Epic HubHeroes HubSpot Sales Hub Integrations + Apps, Part 1
Do you live in a world filled with corporate data? Are you plagued by siloed departments? Are your lackluster growth strategies demolishing your chances for success? Are you held captive by the evil menace Lord Lack? Lack of time, lack of strategy, and lack of the most important and powerful tool in your superhero tool belt, knowledge.
Intro:Never fear, hub heroes. Get ready to don your cape and mask, move into action, and become the hub hero your organization needs. Tune in each week to join the league of extraordinary inbound heroes as we help you educate, empower, and execute. Hub heroes, it's time to unite and activate your powers. Before we begin, we need to disclose that No
Liz Moorhead:doubt. No doubt. Nope. Not needed listening
Max Cohen:to it. He got fired.
Liz Moorhead:Oh, don't say that.
George B. Thomas:Maximum. Just kidding.
Liz Moorhead:Take that back. Happy Friday, everybody. Well, let me record this. Happy next week in the few hello hello to the people in the future.
Max Cohen:Happy whatever day it is for you
Liz Moorhead:right now. Whatever day it is. Guys, I gotta be pretty honest. So, George, Max, let's be real for a moment. I know we're gonna get excited once we get into this topic because, George, there's nothing you love to talk about more than how to make HubSpot wrap around your business, and, specifically, we're gonna talk about it from the sales perspective today.
George B. Thomas:I do love that.
Liz Moorhead:But I think we need to acknowledge for our listeners at home the energy is extra spicy today.
George B. Thomas:It's Friday. That's all I'm gonna say.
Liz Moorhead:We're fine.
George B. Thomas:Yeah. We're
Liz Moorhead:thriving. Yeah. We're doing great. We weren't just talking about how George was up at 04:45 this morning.
George B. Thomas:Well, I was in my office by 04:45, which means I had actually showered and brushed my teeth before that time. By the way, it is also a payroll Friday, so maybe that's part of the spiciness. I don't know.
Liz Moorhead:That that might be part of it. Max, how are you doing? Oh. You look like you're a live, laugh, love poster
Max Cohen:in motion. I am doing great. It has been a week. Had a wonderful day yesterday in Boston at the, the SuperPug event that HubSpot put on, the partner user group event. Nice.
Liz Moorhead:Oh, I thought it was about pugs. I'm
Max Cohen:excited to know. No.
George B. Thomas:Have you not seen the post? Because Max's face is freaking priceless
Max Cohen:on in the post.
Liz Moorhead:Giant ones. Well, it's
George B. Thomas:first of all, it's very close-up, and and he looks like he wants to say, f the world, his facial expression.
Max Cohen:No. Well well, let me let me
Liz Moorhead:let me give some context
Max Cohen:to this. Let me give you some context to that. So the first post that day was me riding the train into Boston, which is what I did for x amount of years minus the pandemic when I was working at HubSpot. And, you know, I moved from Woburn to Bowreca. I'm still on the same train line.
Max Cohen:And I and I happened
Liz Moorhead:by the way.
Max Cohen:And I happened to get on the same train, only, you know, upline in, like, Wilmington. Right? So not didn't get on the same spot, but I got the same seat that I got every single
George B. Thomas:day. Wow.
Max Cohen:Right? Which is the the back double decker, bottom floor, very back seat, three seats, all to myself. Right? And I sat in there. Train started going to North Station, and it was just like this moment of the past, like, four years since the pandemic.
Max Cohen:I'm working from home, all the shit I was going through, you know, the, you know, the the rest of my time at HubSpot, and it just, like, flashlights. And I was, like, back in that seat heading into HubSpot or heading into Boston to go to HubSpot, and it was just, like, the weirdest experience ever. Time one. Yeah. Then I'm like, oh, I'm doing this again.
Liz Moorhead:Oh my god.
Max Cohen:And that face was like, man, I'm really glad I work from home, and I could watch my kids grow up instead of doing this shit for two and a half hours a day. You know what I mean? Because I I'll tell you one thing. I don't miss that. I don't miss going into Boston every single day and, like, doing all that stuff.
Max Cohen:You know, I do miss HubSpot. Right? But and it was great when I rolled up to two canal, and I, like, was on the patio. And I was like, man, it's like, this is familiar.
George B. Thomas:That's really
Max Cohen:Got to go in, see some friends and everything that I hadn't seen in four years. Right? And it was, it was super cool. So I spent, like, an hour and a half at the office just kinda seeing the whole new two canal. They got the entire building now.
Max Cohen:Right? They retired 25 First Street. So the original HQ is is no more, but they literally have all five floors of 2 Canal, and it's it's, like, beautiful. The what they did with that place is it's stunning, honestly. I love Shout out to the facility teams at HubSpot.
Max Cohen:You guys have questions. Mhmm.
George B. Thomas:Yeah.
Liz Moorhead:It's so funny. I Max, I'm also having a weird kind of flashback weekend. So I am actually not in Maryland right now. I'm up in Connecticut this weekend. Yeah.
Liz Moorhead:Yep. This George Max, you may recognize this beautiful creep from like, I'm back at my old office because I'm up this week, visiting a or this weekend visiting a friend of mine who just had her second baby girl. Mhmm. And what's really funny about it, though, is that my Airbnb fell through and all of these different things, and I'm now back. George, you will get a kick out of this.
Liz Moorhead:I'm back at the Wallingford Hilton Garden Inn because it was the only thing that was available. Oh my gosh.
Max Cohen:And it's
Liz Moorhead:like, oh, man. It's like being back at Impact when I used to be the editor in chief there. I'm like, man, time is flat. Everything's a circle, and this is all fine.
George B. Thomas:Yeah.
Liz Moorhead:But we're gonna move on from this, guys, because we have a lot to cover today. George, I want to start with you because today, as the title kinda gives way
George B. Thomas:Yeah.
Liz Moorhead:We're talking about sales hub apps and integrations, our personal favorites. I wanna turn it right over to you to talk about why you are so freaking excited about this conversation because one of the things I know that you love to talk about is this idea of wrapping HubSpot around your business. We talk about that holistically if you have multiple hubs, but but today, we're really talking about it from the sales hub perspective. Yeah. So can you just for the listeners at home, talk to us a bit about what excites you about what we're talking about.
George B. Thomas:Yeah. I mean, listen. At the end of the day, HubSpot can do a lot. I mean, a lot. But it's never gonna be that thing that can do everything.
George B. Thomas:And and even some of the things that it can do, it might not be enough for what you need, again, to wrap it around your business. You might need, deeper quoting. Right? You might need to be able to do better documents. You might need to have some type of, like, speed dial call system.
George B. Thomas:You you might need to be able to connect, to LinkedIn and HubSpot together and not actually want to, like, lose all of your life savings because of the cost of Sales Navigator. Like, there there are things that you and your sales team might need or want to do, or just even HubSpot users, where integrating these apps in the marketplace extend the ability, streamline the process, and honestly, probably make the team that gets to use the tools happier because it's now, more user friendly, saving them time. I mean, listen. I'm just my mind is, like, kind of anytime you can save a human time, you've probably created a new friend, in life because everybody else is probably trying to steal their time. And these apps are helping to create time back in people's days, again.
George B. Thomas:So I'm I'm just excited because with the app ecosystem and by the way, we could do one of these episodes for every department. But with the app ecosystem, like, the sky's the limit for what the humans can do with HubSpot.
Liz Moorhead:Right. Max, I wanna turn it over to you to ask you the same question because, you know, just to pull back the curtain a bit on the behind the scenes of this podcast. You know, I'll throw out the outline somewhere mid late week before we go to record. Everybody will kind of pop in, take a look. And this one, I was just I was pleasantly that, like, shocked, but, like, hey.
Liz Moorhead:Maxie put some notes. Mhmm. Maxie's clearly excited. Yeah. He's he's on the hype train for this topic.
Liz Moorhead:Yeah. Max. Hear from your perspective. I know. The little Max hype train.
Liz Moorhead:So I'd like to hear from what makes you excited to have this conversation, and what are you hoping people take away from today's talk?
Max Cohen:I'm hoping we can, like, change people's life.
Liz Moorhead:He's so excited, by the way, ladies and gentlemen, that he's holding his face.
George B. Thomas:I just need everybody
Max Cohen:who peeps.
Liz Moorhead:I'm so excited.
George B. Thomas:I mean,
Max Cohen:come on. Happening. I'm I'm you know, the the funny thing is is, like, I and I've probably went on this diatribe at some point, in past episodes. Right? But I really think that only because I keep hearing it from partners.
Max Cohen:Right? It's like, I I can hope anyone listening to this, that is in the camp of, like, what do you mean I have to install an app to get HubSpot to do this thing? I thought it was supposed to do everything. Right? I wanna I wanna I wanna change that toxic mindset for anyone listening.
Max Cohen:Right? HubSpot's a platform. Right? It's it's meant to do, a bunch of things pretty good for a pretty universal audience of folks that can use them. Right?
Max Cohen:And I I really, really want people to start, you know, thinking about the metaphor that your CRM is the smartphone for your business. Right? Just like the way that, you know, us all, whether you're an Apple or an Android person, you use your smartphone to interact with the world, right, and send and receive communications and keep track of things and all these different things that you do. You know, your your business does the same thing with its CRM. That is, like, quite literally the equivalent.
Max Cohen:Right? And, you know, the wild thing is is that, you know, folks have no problem buying an app for their phone, buying gems for their farm, buying this, buying that, in order to use this phone. Right? And, you know, sometimes you are installing a better calendar app than the one that it has. Sometimes you are installing an app that makes it do something different that it didn't do out of the box.
Max Cohen:Right? The same goes for your CRM. Right? If you if you think of your iPhone, right, and you apply that same logic that you apply to your CRM system that, like, oh, what do you mean? I gotta buy something.
Max Cohen:You gotta do something different. Right? Imagine if your iPhone came with every single app on the App Store already installed on it.
George B. Thomas:Nope. Nope. Nope. Nope. Nope.
George B. Thomas:I'm switching.
Max Cohen:Yep. Unaffordable, unscalable, unsupportable, you know, ridiculously unusable. Right? The same thing goes for a CRM platform, HubSpot or whatever. Right?
Max Cohen:And the wild thing is is, like, this has been the standard in the Salesforce ecosystem forever. Right? And for some reason, I hear time after time from partners of, you know, customers saying, hey. They think your apps are cool, but, like, they're they just don't get that they have to buy something else to make HubSpot do something different. And it's partly HubSpot's fault for doing the all on one, all in one narrative for so long.
Max Cohen:Right? And which to which to an extent is true. Right? But people misconstrue that in different ways and especially sales folks. Right?
Max Cohen:You know, they they like to say, hey. This thing will do everything. And they don't prepare customers to in the mindset of you're buying a platform. It's gonna do most of the things, but there are plenty of things that are unique to your use case, unique to your industry, unique to something that probably just you need. Right?
Max Cohen:And when I say just you, we're talking a smaller subset of HubSpot's customers, right, that you can go get and add on and tack onto it and plug into it and get it to do more. Right? And it wouldn't make sense for just every app on the app marketplace to be preinstalled into HubSpot, or it wouldn't make sense for HubSpot to invest in making it do quite literally everything. Because when you do that, the quality of the core products go down, the price of the product goes up, the support suffers, the updates suffer, the, you know, the the quality of the updates are all over the place and, you know, you know, this is not it's it's hard to keep track. Right?
Max Cohen:You know, so there's a reason app stores exist for platforms, and this is nothing new. This is nothing new. This is this is the norm. Right? You know, so it's it's I I don't know why HubSpot customers have that problem.
Max Cohen:I have I have hunches. I have thoughts. I have inklings. Right? And maybe it's not a widespread problem, but I hear it enough that it's just like, man, we gotta shift the mindset around how you look at what your CRM is and knowing that it's, like, it's not a detriment that you have to install an app to get it to do something.
Max Cohen:That's a feature. You can't it's the fact that you can do it. Oh, what do you mean? It doesn't do it, but I can install something that makes it do it? Right?
Max Cohen:Instead of building something completely custom. Right? That's that's a benefit. It's not a it's not a
George B. Thomas:yeah. Anyway So
Liz Moorhead:so And I love the way you brought that up too because it reminds me a lot of, like, the difference when we have conversations about, like, the CMS of HubSpot, which is now Content Hub, right, and versus WordPress. And one of the challenges I've always had with WordPress, just to kind of go down this analogy route for a second, is that, like, it is built entirely off of plug ins. Yep. It is built like, in order for it to function or do anything well, you are entirely dependent on third party developers, third party designers, third party app creators, third party makers. What I love about the way HubSpot uses apps, whether we're talking about sales hub or we're talking about different hubs, is the fact that HubSpot has gotten really good at its core foundation.
Liz Moorhead:What it does, it is a Swiss army knife that is built around a central pivot point of a CRM and how that CRM is expressed across different hubs.
Max Cohen:Mhmm.
Liz Moorhead:But then it goes out of its way to make it so you can then do what George talks about all the time. Right? Like, wrapping HubSpot around your business instead of making the apps Yeah. Like, the primary way in which it functions. George, I think I jumped over you there.
Liz Moorhead:I wanna I wanna turn it over to you because I knew you had a thought.
George B. Thomas:It's okay that you did that. I I what's interesting is, Max, as I was listening to you, and you said that you have some, like, ideas of why that may be. And I'm curious because if you pay attention to what HubSpot is starting to do, and trying to get to take off, when you think of it as a CRM and needing to buy additional pieces for a just CRM, it gets a little bit dicey and interesting. But if you pay attention, they're now calling it a smart CRM inside a HubSpot customer platform.
Liz Moorhead:Mhmm.
George B. Thomas:And if you're using a customer platform, will it make sense to add things to to a customer platform? Because it's a completely different mindset that you show up with if you're building a customer platform versus adding an expensive app to a CRM. Right? And and so interestingly enough, I wonder if those two are kind of married is, like, somebody realizes, you know what? There's a mindset around what we've called this thing, so let's call it something else and see if we can't get to this level that the platform is actually way more than just HubSpot.
George B. Thomas:HubSpot's the base, but, man, can you extend the crap out of it.
Max Cohen:Yeah. And I think it's going back to, like, Elizabeth, you said about WordPress. It's like, well, yeah. You gotta put a bunch of plugins, but, like, what's the benefit of that? I mean, WordPress is, like, infinitely customizable.
Max Cohen:But who's WordPress for? It's for developers, right, that have their own stack of things they like to plug in and build and, like, have that ultimate level of freedom of being able to do, like, whatever they want. Right? But HubSpot is not just for developers. It's for the average person to be able to step in and use it.
Max Cohen:Right? So it's like it can't completely rely on add ons and building it the way you want it to be like a developer would do with a WordPress instance. Right? It's gotta be a really healthy mix of usable but also extendable and extendable by developers and mere mortals. Right?
Max Cohen:Yeah. And that's where, you know, that's why, you know, the app stuff is so important. Right? That's why the iPhone has an app store because you're not gonna mere mortals use iPhones. Right?
Max Cohen:Imagine if it was, like, you get your phone and then you have to develop your own apps on it. That's insane. And it's because the user base is different. Right? You know, so it's I think depending on the product.
Max Cohen:Right? You know, you can look at those differences a little bit differently, or you can consider something a benefit or a detriment or, like, whatever. Right? But, you know, that's why it's so important for HubSpot. And that's why WordPress can still thrive, be built the way it's built because it's for someone else.
Max Cohen:Right? Yeah. Like, just Shopify is the same way. Like, Shopify is you know, they got a lot of stuff built into the platform, but there's a heavy, heavy, heavy Yeah. App ecosystem there too.
Max Cohen:Right? But I can step into Shopify and use Shopify. I'm not a developer. Right? Skinny know that it's, like, ecommerce owners aren't web developers.
Max Cohen:Right? So there's gotta be enough for them to use. But ecommerce business owners might hire developers, so it's gotta be extendable in that way too. You know?
George B. Thomas:Max, I'm I'm curious. Is it Shopify that you use where you saw your hats? Where is that again?
Max Cohen:Close1city.com. Yeah. That's actually true. And I hook it up to HubSpot too as well, George, which is also interesting. Yeah.
Liz Moorhead:Honestly, it's probably the only flat lid I will ever buy because I look like a big goober in flat lids, but they're so fucking sweet. Oh, effing.
George B. Thomas:Wow. Getting us canceled. See? This is what I'm talking about. But another another hash mark on the whiteboard of getting us canceled.
George B. Thomas:It literally says nonexplicit in the Apple settings and in this in the podcast settings. And Liz is like, liberal.
Liz Moorhead:You know what? I'm just here supporting my fellow small business owner, Max, and I'm sorry I got colorful in my language trying to show support for his great work. Sorry. You know what? Let's move on.
Liz Moorhead:I understand I'm gonna get us canceled one day. That is my loss in life before.
Max Cohen:Liz, this is what evangelists do. Okay? We swear a little bit. Yeah.
Liz Moorhead:We swear a little bit. And we call people by the wrong names at large conferences in Boston, but that's neither here nor there. Issues. George.
George B. Thomas:Tony.
Liz Moorhead:Talk to me. I wanna start with you because you and Max showed up today with big lists, and I wanna make sure we
George B. Thomas:get to
Liz Moorhead:all of them. So, George, I want you to run us through your list of the apps and integrations where you're like, yes for sales.
George B. Thomas:Yeah. One at a time or just kinda list them out?
Liz Moorhead:Dude, go however you know what? However the spirit moves you.
George B. Thomas:Alright. So I'll do two because they're kinda close in comparison, and then maybe Max can do one or two, and then we'll we'll kinda piggyback this.
Max Cohen:Because it's someone you've seen. Dude, guys.
George B. Thomas:Obviously, you know, Well, actually, I'm gonna be real honest about two things. Okay? So first of all, you know that I'm all about the Humans. That's the easy one. The second one that I'm gonna put it up, No.
George B. Thomas:It's, well, it kind of is on the Is
Max Cohen:there a human app?
George B. Thomas:Yeah. The human app. Yeah. So everybody knows that. That one's easy.
George B. Thomas:The second one is I historically suck at outreach to drive sales for Sidekick Strategies, George b Thomas, Beyond Your Default. I'm more of the they'll come to me guy. However, in an effort to do what many people tell us we need to do in a world where we're using inbound and outbound in a combined mix, I've been trying to get better at in a human way do outreach. Oh, yeah. Right?
George B. Thomas:And so the two that I'm gonna mention right now, one is Surf, which basically, it takes LinkedIn prospecting, and it kinda streamlines it. And you can literally, like, capture contacts. You can sync information. They've got these templates that they can use. It's super easy to install.
George B. Thomas:They're great with their onboarding emails, by the way, and getting you educated. They even, boast about connecting to, like, 15 different databases to, like, enrich the information that you get about these humans. And so having a tool like that where you can use it in a not spammy, not stupid, not salesy way, but connect your LinkedIn community, which mine I'm not boasting right now, but my LinkedIn community is quite large. There's a lot of humans that have the potential of needing
Liz Moorhead:A lot of what, George? A lot
George B. Thomas:of what? Humans that have the needed potential to need to be in my smart CRM in my customer platform. And so Surf is definitely one that I've used. However, I'll double down on the second one because I'm Wait.
Max Cohen:George. What? Is Surf something you can kind of use instead of LinkedIn sales navigator to accomplish the same thing?
George B. Thomas:Both. Yes. Both of these that I'm mentioning, I would call easy sales navigator replacements
Max Cohen:Okay. With
George B. Thomas:without a doubt. K? So now I'm testing one right now, and so far, I like what I see. And so Surf was number one. The second one is called HubLead, and it's they boast that it's the only HubSpot outreach app needed to simplify daily outbound activities.
George B. Thomas:And it's a Chrome extension that integrates LinkedIn with HubSpot, enabling you to import contacts and sync conversations with just one click right from LinkedIn. And, it's pretty dang slick. And what I like about it too is you can see very easily where the Hub lead interaction points are, to add like a human or a conversation or a piece like that. So, again, I love both of them. They both have pricing on their websites.
George B. Thomas:They both have resources on their website. So they're leaning into, like, educate the humans so they understand how to use it. So for me, the first two, surf or hub lead for outbound slash inbound, not salesy, not spammy, not crappy, connection of your community and your HubSpot platform.
Max Cohen:Matt. Okay. I did alright. Yeah. Do remember your name.
George B. Thomas:He was looking at hub lead. I literally saw when I said he's like, wait. What the is that?
Liz Moorhead:And I wish everybody could see what just happened. I wish everybody because I Max, you just had this, like, happy giddy face, and then you leaned into the mic, and then you just kinda glitched out. Yeah. And I couldn't tell if it was joy or, you know, oh, he's so happy. Look, George.
Liz Moorhead:He's so happy.
George B. Thomas:He is so stoked. Down to the import LinkedIn context with our HubSpot LinkedIn plug in. Maybe he got to that part.
Max Cohen:No. No. I no. I haven't even found it yet. Wait.
Max Cohen:How do I spell it? Oh, so
George B. Thomas:hubleadhublead. Oh, let me do that, by the way. If you're listening to this and you're looking for it, it's surf,surfe,.com. Or if you're looking for HubLead, it's hublead, h u b l e a d, I o.
Max Cohen:I didn't see it in the app marketplace. I didn't see HubLead in there.
George B. Thomas:HubLead isn't in the app marketplace. What? Yeah. Yet. Yet.
George B. Thomas:Maybe because we're cutting edge, but it's again, I'm testing it. It's pretty dang dope.
Max Cohen:Yeah, man. They gotta get in the they gotta get in that app marketplace, baby.
George B. Thomas:I I think they're working on
Liz Moorhead:it.
Max Cohen:Yeah. Alright. Let's see.
Liz Moorhead:Max. Alright. Dude above. Mine? Hit me up with one.
Liz Moorhead:What are some of your favorites?
Max Cohen:Shout out to my boy, Harry Bevins.
Liz Moorhead:What up, Harry? From,
George B. Thomas:you know
Liz Moorhead:Yeah.
Max Cohen:Yeah. Weave and Blend. Weave and Blend. No. I just wanna make sure.
Max Cohen:I almost said, the name of my barbershop that I go to, though. But it's Weave and Blend is them. Yeah.
George B. Thomas:Is your beard a weave?
Max Cohen:No. It's Cut and Blend is my barber.
George B. Thomas:Oh, Cut and Blend.
Max Cohen:Okay. Yeah.
Liz Moorhead:Guys, I'm sorry. I'm just gonna stop for a moment and say, I never thought like, I am today years old hearing the sentence question, is your beard a weave? And I feel like we've achieved something as a Hub Heroes family with that happening today. And I just who are the audience at home wanted to acknowledge that. So, Max, let's get back to you.
Liz Moorhead:What were you talking about?
Max Cohen:Harry runs this app studio called the Weave and Blend, and they make this particular one that I think is, like, a must have for sales teams on HubSpot. And it's called LinePilot. I'm I've definitely mentioned this before in the past. You haven't seen LinePilot, George?
George B. Thomas:Wait. I don't think you've mentioned this in the past.
Max Cohen:Brother, Lion Pilot is so sick. Alright?
George B. Thomas:Okay. Now I gotta go I'm gonna play a Max, and
Max Cohen:I'm gonna go Oh, you're gonna hate George. George. George. You're gonna buy this when you see it, just so you know. Alright?
Max Cohen:So what LinePilot does, this is like the some of the most big brain I've ever seen built into a HubSpot app. And it's so, like, wonderfully simple, but super, super powerful and, like, makes people's lives easier in HubSpot. So what LinePilot does is it lets you build these templates for adding line items to deals that will automatically add line items along with, like, custom logic to, like, change the amounts and the, I'm pretty sure, like, the pricing and, like, all this stuff, based on deal properties changing. So imagine this for a second. Imagine you sell a product called, like, the enterprise package.
Max Cohen:Right? And the enterprise package, is, like, seven different line items of different stuff. Right? And, like, two of those line items are, like, seat based or quantity based or something or, like, whatever. Right?
Max Cohen:So instead of going into your line items, adding them one by one, changing the quantities of the seeded ones or, you know, whatever it is, right? Imagine
George B. Thomas:if
Max Cohen:you could literally just look on the left hand side of your deal object, select product package or some property you build select the enterprise package and then below that you have a number field that just says number of seats. And when you do that, hit save and refresh. All of a sudden you have all seven line items and the two that are seat based are automatically have the quantity multiplied to, like, 25 or whatever it is. Right? And all you did was manipulate a couple of drop downs and, like, a field on the deal, and you've got your line items.
Max Cohen:Right?
George B. Thomas:It
Max Cohen:is sick. Right? So I highly recommend people looking at Line Pilot. Harry is a delight. But it is one of the coolest, simplest, beautifully branded, just insanely useful, HubSpot apps for sales teams that wanna, like, simplify, you know, adding line items to quotes, right, just by using properties on a deal record.
Max Cohen:It's And you said Harry? Harry Bevins. Yep.
George B. Thomas:Liz, I I feel like for some reason, we should probably get Harry on the podcast.
Max Cohen:Oh, yeah. A %.
Liz Moorhead:I already made that note, buddy. And we're I'm already there.
George B. Thomas:Maybe do a detail. Harry. Yeah. Hi, Harry.
Liz Moorhead:George. Yeah. Talk to me, buddy.
Max Cohen:Do I know what you got?
George B. Thomas:Yeah. He gets two.
Liz Moorhead:Cute. Man. You want two?
Max Cohen:I got two.
George B. Thomas:He he'll take as much as he can get.
Liz Moorhead:Look how happy he is. Max, your whole life like, there's life back in your eyes. I've I've never
Max Cohen:seen you this happen. As if my whole personality the past year has been apps on HubSpot.
Liz Moorhead:I thought it was because your beard
George B. Thomas:would leave.
Max Cohen:Yeah. Alright. So so Harry, wonderful British gentleman. Right? Two more, British gentlemen.
Max Cohen:The guys from org chart hub. So they make a product, OrgChartHub, which basically gives you on I think it's company records, I wanna say. I might be wrong. Yeah. I think it's company records, but you can also probably get there from contact records, I think, where you could have a company with a bunch of contacts, and then you can build a visual org chart inside of your CRM.
Max Cohen:And it ties into, like, a ton of different stuff. You can also do some, like, really cool parent child relationships, I'm pretty sure, with, like, companies and, like, a visual builder. Right? So, like, imagine for a second, you're looking at a contact or a company record. Right?
Max Cohen:And that company record, you've got your just boring contact panel with, like, a whole bunch of different contacts on it. Right? They add in a card on the right hand side that shows the org chart of the company. And when you click it, it gives you this, like, visual builder in your CRM that lists all the contacts, and you can literally drag and drop them into place and build a company hierarchy or an org chart and show the relations yep. There it is.
Max Cohen:Right? Show the relationships between the company. You could add these different, like, labels and everything. Right? So for companies that wanna be able to, like, map out the org chart of an organization so they understand who they need to talk to, who the different, like, personalities or these different tags that you have that kind of, like, label these folks as blockers, champions, budget holders, decision makers.
Max Cohen:Right? Who's on what team? Who's who's boss? All that kind of stuff. You can do it in your CRM, which is sick.
Max Cohen:They have another yeah. Oh, yeah. So this heat map thing
Liz Moorhead:Grabbing another screenshot of that.
Max Cohen:The heat map thing shows you where all your activity is against all these different contacts. So you can see, like, which parts of these organizations are we actually hitting. Right? I'm pretty sure when you I'm I'm going off memory here. I might be totally wrong.
Max Cohen:So, guys, like, I I I I feel bad if I get this wrong. But I'm pretty sure when you show, like, the company, like, parent child relationship stuff, I think it'll also show you, like, roll ups of, like, closed one deals and things like that too. So you can see, like, revenue, like, across different, you know, company records that are, like, related to each other. It's something like that. Don't quote me on it.
Max Cohen:Go download the app and go play with it. It's you know, we HubSpot oh, there it is. Yeah. Boom. Right there.
Max Cohen:Yeah.
Liz Moorhead:That is
Max Cohen:Yeah, dude. Isn't this freaking awesome? Right? It's it's so it's so neat. By the
George B. Thomas:way, by the way, if you're like, what are they looking at? Go to community a bunch of screenshots. Go to community.hubheroes.com and watch the thing instead of listening to the podcast. Yep. Or show
Liz Moorhead:up live.
Max Cohen:I Go
George B. Thomas:ahead, Max.
Max Cohen:Show up live.
Liz Moorhead:And Maybe one day if I stop swearing into the mic, we can be live on something like LinkedIn. But until I Oh,
George B. Thomas:we we have the technology now in Riverside, by the way.
Liz Moorhead:I know we have the technology, but you still have a Liz, So that's where we're gonna go.
Max Cohen:Yeah. True.
George B. Thomas:Sorry, Max. Go ahead.
Max Cohen:And and not only did they make OrgChartHub to, like, map an organization, they also made an app, bring this up, George, if you can, called GeoMapper. And what GeoMapper does is it brings, like, maps of your accounts into HubSpot, right, which is something people ask for, like, all the time, especially if they're coming from, like, Salesforce. Right? But GeoMapper will let you make things like, here here. Go scroll through some of these, like, pictures here.
Max Cohen:You can, like, see where all your accounts are, like, on an actual, like, Google Map type situation. It brings in the don't bring that back up. It brings in the same filtering, that the lists tool has. Right? So just like building lists in HubSpot, you can build a map of your accounts, and you can even I'm pretty sure you can even create routes.
Max Cohen:Right? And what's, like, super cool like this. Daniel so it's Daniel and Austin, I believe. Yeah. Here you go.
Max Cohen:Like, here's, like, a you know, you can, you know, plan out a trip, right, to go see your different, accounts that you have inside of HubSpot. Right?
George B. Thomas:I have a client that I wanna talk to the about this right now.
Max Cohen:Have you never heard of GeoMapper, George?
George B. Thomas:Bro, I live under a rock or something right now.
Max Cohen:Dude, this has been around for a while. It it is so so sick. But, like, Daniel hit me up a while ago. I'm I'm linked. And I need to I need to reengage with him about it.
Max Cohen:But he had this, like, killer idea, for Event Happily where he's like, bro, when you guys launch your event tool, right, and you wanna say, hey. Let's go invite all the people that we know, like, where the event's taking place. He's literally like, cool. So, like, let's say you're doing an event in in Boston. Right?
Max Cohen:I'm gonna go draw a big circle around Boston and boom. Here's a list of all your contacts in that area that you can then just go invite to. Like, it's so
George B. Thomas:Oh, yeah.
Max Cohen:Freaking neat. So that's great. So especially if you're a company that, you know, does pay special attention to, like, an org chart at an organization and you like to kind of map out and kind of plan out who you need to be talking to, who your influences are, all that kind of stuff, that's great. And, like, by the way, like, these guys were solving for this before there were, like, same object associations. Right?
Max Cohen:Like, before you could say, here's a contact, and then here's it it's associated to another contact, and that's his boss or that's his manager or this is a direct port report of this person. Like, you could do that with this before that. Right? And they've had GeoMapper for forever now at this point. But it's great.
Max Cohen:It's like whether you're, again, a team that, like, pays special attention, that kind of stuff when you're attacking accounts and you're trying to, like, sell deeper into an organization or you're, like, some sort of, you know, field salesperson where you go back out into the real world. You're not selling behind a Zoom or anything. You're going knocking on doors. You're going visiting accounts, all that kind of stuff. It takes all that CRM data and lets you do mapping stuff or chart mapping things, like, all that kind of stuff.
Max Cohen:It's so cool. And those two guys are awesome. Yeah. A lot of really good British app makers, to be honest with you. Yeah.
Max Cohen:Don't love it.
Liz Moorhead:Here's to the Brit. Okay. So, gentlemen, I love you both so much, but this is the part where I say, if we take this long to talk about every app, we are going to be here for eighteen hours.
George B. Thomas:So There's a part two or
Max Cohen:a part three.
Liz Moorhead:No. That's what I was gonna say. So we
Max Cohen:got the option.
Liz Moorhead:What I think we should do is I think we should make this a two parter episode, and I wanna give you each one more app to really go to town on. And then next week, we'll wrap up our list.
George B. Thomas:Oh, crap. It's been that oh, I just looked at
Liz Moorhead:the clock. Like I said I was late.
George B. Thomas:Yeah. I just looked at the clock. George,
Liz Moorhead:you get one more, and Max, you get one more. And then we're gonna wrap this up and come back for next week.
George B. Thomas:Obviously, I'm a cheater because Max just did three, and I'm only supposed to do one, but I'm gonna pair two together as one.
Max Cohen:Of course.
Liz Moorhead:Of course. You always break up.
Max Cohen:Oh, let's do it, George.
George B. Thomas:I love I see what I there, Max. Yeah. I love, I gotta keep it even. I love, HubSpot's, insights where it does a pretty decent job of, like, giving you data or information at a company level to try to feed it. Sometimes it's good.
George B. Thomas:Sometimes it's wrong. Let's be honest. But what I love even more than insights, these two tools that if you're trying to enrich your data and you need to have more information and because you can get more information, you're asking less questions in forms. And because you're asking less questions in forms, you're actually getting better conversion rates. Like, see how this drips down even though we're talking about sales tools.
George B. Thomas:It drips down into marketing, having a lighter lift because there's a heavier lift on the sales side for this data enrichment. Anyway, I know you said I had to hurry. So apollo.io is definitely one to check out. And and by the way, they have a lot more than what I just said as far as data enrichment. Like, literally, there's, scores and signals, inbound optimization, sales enablement features, there's meetings, deal manage.
George B. Thomas:Like, there's just a ton there. And the reason I actually know about this and kind of paid attention to it and signed up and went through their onboarding and, like, you know, whatever with the tool. Jorge on my team is like, dude, have you he's like a mini max. Have you ever checked out Apollo? And I was like, okay.
George B. Thomas:I'll go check it out if you if it's that exciting. The other one and, of course, I'm not probably telling anybody anything that they don't know. It's owned by HubSpot now. But in that same vein is Clearbit. Right?
George B. Thomas:So if you're thinking about, hey. I got these humans from surf or hub lead, and they're in my database, and now I want to enrich the information that I have about them, Apollo.io and Clearbit may be two apps that you might wanna lean into and make sure they're part of your arsenal.
Max Cohen:Cool. I'm I'm very intentionally, not mentioning SaaS or Quote Happily at this point because Quote Happily is not out, and SaaS Happily, I've talked a lot about. There so I'll I'll I'll rapid fire two of them. Alright. One would be Distributely from New Breed, which is another HubSpot partner.
Max Cohen:Right? Okay. Distribute oh, George, George, did I just tell you another one you didn't know yet? So Distributely is a tool that takes things like lead routing to, like, a completely different, like, universe. Right?
Max Cohen:So instead of handling your lead routing through, like, a very complicated Christmas tree craziness of, you know, workflow actions and lead rotate and set property value, lead owner to whatever, in HubSpot, you basically send it into its, like, lead routing sort of,
Liz Moorhead:like I think
Max Cohen:it's like a rules engine or something like that. Right? And it can do, like, super complex lead routing, and, you know, properly assign the person. So it's like, oh, you had a crazy amount of ZIP codes or, like, you got wacky, like, territories or, like, anything crazy like that. You can just build it in their, like, routing engine.
Max Cohen:Right? And it takes care of that for you. It's super cool. So that's Distruitely. Another big shout out, to it's it it isn't like another app.
Max Cohen:So this is, like, more of, like, an integration. Right? But Reveal is a really, really cool tool. Reveal is a way if you're really leading into a partner led sales motion. Right?
Max Cohen:What's really neat about Reveal and it's got this really good integration with HubSpot too as well in terms of, like, deals and stuff like that. But it's basically an app that lets you, like, connect with your partners and share overlapping accounts that you have, to be able to see, like, hey. You talked to this person that we also talked to. Can you help make me an introduction to this person over there? Alright?
Max Cohen:And it lets you kind of share data between each other. Right? But nothing like it's mostly, like, company record information. Right? But it's, like, a great way to kind of leverage partner relationships in order to be able to, you know, get introductions to accounts that you're working, people already have open opportunities with, and and do a cool, like, partner led sales motion.
Max Cohen:And it's got, like, a deep integration with HubSpot, and it's super cool.
Liz Moorhead:George, here's my question to you as we wrap up today's episode because we're going into a two parter. Right?
George B. Thomas:Yeah.
Liz Moorhead:So this is a really nice I want us to imagine I want the audience to imagine at home that you are just you're at a great play. You're taking a moment. You're about to go synthesize and integrate all of things from the first act of the play before you head into the second act. So, George, what is the thought that you want to leave people at this midpoint of our conversation about sales apps and integrations? What is the nugget you want to live in their brain or nuggets since you'd nugget or nuggets?
Liz Moorhead:I'll take one or multiple nuggets. Right? What are the things that you want them thinking about going into next week's episode?
George B. Thomas:Yeah. So and I think I'm gonna base it off of kind of what Max was talking about earlier in the podcast. And, also, I'm gonna, base a little bit of this off of Dan Martell and 10 x and buy back your time and, like, that kind of stuff. Like, I want you to understand that the money you spend should buy minutes back in your day. And when you focus on the money that you're spending to buy minutes back in your day with these apps, the next phase that I would want your brand to go to is apps to accelerate.
George B. Thomas:Apps to accelerate your team, apps to accelerate your growth, or apps to augment. Right? Because it's about augmenting and accelerating the things that we have to do on a daily basis. That if they're done better and faster, that's another way that you're gonna see a higher ROI because you're attacking it at both fronts. Instead of just thinking that you have to close more sales or close more deals, you're literally buying back time with the money you're spending, which is saving you in other ways.
George B. Thomas:That's what I would put in people's minds.
Liz Moorhead:I love that. You know what, Max? What about you? Is there any is there any goodness you wanna leave people with this week before we go into the next episode?
Max Cohen:I I don't wanna put this. I think, like, what's really cool now is when you thought about crafting custom business systems in the past to do something for your business that you needed it to do, whether it was, like, some kind of functionality or, you know, getting the right information to your team or helping people do their job better. Like, you know, if we remember what that used to be like, it was always either hiring a bunch of developers or paying some company to build you some crazy homegrown proprietary, clunky, you know, garbage application that, like, you were just stuck in and couldn't make changes to unless you spent a ton of money on it. Right? Now you can you can you can build that stuff without all of that.
Max Cohen:Right? And you could do it on HubSpot, and you can kind of pick and choose the, you know, the functionality additional functionality you need. You can try different things. You can experiment. You can, you know, you can build the, you know, business systems of your dreams, with apps.
Max Cohen:You don't have to custom build it and be beholden to these, like, developers that are gonna charge your arm and a leg every time you wanna change something about the system that you use. Right? You know, that is the that is the modern day version of of building a business system. It's choosing a platform and and and building the apps on or choosing the apps on top of it, right, that you need to kind of really make it work for you. You know, and and that's super exciting.
Max Cohen:But I think the other, little bit the the thing that I want people to look out for is try to figure out what the one plus one equals three, moments are when you combine, two or more apps with HubSpot because the beauty of HubSpot is that it's the grand translator of information, if you will, for these apps to kind of work together. Right? Because all these apps speak HubSpot, which means it puts information into object records. Right? And that means other apps can use it.
Max Cohen:Right? And you can create moments kinda like I mentioned before where Dan reached out to me. He's like, hey. Like, if someone uses GeoMap or an event happily, they could just circle something on a map and get a list of people to invite to an event, and that's, like, really easy to do. Right?
Max Cohen:And it's, like, cool. Like, that's something that you wouldn't be able to do without these, like, you know, two apps kind of working through, you know, the the great Uniter, which is HubSpot. Right? And and having all that data in one place that in a in a language that all these other, you know, apps can understand. So, yeah.
Max Cohen:I mean, that's the thing. Well, go search for those one plus one equals three moments when you combine one or more apps with HubSpot. It's gonna be some really cool stuff.
George B. Thomas:It's a great callback, by the way. One plus one equals three.
Max Cohen:Mhmm.
Liz Moorhead:Aw. Yeah. We made some good memories today, guys. George, you wanna take us out? You got a poem, a thought bubble?
George B. Thomas:I really dream? I really don't, have a poem or a thought bubble. But I will say this. Strap in. Get ready.
George B. Thomas:Because next week, we've got, what is it, eight more apps that we wanna talk about, to unleash, unparalleled excitement, and advantages to your organization. Okay. Hub Heroes, we've reached the end of another episode. Will Lord Lack continue to loom over the community, or will we be able to defeat him in the next episode of the Hub Heroes podcast? Make sure you tune in and find out in the next episode.
George B. Thomas:Make sure you head over to the hubheroes.com to get the latest episodes and become part of the League of Heroes. FYI, if you're part of the League of Heroes, you'll get the show notes right in your inbox, and they come with some hidden power up potential as well. Make sure you share this podcast with a friend. Leave a review if you like what you're listening to, and use the hashtag, hashtag hub heroes podcast on any of the socials, and let us know what strategy conversation you'd like to listen into next. Until next time, when we meet and combine our forces, remember to be a happy, helpful, humble human, and, of course, always be looking for a way to be someone's hero.
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