I wanna know. Someone’s writing checks, something I don’t even know why. So anyway.

– That’s a bit scary.

– It is.

– Takeaway for people, I guess. I understand where we are now and think about these channels and don’t be afraid to test because over the last week or two, some of the stories I have heard of people in certain marketplaces where everyone has just gone, “I’m taking all my money out.” And their click rates are like 70% cheaper than before or they’re getting a far greater edge because of the people in the market have retreated now. So do not hold back. I would actually encourage you to have a budget to test in this period.

– I totally agree. And we mentioned this last episode, I think it’s not only cheaper click prices, which by the way may or not be, may or may not be cheaper. And in some cases they are just the same and in some of them are expensive. I mean if you’re trying to bid on terms related to remote working or work from home, you’re probably be paying more than ever for now.

– Or my webcams.

– Or webcams. However, for some it might be cheaper, but for many it’s not the price. It’s the fact that there’s more inventory. So you might pay the same price, let’s say, but there’s only two ads of which you’re one rather than four or five, which they might’ve been before. So you do get that increased impression and mind share. So worth testing.

– All right, Craig, onto our quote of the week, and this is from Daniel Priestley and he wrote a few books, actually. One of them being “Oversubscribed” which is fantastic. And this is his quote, “Would you cling to how you did business in the 2010s “or will you use this time to transform “into an even better version of your vision, mission and values?”

– Well, will you again, what will you do?

– Absolutely Craig.

– I will for sure.

– He’s a smart guy. I was on a zoom call with him earlier this week and just the goal that he came up with was just unbelievable. So I encourage people to go have a look. Now, what have you got for the bonus, Craig?

– Well, speaking of working from home, I know every man, his dog’s offering a work from home or tips and tricks. But this is from takecontrolbooks.com. They’ve got a whole PDF on it. And at the start of the show, actually I forgot to mention this, when we talk about remote working, there’s three components really as I said. There’s the tools and then there’s the process and then there’s the mindset. I think everyone’s across the tools now, right? That’s everyone knows about zoom and Slack and all the tools.

– Yep.

– So it’s not, I don’t think that’s the big hurdle. People are still struggling with process, I think they are getting around that, but it’s the mindset piece that people haven’t caught up to. I think that’s where people are struggling and thinking through mindset, especially extrovert’s stuck at home. It’s great for me. Introverts and our teams are remote anyway, so we’re used to it. But for the companies that aren’t, there’s a mindset piece. Anyway, this book I think is worth looking at. It’s a free download. But it’s a free, it’s a proper book, right? So you can just download the PDF and it’s got a whole bunch of tips and advice there. So one of many, I know it’s crowded market space, but you might be interested in this one from takecontrolbooks.com.

– Well listeners, I hope you’ve had a great week working from home and juggling things. We do appreciate you listening and we do hope and pray that you guys are safe and well and you know what? We get on the other side, we don’t know what’s gonna happen, but we know it’s gonna be good. So use this time wisely and keep your spirits up. Stay connected to people. So one of the great things I heard today when we were on a business connect call, a church was, it’s actually not social distance, it’s physical distancing. But socially we’re getting closer because of the amount of time or connecting. And I thought it’s a better way to frame that because we have the tools to actually talk to people now more than ever. And people actually have time because they’re not tied traveling places and doing things. It’s really interesting what I’m seeing taking place, but use this time wisely like connect with people that you haven’t spoken to. And even for us, I think I’d love to do a Facebook live, Craig, I know this is gonna freak you out, but like I just wanna be able to connect with people that listen to us and just get a sense of who everybody is because it’s a great time to do that while we’re all sitting at home enjoying our pajamas, enjoying ourselves. Craig, I can see you’re already scared.

– I’m freaking out Ian.

– Well listeners thank you so much. Oh, we pray that you have a great week and we will be with you next week, till later, Craig.

– Untill later Ian.

– Hi there. Thanks for listening to this episode of HubShots, for show notes and the latest HubSpot news and tips, please visit us and hubshots.com.

This episode we chat about HubSpot CMS Hub again, plus Conversations and Chatflow. And playbooks.

Episode 196: Keep on Learning

Welcome to HubShots Episode 196: Keep on Learning

This episode we chat about HubSpot’s Not Another State of Marketing report, plus tweaks to blog SEO, and how to get free Moz SEO training.

Listen to the episode here: https://soundcloud.com/hubshots/196-keep-on-learning

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.

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 26 March 2020 | Published: Friday 03 April 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/

How quickly the world changes. Listening to our most recent episode, and it seems woefully out of date with where we are today in terms of the Coronavirus. Shout out to Kayla.

Shot 2: HubSpot Marketing Feature of the Week

Control over blog post title versus page title

One for the SEO nerds, you now have specific control over the page title (what Google uses and you see in the browser tab) versus the blog title (what you see at the top of the blog post):


hubspot blog page titles

Shot 3: HubSpot Sales Feature of the Week

In a response to the current social and economic climate we find ourselves in HubSpot are adding free tools. Businesses of all types and sizes are finding themselves in the position of having to move whole portions of their operation online. To help businesses adapt, HubSpot is making meetings, quotes, e-signature, and 1:1 video creation tools completely free for 90 days from activation.

Bonus feature: you can now merge deals:


Shot 4: HubSpot Extra of the Week

How to trigger workflows based on a contact property changing:



hubspot workflow trigger field changed

Summary: use the ‘is known’ criteria and enable Re-enrollment.

Shot 5: HubSpot Gotcha of the Week

Signing up for something and getting it free for 90 days but then having to upgrade to keep it.

  • HubSpot are doing it (see above)
  • Google are doing it (Hangouts)

Bonus gotcha: Zoom’s HubSpot integration isn’t working (sad face)hubspot zoom integration

Shot 6: Marketing Tip of the Week

There is a bunch of training becoming free or at low cost in the current climate.  Our advice it to use your extra time to upskill and have an end in mind.  Don’t go signing up for everything!  Stay focussed grass hopper!

Example: Moz are making most of their academy free for the next few months:


Shot 7: Insight of the Week

Pricing pages that use the ‘monthly price paid annually’ approach.

I really hate this, when they don’t actually offer any monthly options.

Please stop this.

Shot 7.1: Business Insight of the Week

Business Continuity

HubSpot maintains business continuity and disaster recovery plans focusing both on preventing outage through redundancy of telecommunications, systems and business operations, and on rapid recovery strategies in the event of an availability or performance issue.

Whenever customer-impacting situations occur, HubSpot’s goal is to quickly and transparently isolate and address the issue. Identified issues are published on HubSpot’s status site and are subsequently updated until the issue is resolved. Learn more in HubSpot’s Security Overview.

Shot 8: HubSpot Throwback of the Week

Here’s what HubSpot was announcing 12 months ago…

HubSpot adds ability to connect multiple Shopify stores:


hubspot connect shopify

What has happened to their ecommerce focus lately? Seems to have been neglected.

Shot 9: Resource of the Week

HubSpot’s Not Another State of Marketing Report:


In particular, so you can check out the new form format they are testing:

state of marketing form 1

Download it, if for no other reason than to see Kipp’s jumper.

Let’s go through one section each week – this week: Social Media stats.

Compare what people invest in:hubspot social invest

To what they see ROI from:

Not Another State of Marketing Report   Web Version pdf 1

Not Another State of Marketing Report   Web Version pdf

Shot 10: Quote of the Week

Everyone has the potential to become an encourager. You don’t have to be rich. You don’t have to be a genius. You don’t have to have it all together. All you have to do is care about people and initiate.

  • John C. Maxwell

Shot 11: Bonus Links of the Week


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

Episode 196 Keep on Learning-1200x800

– Hi everyone. Welcome to HubShots episode 196. In this episode, we chat about HubSpot’s Not Another State of Marketing report, plus tweaks to Blog SEO and how to get free Moz SEO training. You’re listening to Asia Pacific’s number one HubSpot focus podcast where we discuss HubSpot tips, tricks and strategies for growing your sales and marketing results. My name is Ian Jacob from Search And Be Found and with me is Craig Bailey from Zen Systems. How are you Craig?

– Well, happy and healthy, I’m happy to say, but wow, what a change it is in just a short week. And you know, earlier this afternoon I was just listening back to one of our episodes, the most recent one, cause it just went live or it’d just been published, and I thought, oh, I’ll just listen to it, make sure it’s okay as I normally do, and what we talked about then, in the coronavirus, I’m like, oh man, that that sounds like months ago.

– Yes.

– It’s just changed so rapidly. And so even as people hear this episode in a week’s time, I’m sure it will have changed even more drastically. It’s just amazing what’s going on. But I hope you’re well and happy as well.

– I am, thank you Craig, and thankfully all of our clients and family and people we deal with are happy, which is really good so.

– That’s good. By the way, shout out to Kayla for listening and sending me some very kind words. Thanks for that much appreciated.

– Listeners, thank you for connecting with Craig and myself, and for those that haven’t please connect with us on LinkedIn. And put a quick note that you do listen, so we don’t put you into that box where everyone’s barking to us. And we love to hear from you guys, and we hope to hear many great stories on the other side of what’s going on now and to be a part of that journey. All right Craig, so what’s a HubSpot Marketing Feature of the Week?

– This is just a little feature, It’s an update to the blogs’ functionality. So this is for the SEO nerds. So previously you’d have a blog post title, and HubSpot would use that as the page title, I’ll explain the difference in a second, but now they’ve added the ability to tailor each. So, if you go into a blog post and you’re in the settings, you can actually set the blog title, which is what you normally would have done, and so I’ve got a screenshot where we would have the blog title of a previous HubShots episode. Now that’s what appears at the top of the page. But now you can also set the page title, which is what appears in the browser tab and is also what Google uses when it’s indexing your site. So previously, they’d both be the same. But now, you can actually craft your title for the browser tab and for Google, and have a separate one for the actual top of the blog posts. So, most people will be listening to this going, I really don’t care, and that’s fine, just keep on,

– keeping on.

– keeping on as you did, but for the SEO nerds, this is a nice little feature, which we do take advantage of.

– Absolutely. Now a HubSpot Sales Feature of the Week, Craig, and that is in response to the current social and economic climate that were living in, HubSpot have actually added more free tools this week. Now I will say this is just for the first 90 days. They’re doing this because they’re saying businesses are finding themselves in a position of having to move whole portions of their operation online. So for help people adapt, they’re making meetings, courts, e-signatures and one-on-one video creation tools completely free for 90 days from activation.

– Look, I think that’s really good, I’m gonna talk about that in the HubSpot gotcha of the week a bit later, in some ways it’s a great feature, but I wish they called it 90-day trial, and so you know, you sign up for trials and software and if they just said, “You know, instead of 14-day trial, “you’re getting 90 day trial.” I think that’s better. But this, otherwise it’s feels like it’s,

– It’s misleading.

– A lot of people are doing this. It’s a little bit disingenuous. It’s kind of like we’re doing this due to the current crisis. It’s like, no, we’re just trying to lock you in and get you, you know, hooked on the product and then you’re gonna have to upgrade and I find that a little bit unsavory, but lots of people are doing it, and I guess it’s gonna work, and it’s a land grab at the moment,

– That’s right.

– So I totally understand. And you’ve got a bonus Craig, about now you can merge deals in HubSpot, so…

– yeah, just quietly slipped that one in HubSpot, so you can merge deals similar to how you merge contacts and other things as well. So this is these incremental changes they put in, you know, there’s a soft one, oh yeah, we’ll just tweak this, tweak this, it goes out, so it’s really nice.

– All right, onto our HubSpot Extra of the week, Craig, and this is to trigger workflows based off Contact Properties changing.

– I’ll explain the context for this. I wanted to be able to trigger a workflow, on a Contact Property changing. And also on a Company Field changing as well. And in this particular scenario, we use teamwork and so against clients, we like to record the teamwork project URL. So if anyone’s in HubSpot, an account manager looking at a contact, ah, they quickly wanna jump over to teamwork. So, what I wanted to do was, well, we’ll just update that on one contact. I want that to update on all the company, the contacts in, and for then from the company to update it on all the contacts on the company. But then what I wanted is what if we change that URL, or put another project that’s top of mind? I wanted it to then go and do all the others. So, I was looking, and it turns out it’s actually surprisingly simple. How do you trigger when there’s a field, any trigger workflow when the property actually changes? It’s already there, but it changes. And it’s not intuitive, but the way it is is you have re-enrollment enabled when you use the is-known criteria. So properly, if you do the criteria filter and you get is-known, and that will actually trigger again if the property changes. In fact, anytime that property changes, the is-known trigger, triggers again. So then you just enable re-enrollment. So it’s quite good. However, there’s one little gotcha, which is if you completely clean it out, make it blank, it gets rid of it. So I know we’ve talked about this before on the show, but I just wanted to mention again and set some context around it ’cause it’s actually saving us a lot of time.

– And it’s one of those things as you get more advanced in your journey with HubSpot, and you’re doing more things with workflows, these are the kind of little nuggets that you will find, that will make a massive difference to changing the way you operate. So I encourage you to look at that. Now, Craig, let’s go and do a HubSpot gotcha of the Week, and this is about signing up for something, for free for 90 days, and then having to have to upgrade it. Like that’s just bollocks.

– Well, you’ve just talked about it previously in shot three, so I’ve alluded to this, but yeah, I’m sort of doing it. The one I noticed was Google, one suffering is Hangouts, or the enterprise version of Hangouts for it, and like, there’s all these little mini-upgrades and it’s kinda like, okay, well that’s good, but in the end of May or whenever they’ve said, it kinda disappears again. So, you kinda get used to a product or a feature and then it goes away. So, and that might be fine, maybe it’s worth the money on your upgrade, but I’m labeling it here as a gotcha, because it’s given to you or made available in your account. It’s almost like you don’t opt in in some ways, it’s made about what you get used to and then you’re caught. And I, and that’s why I call it a gotcha. And lots of companies are doing it. And the thing of that I don’t like, it’s under the guise of we’re helping you out in these hard times, and I feel it’s, no, you’re just helping out your pipeline.

– All right, I kind of read it, and I had this feeling of, oh, that’s not really free. It’s really a trial for 90 days.

– Yeah, it’s a trial. And just call it a trial, we’re extending our trial from 14 days to 90 days or 30 days from to 90 days, that’s fine. And put a thing that your trial will expire and whatever, given all the trial, normal trial experience, I think it’s much better. Now, I do have a bonus gotcha, which is, at this time of all times, the HubSpot-Zoom integration is not working.

– And that is very sad Craig, considering we’re all trying to use Zoom Webinar.

– This is when as, trying to get the whole Webinar piece going, and by the way, I don’t think this is a problem with HubSpot. I think this is on Zoom’s end. And yeah, you just can’t have those triggers in place for things like that’s, bad timing.

– But you know what, I take my hat off to Zoom, I have had, I would like, I’ve introduced it to family, I’ve introduced it to church. I mean I’m using it pretty much every day. It’s like a core app that we’ve being using.

– It’s so good.

– You know what, to be honest, given what is going on currently and where we are, I have not had a failure of Zoom on anything. And you know, I think even this morning, I was on a business connect, like we usually have on a Thursday morning, and we’ll usually get about 20 people in a room, in a location, we had over 150 people online on that meeting. And I was like, wow. And then this is like all of us trying it, and I was like, man this is really good and it worked perfectly. So I take the hats off to those guys.

– All right, I totally agree. Zoom, very, very impressive.

– All right, now on to our marketing tip of the week, Craig, and there is a bunch of training that has become free, or is in very low cost in the current climate. And my advice to you is be diligent with the training that is available because I mean, I guess we’re very used to great train from Academy, from Moz, from lots of these really well-established businesses. And I think one of the things you can happen here, is you can go in and go, I’m gonna sign up for all of these stuff, right? And you just get overwhelmed with stuff. And I wanna encourage you guys to stay focused, so work out what is the end in mind. So, you know, if your team needs upscaling in sales then go and find relevant sales training, that is really good. If it’s marketing, I’d recommend HubSpot or we’ve got a Moz making their academy free for the next few months. Those are really good places to go. But what I would say is be very intentional. Use the time wisely that you have, and be intentional so you can get an outcome that you want. Don’t do anything and everything.

– Oh I think that’s good advice. You can get overwhelmed and then it’s sort of like analysis paralysis, so many things to go into and look at but, I do wanna call out the Moz one, we’ve got the link the academy.moz.com. Can go there, they have the instructions. They, you just have to put in a coupon code and you can get most of their courses for free. These are all paid courses by the way. So we sign up for that this morning ’cause Moz’s stuff is excellent, and I think you can’t go wrong on the marketing side if you go through the HubSpot Academy, which of course is free all the time, just music all the time, it’s fantastic. Get something like Moz Academy as well and then combined with a few other courses from you to me, I think you’re pretty set. That’ll cover most all of your marketing pieces that you need, especially from an implementation and technical point of view. Perhaps not so much strategically, but yeah, get into this, now it’s the time for learning.

– Now, into our inside of the week, Craig?

– Okay, I’m gonna have a bit of a windshield. But I know this is an insight or more of a range in the week, but have you seen there’s pricing pages where they say $59 per month and then underneath in small letters, if paid annually. And then you go, oh, okay, well what’s the monthly price? There’s no monthly price. In fact, there’s no monthly option at all. You can only pay annually and yet they put this monthly price and it’s mysterious. It’s very misleading because you cannot pay monthly. Now when they have a price that’s say $70 per month, $59 per month, you’ve paid annually, fine with that. Pay, you know, pay for the whole year and get a discount. I’m totally fine with that. But when there’s only that monthly price, paid annually and that’s the only option, it’s bad. Please stop this. I’m seeing it more and more. Just stop it.

– You’re right, and I think it’s like we’ve discussed on many episodes, Craig, is about being real with people, being transparent, just telling them as it is. Don’t try and hide behind all of these, we’ll make a monthly figure then charge them for a year. It’s annoying because you know what? It’s not the experience you’re expecting to have when you get out the other end. All right, Craig know our business inside of the week. Now I wanted to talk about this because this is a common question we’ve been asked in terms of why I am very aware of this is I, my background is I came from working in a bank in a Macquarie Bank in Australia, and I was actually on the business continuity team and disaster recovery and we used to run tests for these things. Now people are like, what on earth is going on, right? What is this? Basically we used to simulate if we lost the whole building and all of these systems had to come back up tomorrow, where would people go? What would people use? Where would they sit? What systems would he bring up first? You know, basically how do we operate if we had obliterated half our business. So, that worked into the business continuity and the disaster recovery and how we planned for that. So, who would come in, who would not come in, where would people remotely work from? And these are the scenarios we used to run. And we still go, this is never gonna happen you know, and here we are sitting down today. If you haven’t worked out your business continuity and you haven’t worked out how your business is gonna run, this is a really key aspect and I highlight this because in HubSpot’s response they talk about this, which is actually really good. And I want to say what they have actually highlighted. It says business continuity and disaster recovery plans focuses both on the prevention of the outage through redundancy of telecommunications systems and business operations on a rapid recovery strategy in the event of and availability or performance issue. Whenever a customer impacting situation occurs, HubSpot goes to quickly and transparently isolate and address the issue identified issues that publish on HubSpot status site which is on status.hubspot.com and I subsequently update it until the issue is resolved. And you can go and learn more as HubSpot has a security of view which I’ve been asked for a few times recently and they’ve got a whole document about how they have put together their security and how it’s all monitored, et cetera. This is really important, like we’re living in times where these things are gonna be more and more coming to the forefront of conversations with people. Even in your own business. I know for a fact, I always ask people when they’ve got sitting in their offices and they’ve got fixed connections, they got phones on their desks. I said, tomorrow if the power went out, you guys would not be working. I said like, what’s your business continuity plan to keep working? Like what does that look like? Does it mean we use mobile data? You know, we pick this up, we connect our laptops. Do the phones work? Can we access our email? Can we access the systems that we need to use? Or is everything sitting in a cupboard behind here and everything gets shut down? Like this, these are really important things. And I encourage people to look at it. This is such a good time. We are in a situation where a lot of businesses would have had to think about this on the go in the last couple of weeks, but think about yourselves as businesses. What have you done to take the necessary steps to have business continuity and to have recovery in the event of a disaster taking place?

– I think that’s a really good point and then what the thing I like at the end of, they’ve got their security overview as well. I’ll tell you what’s gonna be important in about a month’s time is when all these people that have gone to work from home, this whole remote process, it’s been rolled out urgently. The security protocols, seven million players and we’re gonna say massive scale hacking going on from all these remote workers. I’m very afraid of this. We’re actually looking at internally just in our small team about how do we really beef up our security because it will, there’ll be attack vectors everywhere and it’s gonna be a bit of a free for all. So I’m very concerned about that. So I am glad to see that in your notes here about HubSpot’s security over you on that point, but I think it’s worth highlighting that to listeners and just looking down. So what we’re actually doing, one of the key things we’re doing is we’re putting two factor authentication on everything. HubSpot has two-factor authentication, putting that on just about every tool that we use in order to protect, you know, at least some part, that kind of access. But it’s a really important pace.

– Now Craig, this is a really good segue into understanding what two-factor authentication is because people will often see it in possibly in their HubSpot accounts or being able to enable it and you might see a little shield that it pays next to a person’s name if you are able to see users. Why is it important?

– Yeah, it’s an extra layer. It’s not foolproof itself, but at its simplest, it won’t be mean. Here’s an example scenario. You’d log into HubSpot, but before it allows you through, it sends a code to your mobile. So it might be a text message or probably more ideally you’ve got the Google Authenticator app or the LastPass Authenticator app and you’re getting a code to enter in. So just means you have to in some way have proven that you’re the person that’s logging in through your mobile device. Okay, so that’s an extra layer. It’s not foolproof, but it’s kind of like they’ll go, the hackers are gonna go for easiest pickings first. So it just gives you a little bit of extra protection. It does raise other issues, what’s if you lose your phone, et cetera or that kind of stuff but usually they are catered for in those two-factor authentication protocols.

– Excellent. Now, Craig, what was HubSpot announcing 12 months ago in our throwback of the week?

– I just thought this was interesting. They were announcing a new feature where you can add multiple Shopify stores into your HubSpot portal. Previously it’d been one and you can do multiple. I’ve got a screenshot of ours, we’ve got one connected. But then I was thinking the reason I highlighted this is because, have you seen anything from HubSpot lately about what they’ve got on their eCommerce strategy? It’s almost like they’ve neglected it and in fact they’ve reduced some of the Shopify integration paces into the product libraries and things like that. So, I don’t know what they’re doing. It’s like they’ve just forgotten about eCommerce.

– In saying that they brought the buy button now if you’ve got sales professional in sales enterprise. And maybe that’s fulfilling need for people that are using HubSpot currently. So, maybe that’s the reason. Now, our resorts are the weak Craig is the not another state of marketing report by HubSpot, and we touched on this last week in terms of the form. Oh I think the week before, in terms of these funky new form that they’re testing out. You know, I would encourage everyone to just get the report, even if it’s for no reason then to see keeps jumper. Didn’t you agree Craig?

– You’re gonna see, I will tell you grow. You gotta stay in the fed was kids channel three in there. So let’s go through this quickly ’cause we’re coming up to time because there’s a whole bunch of sections in the report, but…

– We’ll pick a section each week.

– Yeah, we’ll do a section each week and we’re just gonna chat about this state of social media marketing and, you’ve pulled out a few interesting graphs in there.

– Yeah, so I’m gonna talk you through the first time which is says which social media platforms do companies invest in? Now, it says that Facebook, Instagram, and Twitter lead the pack and most commonly use social media platforms by marketers.

– I thought it was interesting to compare that to when they said, in which social media channels do you get the most ROI from?

– That’s right. Facebook far overwhelmingly more than any other, followed by Instagram and Twitter. What was really interesting, we have Pinterest and Snapchat scratching the ground there, and YouTube and LinkedIn not far off that.

– I bet a lot of that’s because they’re not measuring it properly. So, you know people, we’ve talked about this on our show actually probably a year ago on how we’re using Pinterest to build marketing audiences.

– Correct, yes.

– So, it doesn’t really drive ROI directly, but it builds remarketing on instances so then from those that remarketing and pushes through, right? But I wonder if people are measuring this correctly, like if they’re investing so much in Pinterest but getting no ROI from it. Why are they doing it? It’s interesting. Well, I guess we don’t get those kinds of insights from this report, but it’s just interesting. It’s, I guess it’s just a snapshot of behaviors from people who bothered to,

– Answer.

– or respond to this .

– And this is from HubSpot’s global research survey in November and December 2019. So this is where these numbers are coming from.

– I think they surveyed 3,400 agencies. So reasonably large sample size, yeah.

– Now I thought another one people were going, well that’s great but how often do businesses post on social media? And the most common publishing cadence on social media was three to four times a week. That was probably the largest but the next most evenly spread was one to two, five to six, seven to nine and 12 plus times which was rather interesting in terms of the percentage of people that did that. So, I guess what would be the next thing from here is that based on the amount of posts that they’re making, what’s the return? Are they getting on social based on the posting frequency?

– That’s interesting. It seems higher than it has been in previous years. Hey, I’ll just go back, do you know those previous chance for looking at social channels and then Tumbler was in there? I don’t see TikTok in there in.

– No, you know what?

– Any money they report next year will just be TikTok, TikTok everywhere.

– Well, Snapchat is scratching the bottom. So, you know,

– Yeah, sure.

– that will be off the report next year. All right, Craig, on talk quote of the week and this is from John C. Maxwell, and it says everyone has the potential to become an encourager. You don’t have to be rich. You don’t have to be a genius. You don’t have to have it all together. All you have to do is care about the people and initiate. Now Craig, what’s a bonus you’ve got for us?

– Just running the product updates about control file visibility. I’ll just pop that in there. I might talk about it next episode.

– Excellent. Well listeners, thank you for listening to this episode, episode 196 of HubShots. We hope that you have enjoyed this and we hope you are all safe wherever you are and we hope your families are safe and we hope that your businesses are getting through this period. If there is in any way that Craig, or myself, or our community can help you be will, so please reach out to us via LinkedIn or Instagram or Facebook and let us know we’d be more than happy to help you guys. Well, Craig, until next time.

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