Ah, browser tabs.
First introduced in the SimulBrowse (later NetCaptor) browser by Adam Stiles in 1997, tabs have become a blessing and a curse. Yes, you’re now able to keep 100 webpages open at once -- but how on earth are you supposed to sort through them all to find that one thing you opened two hours ago?
Sales reps in particular are intimately familiar with browser tabs. Between researching prospects, logging activity, entering information, mining connections on LinkedIn, writing emails, calling prospects, taking notes during conversations, and pulling up relevant collateral to share during calls, it’s easy to quickly find yourself wrangling dozens of tabs.
In the world of sales, browser tabs are more than a double-edged sword -- they’re a necessary evil.
Sales Rep Seth (and soon enough, you) has it all figured out. With the HubSpot Sales Platform, software that improves sales productivity, he’s able to do his entire job using just one screen. And you can too. No toggling through tabs, no jumping between windows. (Except the one you’ve got open to Facebook.)
Here’s how he does it.
7:47 A.M. -- 10:12 A.M.: Call Prospecting
Seth gets into work bright and early, because he knows the best time to make calls is between 8 and 9 A.M. He starts each day by setting up his call queue for the next morning using the HubSpot CRM.
Once Seth’s pulled the contacts he plans on calling that day, he simply presses the “Start calling” button and his prospects are dialed automatically.
Seth takes notes on his calls right in HubSpot CRM, so he doesn’t need to switch between a phone application and a CRM window. In addition, all call activity is automatically logged (and recorded if Seth chooses).
10:18 A.M. -- 12:07 P.M.: Prospect Research
Around 10 A.M., Seth’s connect rate starts to drop off. He usually makes more calls at the end of the day, so he decides to switch gears to prospect research.
Using the Prospects tool in HubSpot CRM, Seth filters a pre-populated library of almost 20 million companies by employee size, location, and industry to create a list of perfect fit prospects.
And Connections shows him which of his coworkers has emailed or is connected with the contacts at his target accounts. All he has to do is request a warm introduction.
12:08 P.M. -- 1:13 P.M.: Lunch
Continuing the one-screen workday, Seth pulls up the Yelp extension inside HubSpot Sales and orders his lunch …
Nope. That was a joke. The HubSpot Sales Platform can’t order food for you. Seth has to leave the office just like the rest of us.
1:14 P.M. -- 3:37 P.M.: Email Prospecting and Follow-Ups
Before Seth starts his afternoon prospecting, he needs to follow up on some calls and reach out to new prospects via email. When he first got started with HubSpot Sales, Seth uploaded his most frequently sent pieces of sales collateral to the Documents library and all his email templates to the Templates library. Now, whenever his marketing team updates a document or he writes a great new template, Seth just uploads the newest version.
From within his email client, Seth works through his queue of prospect emails, sending out resources and follow-ups. He’s able to quickly select templates and documents from within the compose screen. No searching through his outbox to copy and paste old templates -- with Sidekick for Business’ integration with Gmail and Outlook, it all already lives in Seth’s inbox.
Follow-ups sent, it’s now time for some email prospecting. It would be great if 100% of Seth’s prospects got back to him immediately, but he knows it sometimes takes three, five, or even 10 emails before he gets a response. Checking up takes a lot of time, so instead of writing one new email per prospect every few days, Seth decides to get them all out of the way at once.
Using Sequences, Seth drafts a series of emails that will be sent to his prospects if X days go by without a response. A Sequence is automatically ended once a prospect replies to any Seth’s emails. This way, he can set his follow-up and forget it.
The best part of all this? Every single email -- whether it’s a template, part of a Sequence, or a one-off message -- is automatically logged in HubSpot CRM.
3:45 P.M. -- 4:12 P.M.: Manager One-on-One
At 3:45 p.m. every Monday, Seth and his manager review his monthly sales forecast and deal pipeline. To prep, Seth opens up his Deals view in HubSpot CRM and checks to make sure each deal in progress is placed in the correct stage.
Seth spends 10 minutes walking his manager through specific deals, and she talks for 10 minutes on how Seth’s pipeline and forecast compare to the rest of the team (Manager Molly views a streamlined, holistic team-wide dashboard upon logging into HubSpot CRM). They spend the remaining seven minutes of their one-on-one talking about "Fear the Walking Dead."
4:18 P.M. -- 5:47 P.M.: More Call Prospecting
Seth repeats his morning call routine. By the end of the day, he’s exhausted and ready to go home.
And the good news is that because he’s been taking notes in HubSpot CRM during calls and automatically logging activities, he can. All Seth has to do to close out for the day is turn off his computer. All the other housekeeping’s been done for him.
This one-screen workday -- no tabs, no windows, no hassle -- is how Seth spends every day.
Source: Mozilla Labs via Slate
According to the 2014 State of Inbound Sales report, salespeople spend anywhere from 30 to over 120 minutes a day on manual data entry. Without the HubSpot Sales Platform, Seth would have to stay in the office for 12 hours to finish everything he’s done today.
But he doesn’t -- and neither do you.