Here’s a quick way to use a core dynamic books principle to empower your reps, sharpen outbound focus and improve your CRM data — all without big changes. Here’s the problem. Reps have worked their territories for 6 months and learned a ton. Some accounts have bad data, have been acquired, are a bad fit or can’t move forward because they’re mid-contract with a competitor. Your reps are doing bookkeeping to stash those accounts away so they don’t waste time going back to a bum account. Over time this cruft builds up and saps rep focus. Even worse, all that bookkeeping is a double waste because each rep does it differently, so you can’t actually use it to improve your CRM data. The solution is to set up a returns process to standardize and track this behavior. Give the reps a structured way to “return” an account with a logged reason. Typically this means that you’ll reassign the account to a pool user of some kind but it could also just mean setting a status and a few fields on an account. This makes it easy for reps to avoid these accounts when prospecting. And it gives RevOps a standardized way to identify and deal with data issues. Check out the video below for a simple version of the process for a rep using Gradient Works. You can do something similar in your CRM. Just make sure you’re validating ROE, flagging the account as a return, and storing the return reasons in a structured way. Give it a shot. If you’ve got questions, hit me up. Your reps, pipeline and CRM data will thank you. — PS: One of our customers’ favorite more advanced plays here is “Get Back to Me” which records a better time to reach out to the prospect when the account is returned. These accounts can be removed from the rep’s book and then reassigned to them at the appropriate time.
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Day 11/13 of the HubSpot Feature weeks - 8 CRM Data Components Including Report, Association Table & Stage Tracker 🚀 There are 8 CRM data components you can use in your custom cards to visualize your data. - Monitor account revenue: Use the report component to display a revenue report by quarter to easily see trends over time. - Filter associated contacts: Use the association table component to create a filtered view of associated contacts who were created in the last 30 days and have an email. - Visualize deal/ticket pipeline stage: Use the stage tracker component to visually show what pipeline stage a deal or ticket is in and four properties to highlight. - Action Extensibility in CRM Data Components: Trigger actions on the CRM record page from custom cards including web links, HubSpot-defined actions, and custom actions. These are HubSpot-built cards that provide deep flexibility to how data can be presented on a record. These eight data components includes Data highlights, Property Lists, Association Property Lists, Association tables, Association Pivots, Stage Tackers, Quick Actions, and the most exciting of all; reports. And with Extendible Actions, you get a library of actions that can be leveraged on CRM components, allowing for customization of data processes and next steps. Overall, these new features are designed to save a lot of time and allow your CRM to better work for you. Did you like to learn more about the features, check the previous posts and stay tuned for new features the next two days! 👀
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CEO/COO RevOps Automated | RevOps as a Service | HubSpot, Salesforce, CPQ Consultant Podcast Host "Road to Revenue"
Our CRM data is a mess - how do we fix it?! There is a way. Here's the method for cleaning and maintaining clean data in your CRM. 1 : Identify important data points. So many businesses have fields / properties that are duplicated - especially when you have integrations. Group the most important data points into a report to see how well populated these are for each object. 2: Identify duplicate account records Define how you want to log company accounts and their relationships in your CRM. Ensure that you have agreed 2 fields minimum that when used will match the duplicates. for example : domain / location office address / company linkedin / phone number. There is no one right way. It will vary based on whether you sell seats, local licenses or platforms at different businesses as well as the level of segmentation you need for reporting. consider also that businesses can change ownership, when defining child - parent - grandparent relationships. 3. Identify duplicate contact records If you have personal mobile phone or LinkedIn profiles, this can be a great way to identify duplicate humans..... ....remember emails ✉️ change. 4. Clean up fields/ properties Merge duplicate fields and delete those which are not used. 5. Merge account records With the rules of company accounts defined the team can merge records. 6. Merge contacts With the rules of contact record defined the team can merge contacts. 7. Ongoing duplication management Once you have done the first clean up - you'll need an ongoing cadence to check for duplicate records that will naturally continue to occur if no one person / team is responsible 8. Enrich the most important data points. After the clean up - if you find key data points missing, you'll need to run an enrichment project and look at first party and third party data enrichment options. How long does this take? I wish I could say it was quick and easy. It is - if you have a few thousand records. But - if you are at the point you have 10,000+ records at every object level with 1000s of fields it is going to take time.....and a team. If you are sick of the mess in your CRM but don't have the resources in-house to clean it up. Rech out - We can help.
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Automated Revenue Generator | Transforming Businesses with Automation to Discover Hidden Profits
Imagine your CRM as a detective, not an assistant. We often see CRM systems as passive repositories of data, akin to Watson, diligently holding information until called upon. But what if we reimagined our CRM as Sherlock Holmes, not just a receptacle of data but an active investigator, digging deep into the data, finding patterns, and presenting insights? A CRM that functions like Sherlock Holmes could be a game-changer. It wouldn't just store customer interactions; it would analyze them. It wouldn't just remind you to follow up on leads; it would predict how likely those leads are to convert based on past patterns. Sherlock Holmes is known for his observational skills, logical reasoning, and the ability to draw large conclusions from minute details - traits that any successful business person would want their CRM to possess. The future of CRM is not passive. It's active. It's not Watson. It's Sherlock Holmes. So, let's start expecting more from our CRM systems. Let's demand that they do more than just store data. They should analyze it. They should learn from it. They should transform it into insights that drive our decision-making processes. Challenge your CRM to be more like Sherlock Holmes. You might be surprised by the results. Ready to transform your CRM from a Watson to a Sherlock Holmes?
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Helping leaders manage their digital transformation, using CRM systems to drive growth, certified Sales and Marketing specialist with HubSpot.
Ever thought about the real price of getting a new CRM system? It's not just about paying for the software. When businesses decide to get a new CRM system, there's a lot more to consider than just the price tag on the software. Sure, sales folks might paint a rosy picture of how everything will be smooth sailing and lead to amazing results. But the truth is, if you don't have a solid plan for how to use the system effectively, it can end up costing you a lot more than you bargained for. The real cost includes the time it takes to set everything up, connect it with your other systems, and maybe even hire a specialist if it's really complex. But there's another big cost that often gets overlooked: what happens if you don't have a good process in place for using the CRM? Without regular checks on your data, clear rules for everyone who uses the system, and a strategy for keeping everything running smoothly, you could be looking at a lot of wasted time and effort. This is where bad data management can really bite you, making your CRM more of a burden than a benefit. We just wrote an article on how to remedy those data headaches and spring clean your CRM. Read it here: https://lnkd.in/eQzq98XY...
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Ever thought about the real price of getting a new CRM system? When you decide to get a new CRM, there's a lot more to consider than just the price tag on the software. Sales people paint a rosy picture of how everything will be smooth sailing and lead to amazing results. But really, if you don't have a solid plan for how to use the system effectively, it'll cost you a lot more than you bargained for. The real cost is time to set everything up, connect it with your other systems, and maybe even hire a specialist if it's really complex.Another big cost that often gets overlooked: what happens if you don't have a good process in place for using the CRM? Without clear processes for everyone who uses the system and a strategy for keeping everything running smoothly, you could be looking at a lot of wasted time and effort. We just wrote an article on how to remedy these headaches and spring clean your CRM. Check it out here: https://lnkd.in/e8Wx2z3r...
How to Cleanse and Leverage Data in Your CRM
https://www.providentcrm.com
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OMG this is my biggest headache! How can we track and identify which fields to use for reporting but also for automation of email messaging. I like to have these fields in my system to track and support automation needs. Another field that we see this with is Source. Here is how I like to set up source tracking through MAP to CRM. (Shout out to 🔐 Seth Steinman for sharing this method with me!) 1. Person Source (this is a standard CRM field) - This should map with utm medium, and your main channels in your MAP ex Paid Search, Paid Social, Organic Search, Publications 2. Person Subsource - This is a custom field that should map with utm source and be dependent to the Person Source field i.e. Paid Search sub sources are Google, Bing, Yahoo; Paid Social is LinkedIn, Facebook, Twitter; Publications sub source would be company name. 3. Person Campaign - this is a fill in field that adds detail to the campaign such as "wbn_Topic_date" I then have the same fields for Recent Source, Sub source and Campaign. You then have the original source and the most recent campaign data. You can track the recent programs through SFDC campaigns but sometimes the reporting can be challenging so having the additional fields that are populated right through Marketo makes my life easier!
Raise your hand if you've jumped into a CRM, opened a new report, and wanted to figure out what field to use only to be met with these options. ✋ We all instinctively know this is a problem, but it's worth reiterating that this is a SERIOUS problem, not a minor one. Because... 1️⃣ There is no obvious source of truth 2️⃣ Even if one of them is the source of truth, how do you know which one? 3️⃣ Even if you figured it out, how does a new person know which one matters? 4️⃣ What if they don't know and pick the wrong field, not realizing it and sending reports using incorrect information? 5️⃣ If this is a problem on this field, how many other fields suffer from alike-field-itis? Alright, it's a serious problem, but how do you fix it? Here's a broad list to at least start with. First, identify the universe of duplicated fields. Second, figure out which one is used throughout the company Third, measure each field's accuracy and impact on reports Fourth, agree on the new source of truth Fifth, disseminate the switch to stakeholders Sixth, fix up the data Seventh, assign an owner to maintaining that field's accuracy Eighth, swap reports to this new field Ninth, finalize the data and processes populating the field Tenth, delete the old fields For larger companies this may be difficult, but letting this issue fester for longer will only make the downstream impacts worse, and an eventual fix that much harder!
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🚧Avoid the pitfalls of cluttered CRM systems. With clean and accessible data, your employees can maximize potential and your small business can thrive. Discover the importance of clean CRM data: https://insycle.co/3nTi8AJ #DataCleanliness #BusinessGrowth
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Elevate Your Sales Game with Outsourced CRM Data Entry Services! Accurate data is key to converting leads into customers. Avoid common pitfalls like inaccurate info and duplicates. Trust the experts for seamless data management! Read the full blog here:https://buff.ly/40kXk3V #CRMDataEntry #SalesSuccess
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[Live] Conditional Property Logic What is it? Requiring the right data at the right time is critical to CRM data quality. Missing or incomplete data can throw off your ability to capture high-level insights or even take critical action based on information in a record. For example: You want to capture the specific reasons why deals are lost When a deal is closed/lost, users are required to select an option in Lost Category They select ‘Product’ as the reason - but you want to know what types of Product-related reasons (bugs? incomplete functionality?) Or another example: You want to capture a customer’s billing information When a user fills out Billing Method as Email, you want to require that they also fill in the Billing Email so you can bill the customer Conditional property logic enables admins to show (and require) the right properties at the right time across the CRM. Today, in the ‘Customize the create record’ page, admins can set conditional logic for properties that have been added to the ‘Create record form. Now, admins will be able to set conditional logic for enumeration properties regardless of whether they have been added to the ‘create record’ form. This logic will be triggered when reps make edits to properties across the CRM. If a property is required, users will not be able to save their changes until the required property has been filled. Why does it matter? Conditional property logic is a powerful tool to help you safeguard data quality and create a streamlined experience for reps interacting with records. This data management tool will help CRM admins lay the foundations for clean data and a smooth rep experience by guaranteeing that required information isn’t missing. And it will save time spent chasing down incomplete data. How does it work? HubSpot admins can set up conditional property logic in Property Settings > Conditional Property Logic tab. These rules will be surfaced alongside conditional stage properties in the following places when a rep edits a property: Record page highlight card, About section, association card, and ‘View All Properties’ page Index page inline edit Index page bulk edit (conditional stage properties will also now be enforced here) Index page board view ‘Create record’ form Who gets it? All Hubs, Professional+ subscription.
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Duplicate data in your CRM? "No!", said nobody ever in the history of everything. 1. It is not just Marketing Operations responsibility to keep duplicates out of the CRM - every user has a role to play but MOPS teams usually have some tools and ways of making it easier. Give them primary responsibility to manage this, but don't relieve everyone of the accountability. 2. Sorry, but it's really hard to get rid all duplicates from your CRM. Chances are you have a missing data / data normalization issue most of the time. Very hard to create business logic around various free text fields that delete dupes but don't remove good data. Exact match on name and email? no problem. But a lot of the time you get fuzzy (and softer) matches that are just too risky to merge without reviewing, and that takes resource. 3. I would focus on your prospect/person duplicates first. Yes, Account duplicates are also painful but it's a worse scenario to have 2 reps call the same person rather than 2 reps call different people at the same account. 4. Regardless of which tools you use, create a really tight matching logic you can be confident in just merging without reviewing. And for your wider match, allocate 15 minutes a day to review and merge a few (or more). Chances are you will begin to see some patterns where you can widen your "tight" matching logic. 5. Find some way of tracking how many you have and if you are trending up or down on a weekly basis. Is the problem getting worse or are we on track to hit zero?
CEO Coach -|- Keynote Speaker on AI -|- Board Member
2wHayes Davis very practical application of Gradient. Thank you for sharing!