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Episode 208: What should you report on?

Episode 208: What should you report on?

Welcome to HubShots Episode 208: What should you report on?

This episode we discuss the key items to report on for your stakeholders, clients and team members. Plus the awesome update to the Gmail extension.

Listen to the episode here: https://soundcloud.com/hubshots/208-what-should-you-report-on

Plus we follow up on our comment last time about rolling back automation of reports, and answer a listener question about what reporting to provide to small business clients.

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.

Recorded: Thursday 25 June 2020 | Published: Tuesday 30 June 2020

Shot 1: Growth Thought of the Week

The Importance of Critical Thinking

It is easy to get totally swamped with day-to-day pressures – especially in the past few months.

As a result you can easily skip the important work of considering trends, changing behaviours and new opportunities.

Is now a good time (end of financial year in some countries) to plan to take time out to think critically about your marketing strategies?

Shot 2: HubSpot Marketing Feature of the Week

Revenue Attribution Report Reminder

The Revenue Attribution report is a good way to drill into what channels, content, touches are driving final revenue:

hubspot revenue attribution

Notice how the different attribution models highlight the role of channels such as email marketing, organic, social and paid.

It demonstrates how important the journey from first contact through to deal signoff is. Email is often one of the biggest supporters of closing revenue.

Shot 3: HubSpot Sales Feature of the Week

HubSpot Gmail Extension is sooooo much better!

The ability to associate emails with specific contacts, companies, deals and tickets in HubSpot via the Log option in the Gmail plugin.

hubspot gmail 1

hubspot gmail 2

Shot 4: Listener Question of the Week

From Chad: following on from our last episode where we chatted about the downside of automating everything:

“I wanted to reach out and see if you two could provide me and my business partner with some advice. I know in the last podcast you talked about undoing some of the automation for reporting. My question is this, what do you typically include in the reporting? We work with a lot of smaller clients and we are looking to determine a good process for the monthly/quarterly check-in.”

HubShots thoughts:

  • Tailor your approach for each client, based on their goals
  • There’s a maturity that clients go through – see also this blog post on the Reporting Life Cycle
    • Rankings
    • Traffic
    • Engagement
    • Leads
    • Customers
    • Repeat sales
  • Automate creating reports (where possible) but don’t automate sending to clients
  • Instead, analyse the reports, pull out insights and organise to discuss with the client
  • We typically include the following items:
    • Leads generated
    • Where they were created from ie which channels, campaigns and content
    • If possible, close the loop to identify which leads converted into customers
    • If available, we then drill into revenue/deals created for the leads
    • Discuss costs of acquisition, and which channels are most economical
    • What worked, what didn’t
    • New ideas to test
    • The plan for next month
  • We’ve generally stopped discussing the following unless they are particularly relevant:
    • Traffic
    • Social engagement
    • Rankings (unless part of a specific focus)

Shot 5: HubSpot Extra of the Week

Improved Import to Blog from Google Docs

HubSpot has improved the import from Google docs process – preserving the formatting better. Import is available from the Advanced toolbar, after you switch over to editing content:

hubspot import google doc

However, we never really want to retain the styles – we always Clear Styles after importing anyway:

hubspot import google doc clear styles

Shot 6: Marketing Tip of the Week

Twitter Adding Voice Notes

Podcast creation has exploded (everyone is creating a podcast these days). Audio consumption is growing.

Twitter is adding voice notes, 2 min 20 sec audio snippets. Think about launching your own 2.5 minute podcast. We’re going to be testing it as soon as we have access.

twitter voice note

Shot 7: Insight of the Week

Email Tracking will continue to become less accurate

Also more focus on blocking tracking scripts eg hey.com blocks all email tracking:

hey script blocking

Shot 8: Resource of the Week

Some interesting bits we got from Apple.

  • Siri gets 25 billion requests per month!
  • 20x more facts than 3 years ago.
  • Can run neural detection on device
  • 40% increase in messages.
  • 2x more shared conversations.
  • Apple maps opportunities for places as they make it richer.
  • Applet is a small part of an App, NFQ, QR code, messages, maps.

The opportunity here is for maps and apps.

Some other things because Ian likes everything auto!

  • EV routing, based on the car that you have!
  • 2021 digital key for BMW 5 series, can share keys!  Unlock and start your car.

Shot 9: Quote of the Week

“A flower is simply a weed with an advertising budget”

Rory Sutherland (Alchemy)

Shot 10: Bonus Links of the Week

Adobe Study on ecommerce trends

According to Adobe, using their Adobe Analytics data, online shopping has increased rapidly to exceed holiday shopping season volumes.

An Overview of How Facebook uses Machine Learning to Deliver Ads

A simple overview from Facebook about how ML is used for targeting and placing ads.

In the article they also reiterate that they don’t use any audio from your phone speaker for targeting ads or your newsfeed.

Shot 12: Follow Us on the Socials

Connect with HubShots here: HubShots YouTube channel – HubShots Spotify channel – HubShots Facebook group – HubShots Twitter – HubShots Instagram – HubShots LinkedIn

Connect with Ian Jacob on LinkedIn and Craig Bailey on LinkedIn

You can also sign up to receive our episode updates by email.

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

Episode 208: What should you report on?

Full Transcript of the Episode

– Hi everyone, welcome to HubShots, episode 208. In this episode, we discuss the key items to report on for your stakeholders, clients and team members, plus the awesome update to Gmail extensions. Plus, we follow up on our comment last time about rolling back automation of reports and answer listener questions about what reporting to provide to small business customers and clients. You’re listening to Asia Pacific’s number one HubSpot focus podcast where we discuss HubSpot tips, tricks and strategies for growing your sales marketing and service results. My name is Ian Jacob from Search and Be Found and with me is Craig Bailey from Zen Systems. How are you, Craig?

– I’m well, Ian, and I’m trying to think critically.

– Now, tell me, why are you trying to think critically, Craig?

– All right. So, . I wanted to mention this importance of critical thinking because I’m sure many listeners, especially in countries where it’s heading to end of financial year, in Australia where end of financial year is June 30 and I know that’s the case in many places around the world, it’s really easy to get swamped with just day to day pressures, plus with coming… Well, we’re still in the midst of a crisis, so many things happening the last few months. It’s just go go go. Always on the back foot putting out fires. You’ve probably skipped thinking critically, critical thinking about things. There’s only so long you can do that before it starts to eat away at you. So, I just wanted to I guess put a reminder when this goes live, which will probably be past the end of financial year, now’s a good time to plan to take time out to think critically about your marketing strategies, your goals, how you’re going to embrace the change that is present and is continuing to adapt. You’ve got to take that time out. I’ve been very fortunate the last week or two. Actually, just, I had one, last week, I had the whole afternoon I just set aside for critical thinking, thinking about the business, some of the new products we’re going to push out into market, just thinking about team leadership, a whole bunch of things and just having the three or four hours with nothing else, turned off email, turned off all the other stuff just to think critically and plan. It’s just a wonderful activity. So, I’d encourage listeners to do that. I don’t know. Have you had time to do that, Ian?

– I try to do that every week, Craig, on a Monday. I block out the first bit of the day to do that in the week. And I think that does help, and like I’ve said to our listeners before, and like we try to do is make sure we’re journaling and being grateful every day. Because it really puts things into perspective and when I was speaking to someone today, whose been in business, gone through a bit of a tough time and then was thinking, really, I should’ve been here but I’m not, but then when I look from the outside and I look in, I’m like, you’ve actually got to be really proud of where you’ve got to and I don’t think she realized that. So, yeah, there you go.

– I think that’s a really good reminder as well. Part of critical thinking is reflection on what you’ve achieved. It can be so easy to think, oh, everything’s really difficult, we haven’t achieved anything, but actually, if you stand back and take stock, you probably have.

– That’s right. Now, Craig, onto our HubSpot marketing feature of the week and since this is a lot around reporting and types of reporting, we’re going to talk about revenue attribution reporting reminder. This is if you have a HubSpot marketing professional and enterprise.

– That’s right. A good reminder about, this has been here for a while and we’ve discussed it on the show before but the revenue attribution report is a really good way to drill into what channels, content, what touches are driving final revenue. So, as the name implies, it’s about revenue it’s pulling from deals in your HubSpot portal. We’ve got a screen shot here where you can slice and dice it and the really good thing I like about it, well, two really good things that I think are useful. First, the kind of attribution model you can have and in the screenshot, I’ve just shown the difference between three of the attribution reports, there’s first and last interaction, but also in the middle there’s kind of this linear approach. It’s really interesting I think to see how if you just look at first interaction, that’ll be really skewed to one channel, whereas if you bring in others like linear and last interaction, it really highlights things such as email marketing, really helping in terms of driving that deal through to completion. Their first interaction might’ve been another channel, but email marketing really works in this particular case. Also, the other thing that’s really good about this report is you can drill into any of them. So, you can actually click onto the dollar numbers and you can see and outline it just gives you this timeline of contacts, then you can drill into a contact and see all their touches, how they’ve come about. We find this really useful and why this is such a good item for this week’s episode, given the listener question we’ve got coming up later in the show, it’s because this is where it really matters, the revenue and part of your reporting is, well, what drove that revenue? Sometimes digging into each individual deal, pulling out those insights, looking at how those people came in, that’s the hard work we have to do as marketers and later we’ll talk about how automation can sometimes just avoid and overlook all of that. That’s where the gold is and this attribution report from HubSpot is a great way to drill into it.

– Craig, I just want to add, if you sometimes look into contacts, you will notice that some of the things that we would do in terms of paid advertising, so, in terms of remarketing or retargeting, you will actually see people are clicking on those ads to come back as another channel, right? So, it’s really interesting. People go, it doesn’t matter, don’t worry about that, but you’d be surprised, sometimes there is that recoil effect, or people forget and then they see something, they go, oh, hang on, I was researching this and I need to back. You’ll see that in the timeline if you go through. So, it’s actually… As much as you’ve got this report, I’d also encourage people to delve into some of the context that have history and see their journey, because it can really highlight to you things, especially if you’re doing lead scoring and you go, well, look at these deals that closed and these were good customers that we really liked. What was their journey? What did they do and what were those points? And just go through them individually. We did that with a customer a little while ago to work out some of the lead scoring and I think that made a massive effect because you could kind of see the journey that people had gone through to get to the end. All right, Craig, onto our HubSpot sales feature of the week. This is the HubSpot Gmail extension that has got so much better.

– This is so good. Just talk us through this. I love this little update.

– So, listeners, if you are using Gmail as your work email, you will probably have seen… You used to have a log-in track setting on your email and possibly this week and as this roles out, you will start to see it’s showing what it’s logging against, and it’s got a number, it’ll tell you the number of records that they’re logging the email against. So, where this is really great is that if we’ve got multiple people on the email or you’ve got deals or you’ve got tickets, you can now select and go, okay, well, I only want to send it to these people or I want to log it to this company, I want to log it to this ticket or this deal. So, if you’ve got multiple deals in a company and people that are discussing, you now have the option to do this which is fantastic.

– This is so good. We’ve got screenshots in the show notes. Listeners, if you’re wondering what we’re talking about, you’ll see the screenshots will make sense and you’ll just go, ah. One of those features that when you see it, you’ll go, ah, how could we have not had this before? We could never go back.

– That’s right. Now, I guess I will have to check, Craig, that it has rolled out on the Office 365 update and I’ll have a look at that with a customer of ours a little later on and tell listeners, or if you are listening and it has happened, let us know. Now, Craig, we’re onto our listener question of the week and this is from Chad and this is following on from the form of our last episode, we talked about the downside of automating everything. His question was, I wanted to reach out and see if we could provide any insights and advice, more about what do you typically include in reporting, especially for smaller business clients and what’s a good process and monthly check ins to do to facilitate that?

– Yeah, and thanks Chad. I’m not sure if we had his permission to mention him in full, but Chad, so we haven’t mentioned your last name. Thanks for the question. Really good question. Just to reiterate in case listeners didn’t hear the episode last week, at the start of episode 207, I talked about the fact that automation can sometimes be a bad thing. As marketers, we try to automate as much as possible and make things more efficient. But, in reporting, you can fall into the trap where you just create these automated reports, send them to the client and never talk to them. Well, we actually really want to check in with our clients and so, Chad’s question is, well, what do include in the reporting and in his case with smaller clients? The first thing I’m going to say is that we tailor our approach to each client based on their goals. So, before, we used to just have, here’s our standard reporting, this is our process, cookie cutter, here’s what we do, send it out, quick follow up, call bang, whatever, or even worse, we’d say, if you’ve got any questions, let us know. That was, we realize now, a big mistake. We thought we were being more efficient and they would just contact us if they had questions but now we realize they never look at the reports, they have no idea what’s going on and if they do look at the reports, it’s not answering the questions about what’s working, it just tells them what’s happened, it doesn’t actually tell them why. So, the first thing is we tailor it to each client, some of our clients want in depth details, they want to drill into the details, others aren’t. Most of them I would say, don’t want all the details, they just want the highlights. What we’ve noticed with clients is kind of a maturity cycle that they go through. So, a really immature client wants to know about rankings. Oh, what’s my rankings for this particular term? Then they kind of progress a bit and they’re like, oh, well, I don’t really care about the rankings, I actually care about the traffic and then they move to, well, what’s the engagement when they get to the site? Then they start getting more mature and they’re like, oh, what are the leads? What leads is this generating? Then they’re like, well, what’s the quality of the leads? And then ideally, they’re talking about, well, what customers are we getting? What’s the life cycle and what am I getting? And then of course, which customers are turning into repeat sales if that’s appropriate for their business. So, the way we tackle that, we’re obviously trying to get clients towards the bottom end of that when they’re talking more about leads and customers and revenue. So, we do automate creating reports where possible, but we don’t automate sending them to clients, instead, we analyze the reports, we pull out insights and we organize to discuss with the client. Now, do you follow a similar process, Ian? What kinds of things… We’ve got in the show notes listeners can… We’ve got actually things we include in the reports, we’ll go through it in the second bit. Do you follow a similar process? What’s your approach, Ian?

– It is a very similar process, Craig, and I think as we’ve shifted towards working more with sales teams and with marketing teams directly and together, we have this conversation, especially about leads and lead quality and what’s converting to an opportunity in a customer. So, that’s a really key metric. To be honest, we don’t even look at traffic stats beyond a certain point. We do keep an eye on it. Like we want to know is it going up or down? But really, the lead indicator here is what inquiries are we getting and what stage of the journey are they at? That’s a really key aspect. So, in HubSpot is having those key reports and now that we can create more dashboards, we really utilize that. So, we have dashboards, especially with one of our customers, they have a weekly dashboard. So, we make sure that weekly data’s getting through and we look at even key metrics even around when people are inquiring, but now even I send the customer’s survey feedback when they’ve inquired five days later to find out what the person’s experience was with that sales person, they contact them and I’ve been getting really interesting responses which has been great, but that’s now another metric we include in the reporting and that we discuss on a weekly or fortnightly basis.

– I think that’s really good. A few other things I’ll just highlight, depending for some clients we talk about this, some they don’t care, but cost of acquisition, cost per lead, we do go into those pieces as well, depending on the volume that they’re after and also what worked, what didn’t. The more mature our clients are, the more they’ll say, ah okay, what worked, what didn’t? Okay, it didn’t? Great. What are we going to do about it? So, they’re often quite happy to hear what didn’t work as well as what did. And then we normally finish up with what new ideas we want to test and then the plan for the next month. Like you, we rarely talk about traffic or social engagement, rarely talk about rankings. The only caveat I’ll say to that though is unless the client is specifically focused on an SEO project, and they’ve identified a whole lot of keywords that they do want to improve around organic, then of course, that’s when rankings would be part of that and also the traffic it drives. But yeah, that’s really it. I hope that’s helpful to Chad. Let us know, but the summary would be, it’s a mix of things. It’s tailored for each client and there’s a focus on leads and ideally if possible, revenue attribution.

– All right. The HubSpot extra of the week, this week is the improved import to blog from Google Docs. Now, people, you might not know that it’s there, but it is and now it’s better. So, previously if you’d imported stuff, you’ve probably got lots of characters and things in format correctly. Well, now it handles it, doesn’t it, Craig?

– Well, the way it’s better is that it pulls in all the formatting and it does preserve the formatting better. But I don’t know a use case where you want to do that. So, the first thing we do after importing is we go to Clare Styles to clear it all up which I’m happy to say works really well. So, I think that… I don’t know for sure, but I suspect the difference is that they’re preserving formats in a more standards based way rather than all this custom styles that they used to have.

– All right. Now, our marketing tip of the week, Craig, is Twitter adding voice notes.

– Yeah, it’s rolling out for some IOS users. We don’t have it yet, but when we do, we will. What it means is that you can record a 140 second voice note. So, 140 seconds originally Twitter was 140 characters. So, there’s a bit of a legacy kind of trend they’re following there. But that’s really about two and a half minutes, just under two and a half minutes and the thing I’ll add is this audio consumption component is growing. Have you noticed that every man and his dog has a podcast now? It seems like in just in the last two months, everyone has a podcast. It just suddenly exploded out of nowhere. Not out of nowhere, but…

– Well, we knew it was coming, right?

– There’s so many companies I’ve seen who are announcing their first episode of a podcast. I think that’s because the tools are so easy these days, setting up a podcast is really easy and of course, Twitter’s showing, yeah, well, audio is really big, and so, that’ll be big. So, we’re actually looking, well, how can we launch a two and a half minute podcast? So, we’ll be having little 140 second episodes that we’ll be putting on Twitter only. Watch this space.

– I’m excited, Craig. Now, inside of the week, Craig, is email tracking will continue to be less accurate and we have seen this from certain providers and even if you think about Apple’s announcements this week, these things are going to get harder. Yeah, privacy is growing, which is good and email tracking is getting blocked. So, we’ve just got a screenshot, this is from hey.com and if you’ve been following lately the hey.com’s a new email re-thinking, which is really nice. I managed to get my invite finally. I’m in there. So, I really like it. For those of you who don’t know it, you can check out the link. But they’ve actually… One of their examples from their site, which we’ve got a screenshot, is they said, you’re protected, we blocked a spy tracker in this thread. This thread contains a spy tracker from HubSpot, because you know how HubSpot has the little tracking pixel? We’ve blocked it. We’ve protected you from these spy trackers. So, there we go. HubSpot in this particular example. The point about this is that this is not an exception. This is going to become the norm. So, in future, the open rates on your emails, they’ll keep going down because they will just be getting blocked and they won’t count as opens. However, clicking will still be logged because that’s based on UTM parameters as opposed to a spy tracking pixel Ian, but UTM parameters. So, just be aware of that and your email open rates will continue to become less accurate.

– All right, Craig, we’ve got a resource of the week. I’m going to quickly go through it. For those of you who don’t know, we love everything Apple around here. So, I watch the key note which is the developer conference that is just taking place and what I love about, there’s some interesting stats which gives us a perspective of what’s coming in the future. So, talking about voice, Siri gets 25 billion requests a month. Just think about that. 25 billion requests, Craig.

– Yeah, but Ian, how many of them are unique? How many of them are repeats from people going, no Siri, I meant… No, Siri, no, I meant, I meant.

– Like my son’s, hey, Siri, can you do this maths equation for me? Or tell me what the weather is.

– I don’t have an answer for that. Is there something else I can help you?

– There you go. All right. What they were saying was, with Siri, there are 20 more facts, 20 times more facts than three years ago. So, obviously that data is building up. What’s actually really interesting they can run neural detection on the device. So, I think the devices are getting to a stage now where there is so much computational power on these devices in our pockets that they’re able to do a lot of things on the device, which is fascinating.

– So, what does that mean? Does that mean it’s per device or like if you upgrade your phone, get another phone, does it transfer that learning over or is it done on the fly? It’s not a historical thing or? Yeah.

– Because it builds a pattern over time. So, it is obviously done and stored on the device, but I don’t know whether when you migrate… I’m assuming that when you do, it should be transferring that because you’re upgrading a device, I’m assuming Apple would’ve kept that. They’re not going to start again. So, I would suspect it goes… Another thing that they said was the 40% increase in messages and the two times increase in shared conversations, now, you can see Whatsapp has a market and so does WeChat, and I think what Apple’s trying to do is get into that market and have a part of that. So, just all the improvements they’ve announced with messages and what’s going to happen ahead is actually really interesting and even using the neural detection and everything on the devices will drive a lot of that. Here’s an opportunity, listeners, Apple Maps is going to really do a big push on places and make it richer. So, if you have a store, a restaurant, a business that has a shop front, this is an opportunity for you. I’d be getting on there, learning more about it and how to actually utilize it because they’re going to push this more to the four so that people can actually get to where they want to be at the right time and get what they want in the right moment. Even to the point where they’re making these, what they call applets, which is a small part of an app, and can be read by the NFC, the QR code, messages and maps, and they’re basically trying to create something where it just makes it far too easy to rock up somewhere and point at your phone and go, okay, I need this, I need to make an order. I’ve got to download this app. It can just download a part of the app, fulfill a transaction and you’re off. And there’s an opportunity for listeners to think about, well, what does that mean for the businesses we work in? So, there’s some fascinating things coming and I love cars. One of the other things about Maps, they’ve got EV routing based on the car you have. So, I understand the car and where those charging stations are and the next one is rolling out now in 2021 is a digital key for a BMW five series where you can unlock the car, start the car and you can share the key, Craig. So, if I had the car, I can share the key with you if I knew that you were coming to pick me up, I could share the key with you without actually having to give it to you and you can pick up the car and it’ll probably tell you where the car is too.

– Yeah, these are all the things that seem… Like that’s not hard, right? There’s no technology breakthrough to do that. It’s just about implementing it well. It’s all about the execution, isn’t it? Making it easy. I would love to just have my phone for everything. My front door, my office door, my car, everything and also replaceable, so I could easily share it across all my phones, you know if I had multiple devices and things like that, it just seems so much better. I don’t know why it’s taken so long. Anyway, doesn’t matter.

– I think a lot of it has to do with integration into the cars. They run a lot of very different systems and lots of different control units as I’ve learnt over the time of owning cars and having mechanics that we help, the number of control units in a car and the number of detection systems has really, like it’s gone up considerably. So, everything has to talk to one another and obviously having Apple Car Play in cars, was their first step to get through to all of this. Now, I think there was an astounding number, it’s like 80% of cars on the road now have Apple Car Play. So, I think that was step number one. This is step number two. Now let us use this to do everything else. So, there you have it. All right, listeners, as we finish, our quote of the week, it says, and this is from Rory Sutherland, Craig.

– Yeah. So, Rory Sutherland, he’s written a book called Alchemy, which I’m enjoying at the moment and thank you to Kylie, who recommended this book to me. Here’s the quote, “A flower is simply a weed with an advertising budget.” That’s out of context. Within the book, it’s a wonderful analogy for marketing in general and I’m really enjoying the book.

– That’s gold, Craig. Now, listeners, there are some bonus links. When you have a chance, have a look at them. Again, we would love you to connect with us on LinkedIn. Please connect with us, tell us you listen to the show, because everyone connects and tries to sell us something. So, connect, listen to the show and we would love to connect with you, have a chat and thank you to all the listeners that send us feedback and questions, we do appreciate it. Also, you can go up and sign up on the site and you will get a weekly email of the episodes that are coming out so you can get a link directly to it. Well, Craig, until next time.

– Catch you later, Ian.

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

Episode 207 How to show Form Submit reports on HubSpot Dashboards

Episode 207: How to show Form Submit reports on HubSpot Dashboards

Welcome to HubShots Episode 207: How to show Form Submit reports on HubSpot Dashboards

This episode we discuss how automation can be a bad thing, plus how to show Form Submit details on HubSpot dashboards.

Listen to the episode here: https://soundcloud.com/hubshots/207-how-to-show-form-submit-reports-on-hubspot-dashboards

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.

Recorded: Thursday 11 June 2020 | Published: Friday 19 June 2020

Shot 1: Growth Thought of the Week

The Dangers of Automation

As marketers we’re keen to improve efficiency in all our activities. One of the ways to improve efficiency is via automation. For example, automating repeatable, manual processes.

As good as this might sound, it is worth reviewing regularly to check that the automation hasn’t reduced or impacted client relationships.

Here’s a simple example: automating sending dashboard reports to clients

It’s very easy to automate via scheduled emails with automated dashboards and reports.

We’ve embraced this in the past few years, using tools such as Databox and Google Data Studio, as well as scheduled reports from HubSpot dashboards, and Google Analytics.

However, we recently did an internal audit to check how many customers ever looked at these reports. The answer was a very round number. Turns out clients never look at dashboards based on an email.

Instead the only time they take an interest is when we proactively set up a call and walk them through it. And then as part of the call, they usually want more than just data. They want insights. They want to know why things worked (or didn’t). It isn’t enough to know ‘what’ happened, they want to know ‘why’ it happened.

The value we (ie marketers) add to business success is the relationship that provides insight and advisory, not just reporting and execution.

Takeaway: check that you haven’t accidentally relinquished your advisory value by over-automating reporting processes.

Shot 2: HubSpot Marketing Feature of the Week

HubSpot Property History – what caused the change

Good refresher on HubSpot’s change sources in property history. You can view the property history from any individual field as well as all history for a contact, company, deal etc:

hubspot property history

Here are 6 we will look at:

  1. CRM_UI: the property was updated by the HubSpot CRM automatically. For example, if the lifecycle stage sync setting is turned on and a contact’s Lifecycle Stage changes when it is associated with a company.
  2. Engagements: the property was updated by an interaction with the record. This change source applies to specific properties that rely on interactions with the record, such as Notes, Last Updated, or Last Contacted.
  3. Extension: the property was updated using contact profiles in Gmail.
  4. From via merge: the property was updated by the merging of two contacts. This change can also be triggered when an email is forwarded from one known contact to another and any related submissions occurred with a known email address.
  5. Integration: the property was updated by an external integration.
  6. Background Task: the property was updated because a change that caused a backend task to trigger. For example, if you used a workflow to update a contact’s Lifecycle Stage and the change to the contact’s Lifecycle Stage then triggered an update to the contact’s HubSpot Score based on lead scoring rules you’ve set up. The merging of two contact property’s options will also trigger a background task so all related contacts are updated with the new merged-into value.

Shot 3: HubSpot Sales Feature of the Week

Meetings Report on Dashboards

Report on a dashboard with meetings that the sales rep has scheduled for the day and an automated email is sent out at the start of the day for their reference.

Reports dashboard 22

Shot 4: HubSpot Stumper of the Week/Listener question

How to Display Form Submit details on Dashboards

A questions from Damien Elsing:

“One question I have with HubSpot is how to report on form activity. It is fine if the form is on a landing page because you can report on the page, but one of this client’s biggest sources of website leads is a slide in/pop up throughout the website. There is no way to report on the performance of the popup other than a workflow making the new contacts a certain lifecycle stage (e.g. MQL) and then reporting on new MQLs. Can you see any other way to consistently measure and report on this in dashboards?”

HubShots Reply:

You can create a Custom Report based on the ‘Form Submission’ contact property.

And then add that Report to the Dashboard.

hubspot report 1

Use the Filter property to limit it to just Popup Forms.

The Visualisation will look similar to:

hubspots report 2

And you can add to a dashboard:

hubspot dashboard 1

The normal dashboard filters (eg timeframe) will apply to these as well.

Shot 5: HubSpot Gotcha of the Week

How to Get Permission to Restore Deleted Contacts

Needing Account access to restore deleted contacts from the Restore Contacts screen.Recycling Bin 2

Did not make sense to us.  Seems to be that they have had a lot of issues in the past with people restoring data incorrectly so this is why you need to be an admin to access this function now.

2020 06 11 13 47 48 Settings

This is an example of friction for the user.

Shot 6: Marketing Tip of the Week

How To Videos on YouTube

Google has released stats on YouTube viewing behaviour changes in the last few months.

Some key nuggets:

  • the rise ‘at home’ related videos
  • regular viewers do so to learn about specific topics

TwG AU YTHome Nugget1

TwG AU YTHome Nugget2

Shot 7: HubShots Throwback of the Week

Clean up your Database with AI-Powered Duplicate Management

As we noted in episode 205, a year ago HubSpot released a tool that uses AI to find duplicate contacts and companies for you; this tool made merging them easy, too. But you need to have Marketing Professional to access this.

Shot 8: Quote of the Week

“Anyone who isn’t embarrassed by who they were last year probably isn’t learning enough.”

Alain de Botton (Twitter) (Wikipedia)

Shot 9: Bonus Links of the Week

Anonymous Google Reviews may not be anonymous for long

Optus has been ordered to hand over details of the author of a negative review on Google:

“The telco’s Australian office has been served with a subpoena to produce documents which could unmask the writer of the negative review, published on Google’s platform about six months ago.

The details will then be used to launch defamation proceedings.”

Takeaway: Google My Business will become even more valuable once the negative reviews reduce

Shot 12: Follow Us on the Socials

Connect with HubShots here: HubShots YouTube channel – HubShots Spotify channel – HubShots Facebook group – HubShots Twitter – HubShots Instagram – HubShots LinkedIn

Connect with Ian Jacob on LinkedIn and Craig Bailey on LinkedIn

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

Episode 207: How to show Form Submit reports on HubSpot Dashboards
Full Transcript of the Episode

– Hi, everyone. Welcome to HubShots episode 207. In this episode, we discuss how automation can be a bad thing, plus how to show form submit details on HubSpot dashboards. You’re listening to Asia Pacific’s number one HubSpot-focused podcast, where we discuss HubSpot tips, tricks, and strategies for growing your sales, service, 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?

– Oh, really well. Tons of calls lately, past couple of weeks. It’s been a busy time, but always good to chat on the show, Ian.

– That’s right, Craig. Let’s take it away with our Growth Thought of the Week, and this week, we’re gonna talk about the dangers of automation.

– Yes, I thought this was an important topic to cover because, as marketers, we do favor and, ideally, aspire to efficiency. I’m sure you’d agree, Ian, and one of the promises of marketing automation tools is that they automate all those manual processes, the repeatable manual processes, so that sounds really good, and, of course, efficiency is something that I strive for. I’m sure you do and most marketers do, but I wanted to give you an example of why you should be regularly reviewing this. So I’ll give a little story about one thing that we’ve automated and why we’re rolling it back now to make it much more of a manual piece, and it’s really about client relationships, so one of the things that we’ve automated over the last couple of years, and many marketers would, is dashboards and reports. So we use Databox, we use Google Datastudio, we use Google Analytics reports, we use HubSpot, of course, has dashboards and they can be automated and emailed out, and we’ve done what we feel is a really good job of making them efficient, sending out dashboards on Monday mornings, and of course, having Databox dashboards with just a link that we send out, it’s real time, we think it’s fantastic. We decided to do an internal audit recently, just around Databox, actually, who’s using Databox, and no one in the team is, and turns out none of our clients are as well, and we’re like, oh, this is, I found this shocking, actually, and then in chatting with the team, and also just my own behaviors with clients, I realized, actually, the clients don’t look at the dashboards because it doesn’t answer the question of why, and it answers the question of what, here’s what’s happened, but doesn’t talk about why, and what it was also doing was eroding this client advisory relationship that we had with our customers. So, it turns out, when we chat with them, we do now draw attention to some of these dashboards and we highlight insights. Clients are after insights, and so if you’re a marketer, whether you’re working in an agency or a marketer for a company, think about your role, reporting up to management, say, management often don’t just want the report with numbers. They want insights, and so this is a chance for you to engage more deeply with stakeholders, and if you’re an agency, more deeply with your clients, and provide that advisory insight that they need in order to push a business growth. So, the takeaway from this is really just to be reviewing your approach to automation. We charge on and implement automation, thinking it can’t be anything but a good thing, but perhaps, it’s actually been at the detriment of client relationships. Anyway, that’s our Growth Thought of the Week. What do you think, Ian?

– I agree, Craig, because, recently, I had some automation running for a customer of ours, where we were checking certain activities on deals and then creating a automation to create a task to update something, and I think I updated something and a whole bunch of tasks got created, and then the next thing, I had lots of salespeople screaming at me, Craig, turn that off, and then I realized that, so there is a certain limit of automation and there’s a certain ability for us to take discretion and to understand what people are going through and what they’re doing in their daily processes, so what’s actually been really interesting out of this is that we’ve actually scaled back some of the stuff that we usually put in place or have really, made it really fine-grain to go, well, what is actually the really, the core thing that we need out of this automation? Maybe it’s not all of these things we’re asking to fill out. Maybe it’s this one thing that needs to be done that will give us the result that we need, so we’ve actually, interestingly, turned some off or refined some of those workflows for sales.

– That’s a good example. I think the summary would be, people are overwhelmed with the, what, what to do, reminders, reports, dashboards, but they are thirsty for insights.

– All right, let’s go to our HubSpot Marketing Feature of the Week, Craig, and I wanted to highlight this is because HubSpot has a property history, and it’ll often put in there what caused the change, right? And you can view a property history from an individual field as well from the contact company and deal history, but I got asked this question from one of our customers, is that, what does this mean? So I then went back and I took a look and I said, “Hang on, there are all of these different ways “that properties can get updated,” and I just think, there’s a whole bunch of them, but I’m just gonna take you through six quickly that may not necessarily stand out to you, so, the first one, which I was asked about is that you might see something where it says CRM_UI and this property, so I’ll just tell you, so that, that’s a property that was updated by the HubSpot CRM automatically. For example, the lifecycle stage sync setting is turned on and the contact’s lifecycle changes when it’s associated with a company, or maybe a deal gets created and that changes to an opportunity, for example. So that’s the first one. The next one is you might see this thing called engagements, and that is a property that’s up there with where the interaction happens with the record and the change of source applies to the specific properties that relies on interactions with the records, such as notes, last updated, last contacted. The next one that I want to talk about is extensions, and this is the property that was updated using the profiles in Gmail, right? Not Outlook, in Gmail. So that’s another one to look out for. The fourth one is, this says from by merge, and this property was updated from merging two contacts together, and the change can be triggered when an email is forwarded onto one known contact to another for any related submission occurred with the known email address. I know that was a mouthful, but it’s basically from a merge, okay? The fifth one I want to do is integration, and this property means that it was upgraded from an external integration that’s happening into HubSpot. And the sixth one, and last one we’re gonna talk about is background task, and this is where the property was updated because a change that caused a backend task to trigger. For example, a workflow updated a contact’s lifecycle stage and it triggered that to update a score in the system, and that’s something that can happen because of that workflow, so just be understanding that a background task associated. So it’s actually taking that into note and putting that as to why that happened, so that’s a really good thing to understand.

– Yeah, really useful, and in the show notes, we’ve got links off to the full list. You’ve covered six. I think there’s 20 or so. Actually, there’s a whole ton more, so worth reading if you’re interested in the full details on history on properties.

– Now, Craig, our HubSpot Sales Pitch of the Week, and this is a request from a customer of ours ’cause they were on the road and they were going, well, I just want to be able to, for my boss to just go and see what I’m doing today or what meetings I’m going to. And I was like, oh, how do I figure this one out? Anyway, I went to the reports and I found out of how I could stick a whole bunch of meetings that they had scheduled for the week, essentially, but I then set the dashboard, so, it emails them every day in the morning at eight o’clock, or six o’clock, I think, what meetings they’re booked, and that’s the only thing that’s on the dashboard. So, essentially, we had the meeting time, we had the contact and the company that it was associated with, and then the details of the meeting, so really simple. I had a whole bunch of other things in there, but I ended up taking it out because it just didn’t add value at that point in time. So this was just a really simple way, hey, if you want, whoever in your business to figure out where you are today and what you are doing, these are the people you’re gonna see, so that was really helpful.

– I find this fascinating. It’s because it’s almost like you’re using an email to send a list of their meetings for the day. It’s like, why wouldn’t you just look at the calendar? But, this is a use case that found this more useful than alternatives, so fascinating.

– And maybe one of the things was that this person was on the road, so, often, they said, look, I might be in between two meetings and I have this gap and I kind of want to be able to go, or they want to be able to see, look at this gap and who are the contacts in that area that I might want to visit or I might want to call in on, so just gave them an idea of where they are and what they’re doing. Now Craig, we have a HubSpot listener question, Craig, and thank you to Damien who put in this question. Hello and thank you for connecting with us, Damien. It’s been good to connect. And this is about how to display form submit details on dashboards, and his question was, in HubSpot, how do you report on form activity? It’s fine to fill in a form if it’s on a landing page because you can report on that page, but one of his client’s biggest issues was trying to report on popup forms, or slide-in forms as we know them, on the website because there’s no immediate report that will show the performance of a popup other than a workflow making them the new contacts into certain lifecycle stages like MQLs, and then creating a report on that based on that lifecycle change. Can you see another way to consistently measure and report on this in dashboards? So Damien, here is the answer to your question and you probably need to go and have a look at the show notes, and listeners, if you’re keen, go and have a look at the show notes. It’s shot number four. Craig, do you want to give the answer?

– Yeah, I’ll quickly talk about how to do this, and thanks, Damien, for the question. Good question, got me thinking, but the solution is through reports, custom reports, they used to be called. I think they’re just called reports now, and when you create a report, there is a contact property called form submission, that you can pull into a report. We’ve got, as Ian said, we’ve got screenshots in the show notes, so you can see how we’ve just pulled in form submissions. Then you can filter to just show popup forms, if that’s all you’re interested in, and you can do further filtering as well, and then that’s a little report. We call them widgets, don’t we, Ian?

– We do.

– No one calls some widgets. They call it, HubSpot calls them reports. We call them widgets, but then you can put those right onto a dashboard, and we’ve got an example of two of them, that I just spun up before the show, on showing on a dashboard, so really good question and something that I think we’ll use as well. I thought this was actually a really good question, and thank you, HubSpot reports, for making it so easy.

– And I guess one thing in there, and we were talking about this, Craig, is that in the visualization, you might actually figure out that you put in the popup form, so what it’s actually doing, you’ll actually end up seeing in the graph. Essentially, you will see popup forms and other forms, and the reason you’re gonna see that is that these people would have filled in a popup form plus other forms. Am I right, Craig?

– Yeah, that’s right, so when you’re filtering the data, you’re filtering on contacts who meet the criteria, but when you visualize, it’s based on the form submissions from those contacts. So if a contact, as you said, has filled out not only a popup form, but a normal form, well they were included in the filter, so that contact was included, but then the visualization includes both of the forms, unfortunately, but I think it’ll give Damien 90% of what he’s after in this case.

– All right, and our HubSpot Gotcha of the Week, Craig, and this is how to get permission to restore deleted contacts, and this came from someone on the sales team who was cleaning up some of their contacts that they owned, and they were about to delete a contact and nicely got a message saying, if anything goes wrong, you can restore this. Of course, something did go wrong, and then they couldn’t restore the contact, and then they contacted me in a bit of an annoyed state, let’s put it this way. Anyway, I jumped on and I thought, okay, when we’re in accounts, we generally have access to pretty much everything, so we don’t come across these issues. So I thought, okay, this is rather interesting because I have given this person, he’s head of sales in that state, so he pretty much has access to everything, and I just didn’t get why he could not restore his contacts. Anyway, while I was talking to him, and listeners, if you don’t know that this is actually under the actions menu in contacts, if you want to restore contacts within 90 days’ time. So I went there and I can see the contact, that’s really good. Anyway, I jumped on with support and I said, “This does not make sense why this person “does not have access to restore the contacts.” Anyway, they said they need to have account access to restore contacts, and I asked the question and I said, “This seems rather odd, like why would this happen?” And so their response was they have had a lot of issues with people in the past restoring data incorrectly. So that’s why they needed to make this an admin access function to restore contacts, so there’s the gotcha.

– So the summary is, if you can’t restore contacts, it’s ’cause you don’t have permissions and you need a super admin to give you the permissions on the account access area of the permissions.

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

– All right, a good one here from YouTube, which you’ve highlighted, and I just mentioned it quickly ’cause we’re coming up to time, but Google’s released stats on YouTube viewing behavior changes in the last few months. Interesting to see the rise of at home-related videos, that is, videos which had the word at home in the title, up by more than 50%, and also just a general trend that regular watchers on YouTube do so to learn about a specific topic, so it’s not just binge or general watching. It’s actually very topic-specific. I thought that was a useful insight, and I can certainly relate to it. I don’t know about you, Ian, but when I think of what I watch on YouTube, it’s not just binge-watching anything. I’d have specific topics in mind.

– You’re absolutely right, Craig. I know people go to learn a lot of things. It’s a point of starting their journey on lots of different things, and one thing I’ve noticed, even in my little journey on YouTube is, you just realize how it starts uncovering, oh, you’ve actually looked at this. Maybe you should watch this channel, and so here’s some really interesting stats. Global watch time of how-to videos that include at home in the title has increased more than 50% year-on-year. And another interesting stat is 49% of consumers who regularly watch YouTube do so to learn about a specific topic, and that’s pretty high, so here’s an opportunity. The takeaway is businesses have an opportunity here of educating people on their product or their service before they actually talk to them, and this is a good channel to do that as more people are actually using it. Now, Craig, a year ago, what was HubSpot doing?

– Was this the duplicate contact tool or was this a separate AI piece related to it?

– I think this is a separate AI piece related to it.

– Yeah, they did get a lot smarter around how they identified duplicates. That’s really improved, I have noticed that, so.

– And just note, I think I mentioned this before, this is in marketing professional and above, is the BT, the system that scans and creates a report, I think every Sunday, on any duplicates that you possibly have in your system, and you can go through and review that, again, under the contact actions menu.

– All right, Craig, the Quote of the Week.

– This is from Alain de Botton. He’s a well-known philosopher, and he said, “Anyone who isn’t embarrassed by who they were last year, “probably isn’t learning enough.” I thought that was a great.

– That’s gold.

– Motivation to continual learning.

– All right, listeners, we have lots of bonus links in the show notes for you. Again, connect with us on LinkedIn. We’d love to hear from you, and until next week, see you later, Craig.

– Catch you later, Ian.

– Hey there. Thanks for listening to this episode of HubShots. For show notes and the latest HubSpot news and tips, please visit us hubshots.com. ♪ Nab it go ♪

Episode 206 Workflow Actions you may not know about

Episode 206: Workflow Actions you may not know about

Welcome to HubShots Episode 206: Workflow Actions you may not know about

This episode we discuss workflow actions, starting with the new workflow delays action.

Listen to the episode here: https://soundcloud.com/hubshots/206-workflow-actions-you-may-not-know-about

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.

Recorded: Thursday 04 June 2020 | Published: Friday 12 June 2020

Shot 1: Growth Thought of the Week

We’re aiming to have shorter episodes, ideally around 15 minutes. Let us know if you like this format better. With so many more podcasts becoming available everyday, we want to stay as compact, efficient and useful to you as possible.

How to Be an Antiracist

The New York Times bestselling book by Ibram X Kendi.

Shot 2: HubSpot Marketing Feature of the Week

Workflow Actions You May Not Know About

There’s a bunch of workflow Actions that are often overlooked, including sending internal email notifications, creating tasks, and copying properties.

HubSpot is also regularly releasing new Actions for workflows.

This episode were mentioning the new delay action which allows you to delay a workflow until a specific day and/or time:

hubspot workflow action delays

hubspot workflow action delays 2

It allows you to use the contact’s time zone as well (assuming the IP of the contact is available)

hubspot workflow action delays 3

It also includes a quick tab view of the contacts that are currently in that delay.

Some example scenarios where this is useful:

  • Time specific company announcements
  • Daily updates that you want to set to a specific time eg end of day updates

Can’t Add Note to Contact from Workflow

Speaking of workflow actions, here’s one for the wishlist – be aware that you cannot create a note on a contact from a workflow!

Shot 3: HubSpot Sales Feature of the Week

Protecting HubSpot Owner field and Notifying on it changing

Property settings 2Talking to the head of sales at one of our clients they mentioned they wanted to stop people from updating the Owner field in HubSpot Marketing Pro. You can do this, Enterprise! (we chatted about this in episode 202).

So we looked for a way to notify the sales manager of a contact owner change.  Found this good post that explains how to do it!

How to Use Workflows to Set Up Lead Ownership Change Notifications in HubSpot

Thank you Aditya Shah and Kevin O’Dea!

This will help in the case of the gotcha we mentioned in episode 204 where importing from contacts in your phone into the HubSpot app will update the Owner.

Shot 4: HubSpot Feedback of the Week

HubSpot won’t be implementing the option to block a specific email address anytime soon

This HubSpot community post is a good example of HubSpot being clear about priorities, even when it won’t make people happy. I really appreciate HubSpot being clear when a feature isn’t going to be actioned anytime soon. In this case we are keen to have the ability to block specific email addresses (as opposed to email domains), but HubSpot has indicated they won’t be implementing it.

Shot 5: HubSpot Gotcha of the Week

HubSpot Work Email Field Confusion

If you have Facebook connected via HubSpot Ads, and you use Facebook Lead Ads you will have a field created called ‘work email’. Make sure you don’t accidentally import contacts emails into that field (instead of the main ‘email’ field)

hubspot work email field

Shot 6: HubShots Throwback of the Week

Here’s What HubSpot was announcing a year ago

HubSpot announced changes to their Social Media Tools with new social reports.

Shot 7: Resource of the Week

Sige Learning Content Marketing deal on AppSumo

Get the Siege Learning Content Marketing course for just $69.

Shot 8: Quote of the Week

Leadership

“Leadership is not about titles, positions or flowcharts. It is about one life influencing another.”

– John Maxwell

Shot 9: Bonus Links of the Week

Getting feedback on Twitter

Good example of asking for feedback on Twitter, and being gracious and appreciative when some of the replies are negative.

Follow Us on the Socials

Connect with HubShots here: HubShots YouTube channel – HubShots Spotify channel – HubShots Facebook group – HubShots Twitter – HubShots Instagram – HubShots LinkedIn

Connect with Ian Jacob on LinkedIn and Craig Bailey on LinkedIn

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

Episode 206 Workflow Actions you may not know about

Full Transcript of the Episode

– Hi everyone, welcome to HubShots, Episode 206. In this episode we discuss workflow actions and starting with new workflow delay actions. You’re listening to Asia Pacific’s a number one HubSpot-focused Podcast, where we discuss HubSpot tips, tricks and strategies for growing your sales, marketing and service 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 well. Surprisingly awake and alert. This week, normally, I’m really tired. But perhaps it’s because I know we’re only gonna do brief episodes. We’re aiming for 15 minutes per episode, aren’t we in?

– That’s right, we are Craig and we’d love our listeners to give us feedback and say if do you like the 15 minute episodes?

– By the way, I’ll just mention the reason behind it. One of the podcasts I listen to is Dithering, which is a new podcast, John Gruber and Ben Thompson. I really like it, 15 minutes. But I myself, I’m noticing, there so many more podcasts every day, there’s more podcasts. So I am skewing my listing towards the short punchy ones. And so perhaps listeners are as well. And we wanna make these shows as efficient and useful to you as possible.

– All right, Craig. On to HubSpot marketing feature of the week. And this is about the new workflow actions that you may not know about.

– Yeah, well, I thought, about firstly, one new action, which is just popped in this week, but also just a reminder about workflow actions in general. When we chat with clients, they quite often just limit their thinking in workflow actions to, “I’m just sending an email.” So they only think about a delay, and then sending an email. But I just wanted to remind listeners, there’s plenty more, I mean, there’s tons of actions are always adding more with the integrations as well, but just some of the simple ones that are often overlooked, sending internal email notifications. That’s a really key one that we don’t see in many workflows, strangely enough. Also creating tasks and copying properties and we’ve covered that in recent episodes as well. However, tonight I just wanted to talk about the new delay actions. So most portals will have this by now, we all know about that delay for a set amount of time, set delay for an hour or a day or et cetera. But there’s a new one which is delay until a day or time. And when you choose that delay, you can actually say, delay until a day of the week, or until a time of day. And we’ve got some screenshots in the show notes as well. One of the things I really like about it, is you can say delay until this time of the day, you might say odd goes out, last thing of the day 5:00pm, and you can actually set it to send it at the contact timezone. So not just your account timezone. So I think this is really good. Typical scenario for that might be your daily updates. Or here’s another one, what if you’re planning a specific company announcements to go out and you just wanna get the workflow in place and then maybe you say, “Oh, that’s going out on Thursday afternoon.” That kind of stuff. And just a little preview, there’s some more coming out. We’ll be discussing them in future episodes.

– All right, Craig, and we’ve got another one where we can add a note to a contact from a workflow.

– And this is actually just a reminder, one of the actions that isn’t there, but it’s on the wish list is adding a note to a contact. So in a workflow go through, maybe it passes a certain stage and you’re, “Okay, I just wanna add a note to the context.” Can’t do that yet. There’s probably a community request for it. We should go vote it up.

– All right, Craig, our HubSpot sales feature of the week, and this is protecting HubSpot owner fields, sorry, should I just say protecting fields in HubSpot? And why this came up was I had somebody in sales. And I think this happens quite often, people changing contact owners without notifying the person that actually owns the contact and then taking that contact from them essentially. And so I got asked by the head of sales saying, “Hey, how do I stop this from happening “so that only I can edit it “or other business or the owners “or the head of operations can update it?” And I said, “Look, not on your HubSpot subscription, “which is a marketing and sales professional.” But I said, “How about if I could inform you “when contact owner has been changed, “so you’re aware of what’s happened.” And he goes, “Oh that sounds really good.” So I was like, “Okay, now I need to go “find out how to do this.” And there is actually a really good article on the HubSpot user blog from Aditya Shah and Kevin O’Dea, O’Dea I think. So basically creating the workflow and what property to look at, the author had to create another custom property, one of the things he did was copy the last user on their own a property into this property, so you didn’t have to go look at the history quickly. And it’s a part of the workflow. So I’ve included a link in there, but it’s a really good thing to have, and think about implementing in your portal, especially when you have a big sales team with sales managers, and sales professionals within the team.

– I wonder if that’ll help us overcome that issue that you highlighted back in Episode 204. Where if you have the mobile app and you import your contacts, it updates the owner on the contacts. So with this workflow catch, then?

– It would actually Craig. That’s a very good point. I think that you just highlighted a solution to the problem we had before. I have to go try it out, but that’s the little feature for sales.

– I just wanna mention one thing related to this, when we’ve got this in the show notes. You’ve actually linked out to a HubSpot blog post, which explains how to do this. I was chatting with Fran, he kinda called me a business owner saying, “Look, we’re getting into HubSpot. “I might need you to give me some help “on how to get up to speed with HubSpot, “and just give me an overview and how to do the basics.” I was like, “You don’t need me man, “I’m just gonna show you the HubSpot Academy “and the HubSpot blog. “And in fact, here do this, just go to Google “and just search this.” And he was like, “Oh, well, I want to know, “is there a plugin, “is there a HubSpot plugin for WordPress?” I said just, “Google HubSpot, WordPress plugin.” Bang, like it’s all there. And this is the thing about HubSpot. Well, two things, one, they’ve got everything covered. But two, they keep it up-to-date. We’ve said this many times in the show, I can’t believe how well they update their documentation, so it’s not out of date.

– 100% agreed, Craig. I had the similar experience this week, where we’re onboarding a customer for sales professional, it was just so easy. They had all these questions and I pointed them to a project, I pointed them to Academy lessons, and we were just able to get up and going really quickly. So thank you HubSpot Academy. All right, our HubSpot feedback of the week, Craig, this is something interesting you found.

– Okay, so there’s a HubSpot community post which I’m fired up ages ago. And the post was a feature request to be able to exclude or block specific email addresses from submitting a form. Now currently, as you probably aware, you can block email domains, email domains, or domains.

– And free emails, right?

– And free emails, but you can, there’s a field where you can say this domain, for just block anyone with email address, but they request is can we block specific email addresses. So we’ve all experienced that spam and that comes in with a Gmail address and just spams, the contact form every week and like I kinda creates contact or I delete them or whatever. So wouldn’t it be great if we could just block that one Gmail address, we don’t wanna block the whole Gmail domain. Anyway, heaps of people have voted up. It’s a pretty common problem. What I really like is that HubSpot have come in on this community request, and they’ve said, “Just letting you know, we have no plans to do this.” Correct . So, all they go no, and I was trying to think why I suspect there might be some specific discriminatory use cases in place that they don’t wanna get caught up in. But what I really liked is that they just said, they just made it clear. “We’re not, we have no plans to do this, not…” Well, and they’re essentially saying, “Look, we’re not gonna do it.” And rather than us hanging out for it, and going, “Oh, when’s this happening?” And winching like all the people, through our man’s community by sides, it’s two years now, this is outrageous. They’ve just come in and said, “We’re not gonna do it.” And I really appreciate that. So put that as a shot for HubSpot feedback of the week. And I wish they just did that for all of the things that they’ve got no plans to do, just ’cause they feel it’s so important. I think it’s really useful. And although I don’t like it in this case, I’m really grateful that I know what’s happening.

– Fantastic. Unto our hustle gotcha of the week Craig, and this is what I discovered this week, is there is a HubSpot work email field. And what one of my customers did was when they loaded data, they selected this email field as the email field that they were in putting it into, now because they’ve got Facebook connected, this is an ad property in the Facebook lead ad. He loaded in, I had a look and I’m like, “Where are all the emails?” This is really odd, there are no email addresses, any way, I deleted all the contacts. As you reload it, in the process of reloading, I scanned it and, oh that all looks right. And the second time it loaded, I was like. “Those emails is still missing. “What might I have done wrong?” Anyway, there’s a work email field. And I’m like, “What’s going on here?” I’d never, I’ve never seen this field before. Anyway, this is what got us caught out. The work email field is a lead ad property. So just so you don’t get caught out, this field, it does not look for duplicates, or does not let you insert in contacts that may be duplicates. Just be aware of that and don’t use that, you should be using the email field.

– Okay, so just that I understand this. Normally a contact, every contact would have email, there’s a field called email. But if you’ve got Facebook connected, and you’re using lead ads, it’s created a new field called work email under the Facebook lead ad properties. I’ve got a screenshot in the show notes. So when you’re importing, you’re searching for the field to import the email in, like a CSV import. So naturally, you see work email, and you think, “Oh, of course, that’s the one.” And it’s not, you actually got to look for the one just called email.

– All right, on to a throwback of the week, Craig. And this week, a year ago, HubSpot was announcing changes to their social media tools. And one of the biggest things in that was the new social media reports. When you connected your social media accounts, it pulled in 60 days of data from the date backwards from when you connected. So I know we’ve talked about this a few times on episodes and how great it is that it has to do that, even if you’re not publishing directly out of HubSpot, and here we go again one of those incremental improvements that’s changed the way we work and changed how we operate in HubSpot. Craig, you’ve got a great resource of the week.

– Yes, this is an AppSumo deal. Now normally wouldn’t put AppSumo in options, you’ve bought bits stuff on AppSumo, haven’t you?

– I have Craig.

– I think most of our listeners would know what AppSumo is. In case you’re not aware, AppSumo is a site where you sign up and they have deals, I don’t know if it’s daily, it’s probably weekly deals. And you’ll often get really good deals on software or courses. And in this case, there’s a good offer on the siege learning content marketing course, which is normally 700 bucks or so. AppSumo have it for $69 lifetime access, so grab that. We’ve got a link in the show notes. It’s a link to AppSumo, not my referral link or anything, that’s just a clean link. I just think it’s a really good deal. You and I are both getting the course. And that’s Ross Hudgens from Sage Mania, who we often refer to in the show. So a great deal gang, grab it while it’s there.

– Yeah, and it’s to do with content marketing. So I would encourage people to… It’s very highly regarded. And you’ve probably heard Craig talk about it lots of times, a great way to get skilled up with your SEO and content.

– All right, Craig, our quote of the week, and it’s about leadership, and leadership is not about titles, positions, or flowcharts, it’s about one life influencing another. And that’s from John Maxwell.

– Well, how timely do we need that? Oh, my goodness.

– That’s right. Now we’ve got a bonus thing of the week, Craig, and listeners, I’d encourage everybody to go have a look at this. And this is a good example of ask for feedback on Twitter, and being gracious and appreciative when some of the replies are negative, and this was from Brian Halligan. And I think you said, “You asked me earlier in this show Craig, “Have you looked at it?” And I’m like “No, hang on, I did.” Because I actually replied to some of this, I replied to someone else’s comment have a really good suggestion. Like you rightly say, he has responded really well. And I’d encourage users to go and have a look at this. Well, listeners here ended the show. Connect with us on LinkedIn and follow us on the socials. And Craig, we shall see you next week. Catch you later. And 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-205

Episode 205: How to use HubSpot Smart CTAs

Welcome to HubShots Episode 205: How to use HubSpot Smart CTAs

This episode we discuss Smart CTAs, smart email content, and how to copy a form submitted field into a deal.

Listen to the episode here: https://soundcloud.com/hubshots/205-how-to-use-hubspot-smart-ctas

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.

Recorded: Thursday 28 May 2020 | Published: Friday 05 June 2020

Shot 1: Growth Thought of the Week

Shout out to Christine from Vienna!  Thank you for listening!

Inbound 2020 Registration is open – register here.

(Yes, we’ve updated Inbound Countdown)

Shot 2: HubSpot Marketing Feature of the Week

Smart CTAs

We thought we’d remind you about some of the less used, but very powerful features in HubSpot. This episode we’re chatting about Smart CTAs.

Most users will know about CTAs i.e. usually buttons that link through to a range of assets including: website page or post, file, meeting link, email address or even a phone number. They work in emails and on pages.

The value of CTAs (as opposed to just manually adding a link) is that you can quickly see stats around how many times they showed and were clicked. You can also see if they resulted in any form submissions.

However, there are some additional features that can be added to CTAs, including:

  • making smart versions that change based on who is viewing them, and also
  • multivariate versions that test different words to see which have the better click through rate.

Smart CTAs allow you to switch the CTAs based on characteristics of the person viewing them. They can change based on the usually ‘smart’ options including:

  • Contact list(s)
  • Device
  • Country
  • Referral source
  • Language
  • Lifecycle stage

The reporting quickly shows you how many views each version of the CTA has had:

hubspot smart cta versions

A typical scenario would be to show a default offer (eg ebook) to a contact.

If the contact has already signed up for that ebook, show them a different offer.

Another example would be showing new product offers, special discounts, VIP offers etc.

These are perfect for evergreen email campaigns – just update the Smart CTA series as new offers become available.

Shot 3: HubSpot Sales Feature of the Week

Using smart content in emails to re-engage sales leads.  Used lists to change the heading and body of the email based on the time they are un-engaged.  A good way to simplify emails

Edit Email   Unengaged   360 180 days to go

Shot 4: HubSpot Extra of the Week

How to copy a HubSpot Form Submit field to a Deal Property

Use a Contact Workflow, triggered on the form submit, and add the Copy Property action.

Be aware that this will copy it to all associated deals for that contact.

If you want to limit this, then it can be part of the trigger criteria:

Copy feedback to lost deals   HubSpot

Shot 5: HubSpot Gotcha of the Week

Gotcha with filtering using the Original Source drill-down 2 contact property

When using this property > Original source drill-down 2 it wasn’t filtering based on the text in the field. Instead the filter needs to filter against the internal value (index) of the field text.

original source drill down 2

We were using it in a list to narrow down contacts that were imported!

Here is the support article that shows you how to get the ID!

Shot 6: Marketing Tip of the Week

Google Search Console Core Web Vitals report

Check out the new Core Web Vitals addition to Google Search Console.

There’s a good summary from Search Engine Journal.

Core Web Vitals

Shot 7: Insight of the Week

Nothing insightful to mention this week.

Shot 8: HubShots Throwback of the Week

HubSpot Merge Tool

HubSpot built a tool that uses AI to find duplicate contacts and companies for you; this tool makes merging them easy, too.

Shot 9: Resource of the Week

Off-Page SEO

Brian Dean has done it (yet) again with another monster post on SEO. This time on off-page SEO.

Shot 10: Quote of the Week

“You gather more flowers with an open hand than a closed fist”

– Zen adage (comparing humility with ego)

XEN calm quote

Shot 11: Bonus Links of the Week

Shoutout to Sydney local Nathan Reiche from Content Chemistry for his SEO Checklist blog post.

Shot 12: Follow Us on the Socials

Connect with HubShots here: HubShots YouTube channel – HubShots Spotify channel – HubShots Facebook group – HubShots Twitter – HubShots Instagram – HubShots LinkedIn

Connect with Ian Jacob on LinkedIn and Craig Bailey on LinkedIn

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

Episode 205 How to use HubSpot Smart CTAs
Full Transcript of the Episode

– Hi everyone, welcome to HubShots episode 205. How to use HubSpot CTAs. Should I say smart CTAs? Smart email content and how to copy a form’s submit field into a deal. You’re listening to Asia Pacific’s number one HubSpot Focus Podcast where we discuss HubSpot tips, tricks, features and strategies for growing your sales, service and marketing results. My name is Ian Jake from Search and Be Found and with me is Craig Belly from Zen insistent. Hi Craig.

– Well, good evening to you Ian, it’s a late one tonight, but finally getting there. Hey, you’ve got a shout out.

– I do. I got a shout out to Christine all the way from Vienna. Thanks for listening and thanks for connecting with us. It is so good to connect with people all around the world and we love it. Thank you listeners. Now Craig, as of this evening when we’re recording the podcast, which is the 28th of May, INBOUND 2020 registrations are open. So I would encourage people to go and register for INBOUND. Yes, looking forward to that. It’s all gonna be online of course. And we’ve updated INBOUND countdown as we do every year. So Craig, how many days to INBOUND?

– I think as we record this, it is 113.

– Wow.

– 116, sorry.

– So listeners like I said last episode, it is a great opportunity to experience INBOUND. For those of you that haven’t been to Boston And Craig, I’m disappointed we’re not gonna get any clam chatter and lobster rolls, but Hey…

– No, I think there’s an opportunity in the market for a Sydney based clam chowder. We’ve got to find one and just bring back the memories.

– Now listeners, if you are in Sydney and you do have clam chatter and lobster let us know.

– Yes please.

– All right Craig, onto our marketing feature of the week and we’re going to talk about smart CTAs or Calls To Actions as we would say. And HubSpot has some amazing features around this. So we wanna talk about it because I think it’s a underutilized feature.

– Yeah, totally agree. I thought this was useful to put in the show because it’s not new by any means. And in fact, if you see the screenshot that I’ve included, this is from 2018, some of the results that are highlighted. But smart CTAs, I think everyone knows what a CTA is, right? Could be a button or link that’s on a page or an email. Smart CTAs… And by the way, just before I go into smart CTAs, the real value of using CTAs because people will say, well, why would you use a CTA to create a button to put on a page? Why don’t you just put a button? Why would you do it? The value is around the reporting. You can see the stats, how many views it got, how many clicks, and also how many submissions. And people may not realize that these submissions reporting is if they’ve clicked on a link and gone through to another page, did that lead to a form submit? And that’s really useful, I think some insights. So that’s a normal CTA. However, there’s two additional features that you can do. You can actually them smart or you can make them multi-variate versions for testing. We’re just going to talk about smart versions tonight and what you get with a smart version is the ability to switch the CTA out based on any of those smart criteria. It could be a contact list, the device, the country referral source language lifecycle stage, and you can switch it out and in the show notes, I’ve got a screenshot, this is from my portal, one of our smart CTAs where you can see three versions and then you can see how over time some get more views and then submissions following on from that. So we tend to use some a lot in emails. I know a lot of people use them on just on websites. We find them particularly useful on emails. I will give a few examples in a second, but do you use smart CTAs a lot Ian?

– We do Craig. And actually what was interesting, and there’s a little caveat in the new Dragon Drop email editor, I was doing something with one of our clients the other day and I said, “Oh, instead of just putting the link, let’s use a CTA so we can measure this and make it smart so we can change it out on…” Anyway because the email editor is in blocks, right? So you choose the text block and then you’ve got to have a button block where you can add the CTA, even if it’s just a text link. Anyway, they were like, that doesn’t look good because it was on the next line and the sentence didn’t follow. So they said, “Oh look, we’re gonna ditch that and just run with the link.” So just be aware that if your using drag and drop editor, that can happen, especially if you’re using a text link.

– Oh, just for a text link.

– Yeah, I tend not to use them for links. I have to say they are problematic and also they’re not responsive. The text only CTA is so nice, always as a button. Yeah, good catch there. Look, some typical scenarios and this is why I think people should use them. And in fact when I was looking through our CTAs, apart from just general navigation buttons, which we use throughout our website, most of our CTAs ’cause we use them in emails a lot. Our smart CTAs, in fact we only had one multi-variant. But all the rest were smart CTAs. We have a few normal standard ones. But yeah, we use them a lot. So I very much recommend them, but they’re great for following people down the funnel. So they initially see a default CTA, could be an initial offer. Then you check have they actually downloaded that? Okay, show them another offer. Could be a VIP discount, could be some upsell, great for products as scenarios where you can use them. So listeners, if you’re not yet using smart CTAs, check them out.

– All right, Craig and onto our sales feature of the week. And I thought, let’s go with the theme of smart. And this is about using smart content in emails and these are… I call these sales related emails. And I’ve got an example there of one to engage sales re-engaged sales leads that we haven’t spoken to and we use this smart content to change out title of a headline and the content in the email just to simplify the number of emails we have, but also give a personalize view to the person that’s getting in. So it’s a great way to do it and keep a track of things.

– That’s a really helpful example.

– So just be aware that when you’re using it in the email, it’s by contact list, so you need to make sure they’re in a list as well to trigger that smart content. All right. What’s our extra of the week Craig?

– Actually you just reminded me of something before when I was talking about smart CTAs and I said all the different smart options you could use and I went through them all contact list, device, et cetera. I actually, you’ve just reminded me yeah, in an email you don’t get all of those on a page you would for a CTA but yeah, in emails you obviously won’t get anything that’s a related say to referral source or things like that. So my contact list would be the way you’d go

– Or lifecycle stage, I think.

– Or lifecycle stage, Yeah.

– Yeah, all right Craig, the extra of the week, and this is about how to copy a form submit field to a deal property. This was an excellent tip, you were showing me this because you actually posed this question, how do we actually do it? And you’ve found a great solution for one of your clients. So talk us through it.

– Correct, so I think this is from my trying different things out, but what we wanna do is… I’ll give you a scenario. They were creating a deal where sales were following up, but there was a particular field in the deal that needed to be updated. Now after sales followed up, they would essentially then have a workflow that triggered emails that would say, you gave us a certain timeframe that you would do this by. We just wanna know have you done it? So have you actually in this case was have you booked a venue for your event? And if so, can you tell us the venue so that we can then give you a proper quote? So here we go. Okay, so we’ve got this deal that doesn’t have this field that needs to be updated to give them a proper quote. And we’re collecting this from a form property that the person, so you can’t update a deal property directly from a form. So what we were doing was when the form gets submitted, we were running a workflow and it’s a contact workflow to enroll them and copy a property. So, but one of the checks that we wanna do is make sure that there is only one associated deal with that contact. Now if there’s multiple, as you rightly pointed out to me, and I didn’t realize Craig, is that if you were to copy that property into the deal record, it’ll copy into all of the deal record properties associated with that contact. But this is how you do it. So what we’ve done is we’ve essentially said look, if it’s got one deal then copy it. If it hasn’t, then we’re flagging sales to manually update this with the information that’s been given from the form submit and essentially we’ve created the properties in the contact record, which we are then copying across into the deal record. So they are the same type of fields.

– Great tip and yeah, really nice. And you were showing me, we don’t have this in the show now. So you’re showing me some of the workloads you’ve set up for this client. Really sophisticated workflows, yeah, really nice job.

– And my tip there was that it got really complicated and then what we did was we stopped, we went back, I think we were using a lucid chart and we basically mapped everything out again and just got clear on what the outcome was. So listeners, I wanna just encourage you, like Craig’s giving me praise here, but there was a moment in time where we were just totally confused and we had to stop and then go back to the drawing board just so we could understand what was going on.

– Well, I should a marketing tip of the week about using the lucid chart.

– Yeah.

– So, we’ll do that in a future episode.

– Now listeners, in this journey of doing all of these workflows, we’ve got a HubSpot got you of the week and what we were trying to do is we imported data in from another system, so we were easily able to identify who had been imported and what we wanted to do. We wanted to create a list of people they needed to call, but you need to exclude the import that’s coming. So I thought, okay, well I don’t wanna exclude all imports because what would happen if, say you imported a contact from your phone or you imported one or two contacts manually, you don’t want that excluded because you want them followed up. So I figured, okay, the Original source drill-down 2 property had the exact import ID or name, right? So I thought, okay, well let’s take that. So we only filter out the people in that particular import. Anyway, it didn’t work and I was, and I was like, this can’t be happening. Contacted our good friends at HubSpot support and it took them a little time, but what actually happens in the Original source drill-down isn’t what you see is not the value that the system is comparing. When you go to the contact record and you hover in the little eye on the corner, it gives you an ID and it’s the ID that you need to use in a list to filter the contacts.

– And you’ve got a screenshot of this in there from their knowledge base article.

– Correct.

– Which it’ll all make sense when you say that, but the go chart. Here’s what you need to mentally just file away folks. Using Original source drill-down 2 doesn’t work filtering Y. Okay, so try or check out the shote notes of episode 205 you’ll thank us. There you go.

– All right, I’m Mark and tip of the week Craig, and this is to do with Google Search Console Web Vitals Report and they’ve got this new menu article, Core Web Vitals and I would encourage people log in and have a look at it. We’ve included a summary from Search and in general that explains it really well, but they’re looking at things like all the pages that are being looked at site speed and a few other things, and I know we always talk about this, but there is a wealth for information in there, so I encourage you to go back and look at it because this is the place where if things are going wrong, it’s going to be flagged for you in Google Search Console. Now, Craig, what was happening in HubSpot a year ago?

– You reminded me of this, that they launched their merge tool. Oh, they officially launched, I think there was some beta faces out for awhile. Yeah, the merge tool. So they not only merged off using AI to do it intelligently, but they provided an actual tool where you could manually look at it. Oh, sorry, it doesn’t automatically merge, but it uses AI to find the context that it thinks you should merge and then they put it out as part of this tool so that you can then visually go through and compare them. So that was a year ago.

– That’s right and now this usually runs I think on the weekends and you would… if you’re gonna enable it, you would get a report that X number of duplicates were found.

– That’s all right. I didn’t realize it was periodic, okay.

– Yeah, I get an email every Monday morning or Sunday night. Craig, what happens is it gives you a link to go have a look at it now I thought, Oh this is fantastic because most of our accounts are all professional and enterprise accounts. We do have quite a few starter accounts as well and I thought, I’ve been telling people, “Oh there’s this great tool that HubSpot has to manage contact duplication.” Anyway, on starter you can’t find it. So there’s the gut check.

– We should do a section on merging contacts such as merging companies. I had a client actually ask about this. How do you merge companies like not how do you do it, like how to use the tool, but how do you have a process for it? And for contacts I do try and keep my contacts merged. I do go through and merge them if I can for companies, I just don’t bother. If I look in our portal, we’ve got 2000 triplicate companies and I only do it case by case from coming across contexts and I’m like, huh, where’s their colleagues? They’re not here. Oh, okay. There’s a duplicate company somewhere. You do tend to find this if they’ve got an aa.com and then a .com that are U company and that does happen, but as a process, I just don’t bother about it til it comes to a deal time. But we should have a whole section on that kind of hygiene around merging.

– Correct, Craig, and I think the other thing that you might find, especially if you’re working with account based marketing and sales, is that these company records become more and more important oh for iNORTH for example.

– That’s actually exactly how this came up around merging companies. Exactly right.

– Correct, and people we’ve been working with, just understanding that they might be a umbrella company that in our case is Australia Wide and they have all these individual businesses in each state. So the salespeople, individual salespeople in their state, look after this branch of that business and making sure you know who belongs to what and where they belong does take time to clean up, but it is interesting especially if your using all the ABM features within HubSpot. Going through this process to do that is actually really valuable in keeping your data clean and also getting the right ABM stats out of the system so you can utilize them to target accounts correctly.

– Now Craig, we’ve got a resource of the week and this is about Off-Page SEO. We talk a lot about OnPage SEO and HubSpot has a lot of tools within the system that does that. Now Off-Page SEO and Brian Dean, who we often talk about on this show has got another monster person about this. So I encourage your users just to grow your understanding. You don’t have to do this, but grow your understanding about what is Off-Page SEO and how you can utilize it in your business to gain good ranking. Craig, what’s the quote of the week?

– You know, I’d use the Calm meditation app.

– Yes.

– And each day they have a little quote and this is from Calm and that’s a Zen adage. It says you gather more flowers with an open hand than a closed fist. And you might say, what’s that got to do with marketing? Well, absolutely nothing but it’s around comparing humility with ego and I just thought current things happening globally, that is perhaps a message that some people need to hear.

– Now listen as we’ve got a bonus link, and this is a shout out to one of our Sydney locals, Nathan Reesh from content chemistry and he’s got a great SEO checklist blog posts that we’ve stuck in there. Thanks for reaching out Nathan, and we’ve put a link in there in the show notes to that post. Listeners, again, we would love you to connect with us over LinkedIn. Please do tell us that you’d listened to this show. If you haven’t realized we have a YouTube channel, we’ll be doing some new things on there shortly. We would love to connect with you. If you do need help with anything, please reach out to us. We are both happy to help you sort out and get through whatever you’re going through and learn more about your businesses. So don’t feel afraid. Reach out and say hello. Well Craig, on that happy note, we shall see you next week.

– 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.