Lorenzo Bolognini’s Post

Since learning about this workflow from Stapho a couple of years ago, we've seen many of our customers successfully replicate it. If you want to know more about how to be successful with ABM within B2B tech, go check out his advice!

How to use HubSpot & Dealfront for account scoring. This allows you to identify accounts that: - have a real need for your service - know your brand - have a relationship with you In short, we can use it to find the accounts that will close the fastest for the most revenue. Less leads, more revenue. You can either do this: Manually (in sheets etc.). Which is very effective, but a ton of manual work. Automatically (Hubspot or similar). Works great, but you really need to know your way around the platform. 𝗦𝘁𝗲𝗽 𝟭: D𝗮𝘁𝗮 𝘀𝗼𝘂𝗿𝗰𝗲𝘀 & 𝘀𝗰𝗼𝗿𝗶𝗻𝗴 𝗺𝗼𝗱𝗲𝗹 Qualification data → Is this company a good fit? Sales navigator is a great source of data here, but I find Dealfront target has just a bit extra. Better estimates on revenue, technology as well as stuff like "B2B” or "B2C". Analyse your best and worst deals to figure out your qualification data. b. Company awareness data → do they know your company Sales Navigator: Company page followers Hubspot: Email list activity and cookied website activity. Dealfront uncookied website activity. Socials: You can capture Likes, comments etc manually. c. Relationship → do their people know your people Sales Nav can show common connections, Hubspot show logged conversations. d. Product-need evidence → Do they have a need for your offer? Hubspot: high-intent page visits & hand raises Dealfront: High-intent page visits (without cookie) & Company news & job openings All of the above should be brought together into a coherent scoring model. i.e: Visited pricing page: 3 points Liked LinkedIn Post: 1 point Met at event: 2 points 𝗦𝘁𝗲𝗽 𝟮: 𝗖𝗿𝗲𝗮𝘁𝗲 𝗰𝘂𝘀𝘁𝗼𝗺 𝗽𝗿𝗼𝗽𝗲𝗿𝘁𝗶𝗲𝘀 𝗼𝗻 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝗹𝗲𝘃𝗲𝗹 𝗶𝗻 𝗛𝘂𝗯𝘀𝗽𝗼𝘁 Create 4 tag properties (qualification, awareness, relationship, intent) with tags for each element of your scoring. Create a scoring property for each item, add points per tag. Create a total score property that adds up the 4 different types of data 𝗦𝘁𝗲𝗽 𝟯: 𝗗𝗮𝘁𝗮 𝗴𝗮𝘁𝗵𝗲𝗿𝗶𝗻𝗴 Set up automated scoring In Dealfront you can make separate “feeds” per item you want to track. For example, you can make a feed for all companies that visit your pricing page. It can then tag these in Dealfront and sync these with Hubspot. So it works like this: Dealfront identifies company that visits pricing page → adds tag → syncs to Hubspot tag → scoring property uses that tag to score the account. b. Manual scoring For items that you can't score manually, you can check the data as a weekly routine and add the tags in HubSpot manually. I.e. look at your LinkedIn engagers at the end of the week and tag them in Hubspot. 𝗦𝘁𝗲𝗽 𝟰: 𝗨𝘀𝗲 𝘁𝗵𝗲 𝘀𝗰𝗼𝗿𝗶𝗻𝗴 𝘁𝗼 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀 𝗳𝗼𝗿 𝘆𝗼𝘂𝗿 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝗽𝗹𝗮𝘆𝗯𝗼𝗼𝗸𝘀. Apply our most high effort tactics to the highest scoring accounts and more broad scale tactics to lowest. Affiliate link in the comments for Dealfront.

What a week it was at INBOUND! Our team at Growth, along with clients and partners, soaked in the energy and innovation HubSpot is bringing to the future of marketing and sales. This year felt special—not just because it was my second in-person INBOUND—but because we had more of our team present than ever before. We connected, shared ideas, and walked away with fresh insights that we can’t wait to implement. One of the biggest highlights this year was the unveiling of Breeze, the game-changing AI-powered platform from HubSpot. This new suite of tools, including Breeze Copilot and Breeze Intelligence, is designed to help teams streamline their processes and focus on the human touch that makes businesses thrive. Copilot acts as a “digital coworker” embedded across HubSpot’s platform, assisting with tasks like lead management and content creation, making CRM data more accessible. Breeze Intelligence, on the other hand, integrates data from over 200 million profiles, offering buyer intent signals and deeper customer insights to help businesses drive personalized engagement at scale. But it wasn’t all tech and AI. Sessions by thought leaders like George B. Thomas, Jay Schwedelson, and Kyle Jepson really struck a chord. George's deep dive into AI-assisted content creation had actionable strategies for balancing the human touch with AI’s efficiency, while Jay’s tips on boosting email engagement were pure gold. And of course, Ryan Reynolds brought humor and insight into the world of marketing with his keynote on the simplicity and absurdity of ads, leaving us all inspired and entertained. INBOUND wasn’t just about sessions—it was about community. We shared meals (including an unforgettable lobster roll at Yankee Lobster), attended happy hours, and bonded with clients and partners, including some of our favorite HubSpotters. The connections made and the shared experiences will surely carry us through the next year. And speaking of next year—INBOUND is heading to San Francisco in 2025! While Boston has been a fantastic home, the move to the West Coast promises even more opportunities and innovation. Key Takeaways from INBOUND 2024: AI is changing the game: Tools like Breeze Copilot and Intelligence will revolutionize marketing and sales processes, allowing teams to focus more on strategy and relationships. Data is the new gold: Breeze Intelligence’s ability to integrate data from multiple sources will help businesses create more personalized and targeted campaigns. Human touch is still vital: AI may help with automation, but nothing beats genuine human connection when closing deals and building long-term client relationships. Ready to leverage AI for your business? Let’s chat about how we can help you integrate the latest HubSpot tools and strategies into your operations. Reach out to us at Growth—we’re excited to see how we can partner with you for success! #inbound24 #hubspot #ai #growthops #salesenablement

As I depart HubSpot INBOUND, here is a summary of takeaways to share for those that were not able to make it… 🤔 Market Problem: Our growth formula is broken….and we all know it In the CEO keynote it was said that currently only 50% of sales reps are making quota and website traffic has been down 25% over the last two years.  People are researching more than ever and want human reviews on Reddit, G2, their networks, and social media.  By the time they are ready to talk to you, the bar is set very high for sales reps because there is so much self-education before there is a chance to give your pitch. To win in today’s climate it will be critical to  "Accelerate and Transform" leveraging AI “AI solves old problems in new ways” “AI offers context, people offer connection” ✅ Sales is spending only 2 hours a day actually selling and the rest preparing and documenting…with AI that can be simplified and automated…. Sales must leverage easy ways to  personalize, research, and follow-up ASAP to win. ✅ Marketing’s purpose is to attract customers but to do so personalization and more effective ways of creating, repurposing, and distributing content is imperative. ✅ CS must continue to delight customers by answering questions quickly, easily through self-service. 🧡 Hubspot Breeze AI Solution Launch: Hubspot launched their Breeze AI solution which consists of -Breeze Copilot: to help sales research and marketers create content faster -Breeze Agents: to automate workflows especially for helping to scale social media/email campaign logic -Breeze Intelligence: to optimize your CRM data and leverage intelligence to create your ICP (this was the closest that Hubspot got to ABM without saying ABM) -Content Hub: they demonstrated the ability to use Breeze to create and automate, edit podcasts, social media content and create blogs.  Was pretty cool 👊 Vendor Solutions to Check out! 👊 I met some amazing vendors that I encourage you to check out! Amplitude wanna turn your SaaS customer usage data into "happy paths" of customer upsell? This solution makes that actionable. Game-changing. DealHub.io the most simple way to tackle CPQ. This company is one to watch. They packed a full house in their session and their customers love them. D-ID Shy and uncomfortable recording yourself? Create videos with your picture and a script and this technology creates the most human video that can personalize 1:1 at scale in marketing campaigns.... It can even have you speak 10 languages! Seriously I was drooling. Pitchfire want to be paid to take sales calls or pay for truly captive audiences? Loved this company and their spirit. RevenueHero okay these guys are amazing. Creating meetings is everything and their solution takes away the friction away to turn 85% of demo requests into meetings. They are my new hero... Who else is at INBOUND? What was your takeaway? Would love for you to share! #hubspot #inbound2024 #marketing #AI #martech

Collecting Good Leads to Make Revenue: A Breakdown Collecting good leads is indeed the lifeblood of many businesses. It's the first step towards converting potential customers into paying ones. But what exactly is a "good" lead, and how do you effectively gather them? Let's dive in. What is a Good Lead? A good lead is a potential customer who shows interest in your product or service and meets specific criteria. They are more likely to convert into a paying customer than a random contact. Key characteristics of a good lead: * Matches your ideal customer profile: Aligns with your target market. * Shows interest: Has engaged with your content, visited your website, or inquired about your offerings. * Provides contact information: Willing to share their details for further communication. * Has a need for your product or service: Demonstrates a clear problem your solution can solve. How to Collect Good Leads There are countless strategies to generate leads. Here are some effective methods: 1. Content Marketing * Create valuable content: Blog posts, articles, videos, and webinars that address your target audience's pain points. * Optimize for search engines: Use relevant keywords to improve visibility. * Offer lead magnets: Gate content like ebooks, whitepapers, or templates in exchange for email addresses. 2. Social Media Marketing * Build a strong presence: Engage with your audience on platforms they frequent. * Run targeted ads: Reach specific demographics with compelling offers. * Leverage social proof: Share customer testimonials and reviews. 3. Email Marketing * Build an email list: Collect email addresses through various channels. * Segment your audience: Tailor content to different groups based on interests or behavior. * Nurture leads: Send valuable content to keep them engaged. 4. Paid Advertising * Search engine advertising (SEA): Display ads to users searching for relevant keywords. * Social media advertising: Target specific audiences on platforms like Facebook and Instagram. * Pay-per-click (PPC): Pay for each click on your ad. 5. Lead Generation Tools * CRM software: Manage and track leads effectively. * Marketing automation: Automate lead nurturing and follow-up. * Landing pages: Create dedicated pages optimized for conversions. Converting Leads into Customers Once you've collected good leads, the next step is to nurture them and convert them into customers. This involves: * Effective communication: Provide clear and timely responses to inquiries. * Personalized approach: Tailor your message to each lead's needs. * Strong sales process: Guide leads through the buying journey. * Excellent customer service: Build trust and loyalty. Remember: The quality of your leads is crucial for your business's success. Focus on attracting the right people and building strong relationships with them.

🚀 7 Tips for Creating a Sign-Up-Worthy Lead Magnet for SaaS Companies Using Mailchimp 🚀 For SaaS companies, lead magnets are essential for growing your email list, nurturing leads, and showcasing your product’s value. When done right, a strong lead magnet combined with an effective sign-up form can dramatically improve conversion rates, build a stronger pipeline of qualified leads, and reduce churn by better engaging with prospects early on. Here are 7 actionable tips to create a lead magnet using Mailchimp: 1. Make it Specific 🔍 Tailor your lead magnet to solve your audience's specific pain points (e.g., onboarding issues, customer retention, or integration challenges). ➡️ Action Step: Pinpoint a problem in your industry and create a solution-driven lead magnet. 2. Keep it Concise 📊 SaaS buyers are busy. Create short, easy-to-digest content. ➡️ Action Step: Use infographics or short guides, rather than long eBooks, to communicate value quickly and clearly. 3. Make it Actionable 📋 Provide step-by-step solutions that your prospects can apply immediately to see quick wins with your SaaS tool. ➡️ Action Step: Create checklists or how-to guides that show prospects how to maximize their results with your software. 4. Add Visual Appeal 🎨 Make your lead magnet visually engaging, as prospects will be more likely to download something that looks polished. ➡️ Action Step: Use eye-catching designs, sleek cover images, and relevant visuals like screenshots or charts. 5. Choose the Right Format 🛠️ SaaS customers value efficiency. Choose formats like templates, toolkits, or infographics to provide instant value. ➡️ Action Step: Match the format to what your audience will find most actionable and easy to use. 6. Give it an Interesting Name 🎯 A compelling, benefit-driven name can increase sign-ups by highlighting immediate value. ➡️ Action Step: Name it something like “10 Hacks to Boost SaaS Retention” to emphasize the results your product can bring. 7. Reduce Friction 💡 Make sure the sign-up process is smooth and requires minimal effort. ➡️ Action Step: Use short forms (just ask for an email!) and ensure the form is mobile-friendly. 💥 The Impact of an Effective Sign-Up Form for SaaS Companies 💥 When done correctly, a well-designed lead magnet and sign-up form can: ✅ Increase conversion rates by 20-30% or more ✅ Build a high-quality email list of engaged, qualified prospects ✅ Improve free trial sign-ups, driving more prospects down the funnel ✅ Boost demo requests, helping your sales team close more deals ✅ Provide an opportunity for upselling and cross-selling in follow-up sequences A strong lead magnet paired with a high-converting sign-up form can be the difference between stagnation and growth. Maximize your lead generation efforts with Mailchimp by crafting lead magnets and sign-up forms that SaaS companies love! 💼💡 Repost share, comment I GOT your Mailchimp NEEDS! #SaaS #LeadGeneration #EmailMarketing #Mailchimp #Marketing

Takeaways from HubSpot INBOUND (Day 1/3) 🚀 Generative AI and deploying it across sales, marketing and customer service is still the hot topic of this year as well. HubSpot is not falling behind the competition in this domain and there were interesting announcements and insights into the topic. The event was kicked off by HubSpot’s CEO Yamina Rangan highlighting how AI has been used to accelerate and optimize old ways of working, while the future is more about transformation and making previously impossible things possible. This is happening from marketing to service and HubSpot aims to bring it all together with a single customer platform that is easy to use, fast to gain value from and unified to utilize across organizations. The key to success is identifying your company's specific growth opportunities within AI. This was followed by the launch of HubSpot Breeze, which powers the whole customer platform with a bundle of new AI functionalities. Breeze Copilot is an assistant to enhance productivity of marketers and sales reps while Breeze Agents can perform various mundane tasks on behalf of people. Breeze Intelligence can enrich CRM data and the +200 other new Breeze Features prove that HubSpot is catching up with other players in the market. HubSpot aims at providing AI to people with the same ease of use as its existing products and as Andrew Pitre put it: “You don’t have to be Einstein to use AI”. HubSpot’s CTO & co-founder Dharmesh Shah continued this by announcing agent.ai, world’s first AI agent marketplace. He refers to agents as software that uses AI and other software tools to accomplish goals requiring multiple steps, e.g. accessing open information on the web and sales data from CRM systems to extract a list of prospects. Currently available agents range from conversion optimizer to buyer persona builder and such use cases of AI will broaden over time. While Apple said “there’s an app for that”, HubSpot says “there’s an agent for that”. Various concrete AI use cases were also demonstrated throughout the day. Content production is often the most time-consuming part of marketing, but video production can be done 5x times faster and cheaper with AI achieving the same or better performance than human-created videos - and even in multiple languages at the same time. This aligned with other take on the changing role of marketing leaders: when content production doesn’t rely on the size of your marketing team, strategic thinking becomes more important as the idea-to-execution process speeds up. AI and its transformational impact were discussed a lot, but David Thomas highlighted that if you want to transform something, you need to understand what you don’t want to break in the process. Many organizations have a lot of legacy which is not limited to technology, but ways of working, culture and purpose to exist. If you start a transformation that doesn’t align with “the soul of the organization”, it is much more likely to fail.

🌟 Do You Know You Can Create Forms Using HubSpot? 🌟 I'm excited to share how easy it is to create forms that can transform your lead generation and data collection efforts with HubSpot. Whether you're capturing new leads or gathering feedback, HubSpot forms make the process smooth and effective. ✨ Why Use HubSpot Forms? ✨ Creating forms in HubSpot is more than just collecting data; it's about engaging with your audience and building meaningful relationships: Seamless Integration: HubSpot forms integrate directly with your CRM, ensuring all data is organized and accessible. Customizable Design: Tailor your forms to match your brand and capture the information that matters most. Enhanced Analytics: Gain insights into your audience's behavior and preferences, helping you make smarter marketing decisions. 📋 Simple Steps to Create Forms in HubSpot 📋 I also demonstrated these steps in the video below, but here's a quick overview: • Access the Forms Tool: Log in to HubSpot. Go to the Marketing tab and select Forms. • Select Your Form Type: Click Create Form and choose the type that suits your needs, for example, standalone, embedded, or pop-up. • Design Your Form: Use the drag-and-drop editor to add fields like name, email, and custom questions. Customize the appearance to align with your brand. • Set Up Form Actions: Decide what happens after a form submission example, show a thank-you message, redirect to a new page, or send an automated email. • Publish and Share: Once your Form is ready, publish it and share the link on your website, social media, or email campaigns. • Analyze and Optimize: Monitor submissions and analyze the data to see how your forms are performing. Adjust as needed to improve engagement. Creating forms in HubSpot isn't just a task. It's an opportunity to connect with your audience. Each form submission helps you understand your customers better, respond to their needs, and build trust. HubSpot makes this process easy and intuitive, ensuring a positive experience for your audience. HubSpot forms have transformed how I capture and manage leads. Their ease of use, customization options, and powerful analytics make them essential for any business looking to enhance lead generation. If you haven't tried HubSpot forms yet, I highly recommend it. Experience the difference they can make in connecting with your audience and growing your business. I'm Aja Peace Chima, your adept virtual assistant and dedicated customer service representative. I specialize in: • Simplifying your tasks and processes • Providing exceptional customer support • Facilitating seamless communication and conflict resolution • Elevating your overall customer satisfaction Please connect with me through Aja Peace Chima. Feel free to like, comment, and share this post! I'd love your thoughts about HubSpot forms in the comment section below. #HubSpot #LeadGeneration #CRM #Marketing #BusinessGrowth #openTowork

Do your prospects need a "must-have" technology to be qualified? Let me introduce you to BuiltWith👇 First things first. What is BuiltWith? It's a powerful website intelligence tool that uncovers the technologies behind any website. Think of it as X-ray vision for tech stacks! Let's have a look at a real-world example to show you how game-changing BuiltWith can be: Imagine you're selling a HubSpot integration tool. Your ideal prospects are companies already using HubSpot, right? Here's how you'd use BuiltWith: 1️⃣ Generate a list of websites using HubSpot 2️⃣ Export this list to Clay 3️⃣ Enrich and qualify these companies within Clay 4️⃣ Use Clay to find decision-makers at these companies 5️⃣ Craft personalized outreach based on their tech stack and company info with Twain The result? A hyper-targeted list of prospects who are already using the technology you integrate with, complete with decision-maker contacts and relevant personalized messages. Now let's break down why BuiltWith is a great starting point if you target companies with "must-have" technologies: 1️⃣ Precision Targeting: BuiltWith instantly identifies companies using specific technologies. No more shooting in the dark! 2️⃣ Efficient Resource Use: Pre-filter leads based on must-have technologies. Why waste time on prospects that aren't a good fit? 3️⃣ Credit-Saving Workflow: Here's why you should combine BuiltWith with Clay: ↪ Clay charges 2 credits per company for BuiltWith enrichment, even if no technology is found. ↪ For 1000 companies, that's 2000 credits - the entire $149/month plan on Clay. ↪ You might end up with only 200 companies actually using your target technology. ↪ BuiltWith, starting at $295/month, can give you a pre-qualified list of 100k+ companies. 4️⃣ Data Treasure: BuiltWith provides a rich array of information beyond just technology usage. Your exports can include: ✅ Company details ✅ Traffic data ✅ Financial information ✅ Social media channels ✅ Contact information ✅ Website performance metrics. 5️⃣ Combined Technology Lookups (my absolute favorite): BuiltWith allows you to create reports based on multiple technology criteria. Lets stick with Hubspot integrations for now. If you're selling HubSpot integrations for Stripe, you can generate a list of companies using both HubSpot AND Stripe. This enables hyper-targeted outreach with messages like: "Since you're using both HubSpot and Stripe, our integration solution would fit perfectly into your existing processes." This level of specificity can significantly boost your conversion rates! So to summarize: 👉 Start with BuiltWith 👉 Enrich with Clay 👉 Craft messages with Twain 👉 Watch your pipeline grow! What "must-have" technology do your ideal prospects use? 🤔 --- Hey there, I'm Frederik. I run an AI Outbound Agency Automindz Solutions. We help you to maximize pipeline growth with AI and sales tech. #outbound #leadqualification #coldemail

100 HubSpot Hacks for Business: Unlocking the Power of HubSpot Tagging HubSpot is one of the leading marketing automation and customer relationship management (CRM) platforms. Its powerful tools and features help businesses effectively manage marketing campaigns, sales, and customer service. In this article, we will present you with 100 valuable tips and hacks related to using HubSpot to help your business reach new heights. 1. Create Targeted Tags: Utilize HubSpot's tagging feature to classify contacts and companies based on specific criteria. Create tags that reflect key characteristics of your customers or potential customers. 2. Personalize Content: Use tags to tailor content that will be displayed to different audience groups. This will help increase the relevance and effectiveness of your marketing communication. 3. Track Lead Sources: Assign tags to contacts and companies to track where they came from, whether it's your website or sales funnel. This will help you identify the most effective lead generation channels and focus your efforts on them. 4. Automate Processes: Use tagging to automate certain actions or processes in HubSpot. For example, you can set up automatic email sends or tasks based on specific tags. 5. Lead Scoring: Create tags to assess lead quality. For instance, you can use a "Hot Lead" tag to mark contacts that show high interest and readiness to purchase. 6. Audience Segmentation: Utilize tags to divide your audience into distinct segments. This will help you better understand the needs and preferences of each group and adjust your marketing strategy accordingly. 7. Enhanced Reporting: Assign tags to track specific metrics and performance indicators. This will enable you to more accurately measure the effectiveness of your marketing and sales efforts. 8. Customer Engagement: Use tagging to track customer interactions at different stages of the sales funnel. This will help you identify which customers require additional support or engagement. 9. Content Organization: Assign tags to your blog posts, videos, and other content materials for easy organization and searchability within HubSpot. 10. Competitor Monitoring: Create tags to track your competitors' activities. For example, you can use a "Competitive Analysis" tag to mark contacts or companies related to your competitors. 11. Personalized Sales: Utilize tagging for personalizing the sales process. For instance, you can create a "Customer Preferences" tag and add information about each customer's preferences. HubSpot is a powerful business tool, and using the right tags can significantly enhance its effectiveness. In this article, we have presented you with 100 valuable hacks related to using HubSpot and tagging. We hope these tips will help you make the most out of HubSpot's capabilities for the growth of your business. #100HubSpotHacks #TheHubSpot #HubSpotTag #HubSpotForBusiness