HubSpot Sales Apps + Integrations, Part 2: Electric Boogaloo
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 May
George B. Thomas:I not stepping. By the can I just throw that out? Come back. Yeah. Can I just throw that out?
George B. Thomas:First of all, let's throw out that Nick from Fargo and Chad are now both in the chat pane. But let's Oh, okay. But let's throw this out there. I miss Devin, and I'm officially wearing my Deadpool shirt because there has not been enough Deadpool on the Hub Heroes podcast. If you're listening to this, go over to YouTube in about a day or two days or a couple days from the time that you're listening to this.
George B. Thomas:You'll be able to see the video. I went to the, Deadpool and Wolverine movie, and at the end I'm just kidding. No spoiler alerts, but it is a 9.8 or 9.9 out of 10. Wow. Great.
George B. Thomas:Great. Definitely a Deadpool movie without a doubt.
Liz Moorhead:So I am so excited to see it. Devon. Devon and just for our listeners at home, by the way, this is temporary. Yes. Devon will return
George B. Thomas:Yes.
Liz Moorhead:Or else. As we were discussing before we started hitting record earlier, I'm a little bit petty. I have abandonment issues.
George B. Thomas:Yeah.
Liz Moorhead:I struggle. Like, Max was gone for two weeks, and I didn't I didn't cope well. Did I cope? No. Hold on.
Liz Moorhead:I'm alive.
Max Cohen:Hold on.
George B. Thomas:Yeah. It's yeah. Be careful.
Max Cohen:Hold on.
George B. Thomas:You're opening up Pandora's box.
Max Cohen:Last week,
George B. Thomas:I was gone. Gone.
Max Cohen:Yeah. Or was last week, I was shunned from the recording?
Liz Moorhead:I'm sorry. Shunned. Shunned. I'm sorry. I got an all caps.
Liz Moorhead:Oh, thank god. I have work to do for that response
Max Cohen:to you.
Liz Moorhead:True. Let's True. Let's not throw stones maximum. True. Let but you know what?
Liz Moorhead:You know what we should be doing? We should be throwing confetti right now, guys. You wanna know why? Do you want to know why?
George B. Thomas:Why?
Liz Moorhead:We turned two this month. Whoo. Public Heroes podcast turned two. That's huge.
George B. Thomas:Old. Two years old.
Max Cohen:About the Man, that's crazy.
George B. Thomas:It's, time flies. Holy crap.
Max Cohen:That's kinda weird.
Liz Moorhead:Yeah. George, how do you feel about that? Two years of Hub Heroes.
George B. Thomas:I don't know. I mean, wow. That's a lot of value. That's a lot of, like, tips, tricks, hacks. That's a lot of HubSpot right there.
George B. Thomas:Like yeah.
Liz Moorhead:More than a hundred hours because I went back and did a quick calculation because sometimes we get a little chatty on
George B. Thomas:the podcast
Liz Moorhead:for under an hour. We we have we have some thoughts. We haven't but over a hundred hours of HubSpotting and inbounding goodness.
George B. Thomas:So good. So good. Love it.
Liz Moorhead:So good.
George B. Thomas:Which we're gonna add to today, by the way. We're gonna we're gonna add to that today, so I'm I'm happy.
Liz Moorhead:Max, how do you feel about being two, buddy? You look so excited.
Max Cohen:I'm so excited.
George B. Thomas:I love
Max Cohen:Nick from Fargo.
George B. Thomas:I I love Nick from Fargo says congrats, by the way. And then he said, poor Noah
Max Cohen:based on,
George B. Thomas:like, hundred plus hours of editing that he's had to do for this.
Liz Moorhead:Think about how many hours of that is Max and I getting cut out for getting us canceled.
Max Cohen:True.
Liz Moorhead:Yeah. Because Max and I do that equally, and it's definitely not just me. Yeah.
Max Cohen:We Yeah.
George B. Thomas:But the the real deal Holyfield is it's probably two hundred hours, but we had to cut a hundred hours because of getting canceled. That's probably what it is.
Liz Moorhead:That was my favorite thing you ever told me, George. You told me that if Noah ever starts laughing at something I said, 99% of the time, he should cut
George B. Thomas:it. Yeah. Yeah. We cut it. It's gone.
Liz Moorhead:It's on the floor. Kills me. But you know
George B. Thomas:what's not on the
Max Cohen:floor, George? Today's topic? Today's
George B. Thomas:topic. Hey.
Max Cohen:Thank you.
Liz Moorhead:Thank you. I'll be here all week. Actually, I won't. It's Friday when we record this, so, like, peace out, girl scout. But today, we are back for the second part of our conversation about essential sales apps and integrations.
Liz Moorhead:And to quote you, George, one of my favorite sayings that you have is grab a snack and a backpack and also a pen and paper because we're gonna be talking about a lot of really amazing tools today. So, George, I'd love for you to just set the table a little bit for our listeners at home. We've already started this conversation a few weeks ago. Right? But when you think about the listeners at home right now who are like, okay.
Liz Moorhead:You're about to just throw a bunch of apps at me. What should I be listening out for throughout this conversation?
George B. Thomas:Yeah. I think the thing to be listening, for is ways that you can extend things that you might be doing or do things that you actually aren't doing now. I think you should be listening for those micro superpowers or macro superpowers that enable you or your teams, to be more streamlined, efficient, productive, whatever words you wanna throw there. And I also think that you should pay attention to that. This is part two of a two part conversation around these sales apps.
George B. Thomas:Actually, Liz, to help the listeners out, if you missed episode 86, it was the Epic Hub Heroes HubSpot Sales Hub integrations plus apps roundup part one. So you can go back to 86, listen there, and then well, you could listen to this and then go tune into that one, or you can go tune into that one and listen to this. But with with both of these, you're gonna have a plethora of, sales tools that will almost I don't even wanna use the word integrate, but integrate, but, like, just become part of your HubSpot arsenal. And so, yeah, that's what I'll say to that.
Liz Moorhead:I love that. Max, are you ready to kick things off for us, bud?
Max Cohen:So ready to just kick everything with my feet. Yeah. Stunt my
Liz Moorhead:toe. With facts.
Max Cohen:Yep. A lot of facts.
Liz Moorhead:We don't do that. We we don't have we don't have insurance.
George B. Thomas:No. Don't stub your toe.
Max Cohen:No work comp
George B. Thomas:on Hub Heroes. No. No workman's comp on Hub Heroes.
Liz Moorhead:We're basically one big OSHA violation. Like, I wouldn't just, like, be careful.
George B. Thomas:Yeah. I literally do not have a hard hat on right now.
Max Cohen:Only we could only we could get a oh, we're the only podcast that could get an OSHA violation.
George B. Thomas:Probably.
Liz Moorhead:I would find a way. I'm like the dinosaurs in Jurassic Park, man. I will find a way. It will happen. Max, stop me, though.
Liz Moorhead:Stop me.
George B. Thomas:World which one. Anyway, never mind. Go ahead, Max. Let's let's roll into
Max Cohen:this. What am I?
Liz Moorhead:Hit me up with reveal. That's what I wanna talk about.
Max Cohen:Reveal. Yeah.
Liz Moorhead:I do wanna talk about reveal.
Max Cohen:So reveal reveal is super cool. So, you know, I often make the distinction between apps and integrations. Right? I would definitely call this, like, an integration. But if you don't know what reveal is, reveal is an app that basically allows you to show overlapping, like, customer data.
Max Cohen:Right? So what's really, really neat is that you're able to basically go hook your HubSpot CRM up to this reveal platform. Right? And, essentially, you can choose, like, what data you wanna share with the platform. And it's mostly, like, company and opportunity data.
Max Cohen:But the idea is you go and you kind of set this up, and then you can go out and find partners. Right? So, like, this is really great for, you know, SaaS companies that wanna be able to do I mean, the Reveal works in, like, every industry. This is not, like, a SaaS specific thing, but it's through the context in which, like, I, you know, understand the best. But it basically lets you go and find partners that also, basically will share their, like, customers, share their prospects.
Max Cohen:Right? And what you can do is when you connect with them, you can find overlaps. So what's really cool is you can see, hey. You've got this customer that you're talking to. We're also talk to them, or they are a prospect of ours, or they are a current customer of ours.
Max Cohen:And what you could do is you can go in there and essentially, like, collaborate on deals together, try to make introductions to whoever, like, the owner is of that account at that other company. And it's, like, a really cool way to do, like, co selling with other partners that you have. So, like, I know HubSpot's actually using it right now with, like, a lot of other, you know, big app vendors that they work with. And, like, I think they're encouraging, like, a lot of HubSpot partners to use it too. We used it for a while over at happily until we we built something that worked a little bit better for us.
Max Cohen:Just kind of our situation's, like, weird because we sell an app on another platform, not like a standalone product. So it was, like, kind of awkward for us. But, like, that's a we're a company building apps on one specific, like, marketplace problem thing. Right? But it's definitely worth checking out if you're a company that's really looking into, like, the partner led sales motion.
Max Cohen:Right? And they've got a really tight integration with HubSpot. Right? So, like, it pulls in your company records, it pulls in your account records, and pulls in deal deal data, things like that. And even if you're working with someone who's, like, on a different CRM system, it makes it speak a common language in the middle.
Max Cohen:Right? So you can find these overlapping accounts and overlapping deals and things like that and really find, you know, really cool ways to kind of, like, break into accounts and and get, you know, introductions to people that you may have been struggling with. Right? So definitely check out reveal. And they got, again, tight integration with HubSpot.
Max Cohen:It's really cool. Yeah.
George B. Thomas:Nice. Nice. I like that Nick says the value is in the overlap. Yep. Very, very smart words there.
Max Cohen:Yeah. Yeah.
Liz Moorhead:I love that.
Max Cohen:Little bit of overlap.
George B. Thomas:Yeah. Yeah.
Liz Moorhead:What you got?
Max Cohen:What you got
Liz Moorhead:for me? We're starting with ZoomInfo. Right?
George B. Thomas:No. Actually, I decided to skip ZoomInfo. If we have time, I'll go back to ZoomInfo because, I mean, it is it is a monster. I actually wanna talk about, PandaDoc, and and I'm gonna do this in the hopes of I'm not throwing any types of shade. Meaning, I'm not throwing shade at the actual quoting tool in HubSpot when I talk about this one because the quoting tool in HubSpot might be good enough for you.
George B. Thomas:Like, it might be all you need, which is fine. And if it is, that's cool. But what I like is there is a next level. There is a thing that you can do that might be better. And so PandaDoc is definitely one where you're doing, like, esignatures or, maybe you wanna have a quote or a document that has a video in it or maybe you wanna, like, customize it a little bit more.
George B. Thomas:Basically, you can streamline your sales team. You can automate document creation process. You can track statuses. With HubSpot. There's real time, like, closing deal details that can happen, and it can be around there.
George B. Thomas:They they literally, on the website, it says make proposals that make impressions, but it really is kind of, like, standing out from the rest of the crowd because two words come to mind when I think about PandaTalk. It's creativity. That's your creativity is, like, you can do what almost whatever you want with it. And then flexibility, again, allowing you to really just kind of go down this area. And it integrates with, like, the, properties or tokens or personalization that you can do in HubSpot.
George B. Thomas:It kinda comes over into PandaDoc. And what's really cool too is you can actually do most of the work PandaDoc work in HubSpot. And so, again, being able to stay on platform, see things in your sidebar, it's just a really good way to build professional looking, proposals, quotes, contracts, right inside the HubSpot interface quickly. So, again, if you need something that does those things and keeps your data in sync and kind of updates along the way and it needs to be a little bit more advanced than HubSpot quotes, the PandaDoc might
Liz Moorhead:be in the channel. Be my question to you, George, because I I know I know from personal experience, you know, you love building your quotes and doing your stuff in in HubSpot, and it's something we talked about on the commerce commerce hub episodes that we did. But you just noted that there's there's a level of advanced functionality that some of the business owners and, leaders who are listening to this podcast might find better with PandaDoc.
George B. Thomas:Yeah. I mean, you don't get me wrong. Again, if I spent more time on the quotes template, I might be able to get it to be better in HubSpot. But just from a branding standpoint and you know me. I'm a big video guy.
George B. Thomas:Like, being able to put Just
Liz Moorhead:a touch. Yeah.
George B. Thomas:More repeatable sections or, like like, it can it just I love you, HubSpot. But PandaDoc can just do a lot more. And I've even contemplated on, like, integrating PandaDoc, but I'm just not quite there yet because I do value the simplicity of it just being kind of the way it is for me right now. But who knows? In the future, I might get a crazy wild thought and then design the most awesome bodacious Bill and Ted's excellent adventure quotes known to man with PandaDoc itself.
Liz Moorhead:Perfectly honest, usually when you get crazy ideas, you start a new company. So, like, if if your next big crazy thing is just, like, bringing in PandaDocs, like, that's that's cool by me, bro.
George B. Thomas:No more companies. I think three is enough. I'm kind of done with, like, the company thing at this point.
Max Cohen:Can I, can I give a shout out to a, a a quote a HubSpot quote template design god out there Yeah? In the universe?
George B. Thomas:Yeah. A %. Can you also introduce me after the podcast? Do this person?
Max Cohen:His name is Kevin
Liz Moorhead:We're all about HubSpot deity.
Max Cohen:Kevin Kevin Mead, m e a d, Kevin Mead. He is at a HubSpot partner agency called E Rabond, e r a b o n d. This guy whips up delicious HubSpot quoting templates. So if anyone needs a custom quote, hit your boy up. He's great.
Max Cohen:They do, like, all they do all the other services too as well. But I think they I might be wrong. I think they've focused mostly on, like, SaaS companies, but you build lots of custom, HubSpot quotes.
George B. Thomas:You'll have to throw those deets in
George B. Thomas:the Slack channel.
Max Cohen:I will. I'll send him I'll send send you his way.
George B. Thomas:Beautiful.
Max Cohen:But this is funny because you're talking about HubSpot quoting, and you're doing some wild foreshadowing on my third item here. But let's talk about Yvette Happily for a second. I'm gonna put the Yeah.
Liz Moorhead:Let's do it.
Max Cohen:We're going Max is going into full shill mode. This episode is brought to you by nap no. Just kidding.
Liz Moorhead:Big Popsicle here. Big Popsicle alert. Hey. You you hey. You wanna do something funny?
George B. Thomas:Cost Dax hey. Hang on. You can't say it. It'll just cost Dax a thousand dollars
Max Cohen:Yeah. I'm just gonna say
Liz Moorhead:it's flappily.
George B. Thomas:For this. We
Liz Moorhead:love a good show. We love a good show.
Max Cohen:Funny, actually. You guys always tell me that I I, I show for a big palleta. The demo site that we built for Event Happily, I made a fictitious company called Big Palata all because of it. So if you go there, it's all just Big Palata stuff. Yeah.
Max Cohen:It's awesome. It's amazing. That's all just because from you guys making fun of me. So we'll talk about Event Happily for a second. Max, why are we talking about Event Happily on a, on a conversation about sales apps?
George B. Thomas:Right? Do tell. Do tell.
Max Cohen:I will tell. I absolutely will tell. So Event Happily, when we originally built it, it was all about, you know, helping, you know, companies that host their own events on HubSpot. Right? So we host a webinar.
Max Cohen:We host a live event. We host a hybrid event. Whatever. Right? And that's kinda it's still sort of its, like, primary, you know, sort of use case.
Max Cohen:But we started shopping in and around and, like, showing it to people. The big feedback that we are getting from folks is like, hey. This app is awesome. However, most of my customers that are doing event related stuff don't necessarily host their own events, but they consistently go to trade shows and conferences. And they might sponsor a booth there, and they have to capture leads.
Max Cohen:And they wanna start getting an understanding of how much that effort or how much that juice is worth the squeeze. Right? And so we're like, That's interesting. And we kept hearing it. We kept hearing it.
Max Cohen:We kept hearing it until we finally gave in. We're like, you know what? You're right. There is a whole sort of, like, other side of the coin here, for this app. Right?
Max Cohen:And so what we ended up doing is we built in some new features called, event lead capture and automatic deal attribution. Right? So, basically, the idea here is when you go create an event and event happily, you're not necessarily saying, oh, this is an event we're hosting. You might say, hey. We're going to inbound twenty twenty four.
Max Cohen:We're going to Dreamforce, or we're going to trade show x y z one two three, whatever it may be. Right? And what we do is we basically spit up a form for you that has some hidden field magic in the back end, and then we have a workflow action that basically says, like, cool. Here's a form. Go set it up on your iPad.
Max Cohen:Go put it on your sales reps' phones. Do whatever. And as they go around and meet people, all they gotta do is fill the form out, and it automatically creates a association between a contact and an event object that you have with a label of event lead. So what's wonderful is that you get this, like, automatic form. You didn't have to take any time to, like, build it.
Max Cohen:You just set this all up once. Right? And your salespeople have this unique, you know, form they can go to, essentially, that will let you capture leads at the event, and they're automatically neatly associated to your event inside of HubSpot. If you're in a situation where it's like, hey. You know what?
Max Cohen:We went to the event, and we weren't allowed to capture our own leads, but they gave us a big nasty list that we wanna go ahead and, like, upload and follow-up with people. Right? You can easily just add an event ID to that list, upload it, automatically gets associated. You don't gotta spend hours, you know, manually associating stuff or check it off some stupid box in a drop down field or whatever. Right?
Max Cohen:And so what's really cool is it makes it very easy for you to keep track of, like, ROI for these different events that you're attending. Right? But we also built in some features that helps with the sales follow-up at these different events. So the same workflow action that actually goes and creates the, the association between the contact and the event as an event lead also creates a lead in the prospecting workspace. And it stamps the lead with the name of the event that they came from.
Max Cohen:It brings over the notes that you took on the form into an event lead notes field on the lead object. It changes the lead type to event follow-up, and it gives you all the context that you need on that lead object to say, hey. Here's the person. Here's the event that they were met at, and here's what you talked about. Right?
Max Cohen:So all of the, you know, weird ways people deal with, like, post event attendance lead follow-up stuff, we've completely automated the entire thing, right, which is awesome. So, like, you don't don't have to be someone that even went to the event. Or even if you did, you don't gotta worry about how you're capturing all stuff. It's all neatly waiting for you in your HubSpot portal when you fly home. Right?
Max Cohen:And you can start actioning that stuff immediately instead of spending years figuring out how to, like, automatically associate stuff. Now here's the even cooler part. We've got a workflow action in there that works off of deal objects. Right? And what it does is when a deal hits this workflow action, right, it will go and look at the history of events that any associated contacts went to.
Max Cohen:And depending on the, criteria that you set in the workflow action field, or fields for, like, how far back do you wanna look? What type of events are you looking at? How many events do you wanna associate? All this different stuff. You basically, like, set up your own deal attribution, like, methodology.
Max Cohen:It will automatically attribute the deal back to the event object. Right? So what's wild is you have this one event object that maybe you, like, logged a couple expenses on where you're like, hey, we, we paid 40,000 for a booth, and we captured 500 leads. And then the deals, as they start to happen, just start getting associated to it. And in real time without you having to do anything, you literally can just get ROI of these hosted events, and your salespeople don't have to worry about, like, attributing stuff manually.
Max Cohen:They just do their thing. They just sell. Right? And you don't have to deal with it anyway. So it's it is so cool.
Max Cohen:It was such a big problem that, like, even I saw a long time ago when I was doing a lot of onboarding stuff. And, you know, the fact that we were able to solve it for that and find this totally new use case for Event Happily is sick. So if you're sending your sales teams to events, you gotta check out Event Happily. The whole setup takes, like, forty five minutes, and then you're kinda set for every event you go to. You're good.
Max Cohen:Yeah.
George B. Thomas:Love it. That's that's freaking outstanding. I I love Event Happily for so many different reasons, that being one of them on the side sales side. But, we rock that out here at Sidekick Strategies as well for our events. We're using it for our super admin training, which is a twelve week training that we're doing.
George B. Thomas:And it's, it's super cool to sit back and see how it all works. Very, very good.
Liz Moorhead:You might call it automagical. Mhmm.
George B. Thomas:Yeah. Automagical without a doubt. I like that.
Max Cohen:You love it.
George B. Thomas:So, you like that? I like that. Yeah. Maybe I'll maybe I'll point that. I might start using that list.
George B. Thomas:I might start using that word automatically.
Liz Moorhead:I came up with it all by myself.
George B. Thomas:Yeah. I came
Liz Moorhead:up with it all by
George B. Thomas:myself. So, so I'll go into the next one, which, by the way, this next one, Kixie, I had the opportunity last year at inbound to, go out to dinner. Actually, they took me and my family out to dinner, while we're inbound 2023. If you're an app partner listening to this, if you take me out to dinner, you might show up on the I'm just kidding. I'm just kidding.
Liz Moorhead:Well, no. Because we have David from Kixie on the podcast. Episode 68
George B. Thomas:with us. We did. We had them on the podcast. The relationship started, though, breaking bread over inbound. It was super fun, actually spending time with them.
George B. Thomas:But Kixie is a a sales and, engagement platform, basically. Obviously, integrates with more CRMs, but we're here to talk about the fact that it integrates with HubSpot, and it enhances communication for your sales team. And and, really, I have only one bone to pick with them. If you go to the website, and at least you know I'm gonna, like, get on my soapbox for a second. It it has the h one header of AI driven communication, and I'm like, it's human driven, AI assisted, but whatever.
George B. Thomas:I'm never gonna let that die. Like, it is about the humans, but it has this intelligent call system, which Wait.
Liz Moorhead:I'm sorry. It's it's it's about the what? It's about what?
George B. Thomas:Oh, it's about the Humans.
Liz Moorhead:What's that? There we go.
George B. Thomas:Thank you. And so, you know how hard it is, by the way, to do other podcasts and other interviews and not use that sound effect when I say the word humans? You You
Max Cohen:did it
Liz Moorhead:on our other podcast almost.
George B. Thomas:I I find out that I start to just say it, like, humans, like, with my normal voice. Oh, Jesus.
Liz Moorhead:I wish Max had been there. Our last podcast was about humanity, and I thought George was going to explode. Yeah.
George B. Thomas:My brain just wanted, like, yeah. Like, if you haven't it's a totally different experiment ex experience with beyond your default, .com and beyond your default podcast. But, maybe I'll bring the button in at some point over there. But more importantly, Kixie, they have an intelligent calling system, and it includes, like, automated dialing, real time analytics, SMS, call recording. There's just so much like, if you go to the marketplace and go through the bullet points, like the power dialer, the advanced AI local presence, which actually looks at, like, the area code and makes it look like where it's actually dialing from, s m n SMS templates, a call center feature, click to call feature.
George B. Thomas:Like, there's just so many good pieces about this. And I used it for a good while just because I was looking for and and by the way, this is, and, again, not throwing any shade, but this was pre HubSpot phone numbers. I was using Kixie as, like, my calling system. And by the way, I'm gonna talk about another calling system in a little bit. And Kixie actually replaced the one that I'm gonna talk about in a little bit.
George B. Thomas:And the only thing that replaced Kixie was actually HubSpot phone numbers that I could integrate and do some stuff with. So I've had this really weird relationship with phones and calls and, what I want and what I don't want from an organization. But if you're a larger organization, medium size or larger, Kixie is the jam when it comes to the plethora of tools that you can give people around SMS, phone calling. Their their power dialer is off the freaking chain. Anyway, so definitely check out Kixie
Max Cohen:for your sales engagement. Don't forget about call queues. Queues. Yeah. Kixie.
Max Cohen:How you can make it oh, it's like you can make it if someone fills out HubSpot form, they get put into a call queue, and then the people in Kixie can see who to call. It's like so you really wanted to tie together, like, this simplest way to do HubSpot form submission to getting a call from somebody, it's like one workflow action. It's sick.
George B. Thomas:Yeah. The yeah. And that's the thing I wanna say with what you're saying, Max. The amount of workflow triggers you have for Kixie inside of HubSpot, it's almost obnoxious in a good way, to be honest with you.
Max Cohen:It's sick. Also shout out to Sabrina, partner manager who I've been talking to lately. She's absolutely wonderful. So if there's any HubSpot partners out there looking for a partnership with Kixie, they got a pretty sweet deal for HubSpot partners. So go hit up Sabrina at Kixie.
Max Cohen:Is it
George B. Thomas:on me?
Max Cohen:Is it on me? Am I next?
Liz Moorhead:We're on you, buddy. We're on you, buddy. I have no apps except a dream. It's just you. I'm just here for shenanigans.
George B. Thomas:I should build an app so that I could use my podcast to shield
Max Cohen:my You
Max Cohen:really should. You really should.
Liz Moorhead:Yeah. Oh my god. Can we have an app on an app so we can app our app to app?
Max Cohen:Oh my god.
George B. Thomas:Oh, wow.
Max Cohen:Yeah. Exhibit.
Liz Moorhead:That's right.
George B. Thomas:That's good, dog.
Liz Moorhead:Exhibit. That's what's up.
Max Cohen:We heard you like we heard you like platforms, so we build a platform on your platform. So you can For your platform. Platform, what platform did.
George B. Thomas:Why am I only thinking about platform shoes right now? Is is that weird that I'm thinking about platform shoes?
Max Cohen:No. Anyway, I don't know.
Liz Moorhead:Yes. Because you're out on the Davenport with your veranda.
George B. Thomas:Oh my god. That's true.
Liz Moorhead:Talk to us.
Max Cohen:Veranda Santa. I had to blow your reference. Anyway, so Oh my my god.
Liz Moorhead:Exhibit to Bluey. What a spectrum. Yeah. Oh my god.
George B. Thomas:I like Salim. Salim says you should build the HR hub. That's not an app. That's an entire hub, brother.
Max Cohen:That's Peoplehub, dude. Peoplehub's coming. I guarantee it.
George B. Thomas:No. That's the human hub.
Max Cohen:Human hub?
George B. Thomas:Yeah. Oh, yeah, baby.
Max Cohen:The human hub. Wow. Okay. Where was I? Alright.
Max Cohen:I I gotta be I gotta be careful. Careful?
Max Cohen:What?
Max Cohen:You know what? Dax has been doing When are we ever careful?
George B. Thomas:Dax has been doing a little leaky little leaky deaky here and there on LinkedIn.
Max Cohen:So I feel I feel, I feel I feel this. I feel this. I feel, like, I can I can start to say some stuff? I mean, there's a website.
Liz Moorhead:Watching Max try to stay employed in real time. Right? Right before.
Max Cohen:I am trying
Liz Moorhead:wanna stay employed. I feel
Max Cohen:like I'm trying to build I am trying to build FOMO. I am trying to get, people starting to get stoked.
Liz Moorhead:Are we trying to drive demand?
George B. Thomas:We're trying to hype them up.
Max Cohen:And drive demand.
George B. Thomas:Let's hype them up.
Liz Moorhead:What's that, brother?
Max Cohen:Alright. So Oh. Oh. So, you kinda you kind of alluded alluded and and kinda did a little bit of a foreshadowing, earlier on it, George.
Liz Moorhead:Don't look at Celine. Can we quote you on that, Matt?
Max Cohen:Shala. Shala. Shala. Alright. So, we do not quote me on this.
Max Cohen:I I will say I'm gonna say, look out for this late summer, is is what I will say. In the general vicinity of late summer, right, we are going to be launching our kind of new big app, called, quote, Happily. Right? And the what's the best way I can say it without giving away all the juice? Essentially, what it is is we are injecting a rejuvenation and invigoration, if you will, into HubSpot's native quoting tool.
Max Cohen:Alright? We are going to
George B. Thomas:be Wait. Yes. Rewind and say that again?
Max Cohen:We are making HubSpot quoting rate again. This thing is the easiest way to think about it. There
George B. Thomas:we go.
Max Cohen:We are, we are We need a hat for that. We are adding, I wanna say I wanna call it, like, four big, like, four big chunks that HubSpot quoting is really missing. And it's really all based on a lot of the feedback that we hear from partners and from sales reps, about, like, why people don't go with HubSpot quoting. Right? There are other quoting platforms out there.
Max Cohen:Right? But there is this weird sort of middle ground, right, where you've got customers that, like, okay. Here's all, like, the HubSpot quoting, features.
George B. Thomas:By the way, listeners, Max is using his arm
Max Cohen:and using my arm
George B. Thomas:to measure things. So if you're like, I'm lost, go watch it on YouTube. Go ahead, Max.
Max Cohen:Imagine my arm. This is all HubSpot's quoting features. And there's this cliff that people eventually jump off of. Right? When they say, man, if HubSpot quoting could only do this thing, I wouldn't have to go to insert quoting platform here.
Max Cohen:Right? And the problem is a lot of these insert quoting platforms here are insanely expensive and generally are way too much for what a lot of these customers need. Not from, like, a pricing, but, like, a feature perspective. Right? And there's really just kind of, like, four things that we've heard that really kind of get people off this cliff, right, to go end up getting something that's kind of, like, more than what the so we're really trying to just, like, stretch this cliff as far as possible from, like, a HubSpot quoting perspective to keep as many people on HubSpot quoting as we can and make HubSpot quoting like a competitive platform as HubSpot kinda goes upmarket.
Max Cohen:Right?
George B. Thomas:So it weird that I'm getting, like, excited right now? Like Yeah.
Max Cohen:No. It's not weird. You should be getting very excited. So
George B. Thomas:Yeah.
Max Cohen:What I can tell you is that we've we've completely reimagined the HubSpot quoting building experience. Right? So no longer going through that sort of, like, carousel thing that you're used to. Right? We're also introducing, some tools around rules, which provide a lot of governance, guidance, and guardrails to make
George B. Thomas:sure your your reps can
Max Cohen:quote confidently. Right? I feel
George B. Thomas:like you practice that.
Max Cohen:Yep. We're also yo, Salim, chill out. Delete that from the chat, my dude.
Max Cohen:What chat?
Liz Moorhead:We're not looking at anything. No.
George B. Thomas:No. What? Nothing.
Max Cohen:We're also introducing some tools that make approvals very, advanced is the way I'll say it. And then I don't know if this is gonna be v one. We're also gonna be tackling things like, price books and, product, bundles and things like that. Right? So don't quote me on exactly what's it gonna be available at launch.
Max Cohen:I'm pretty sure it's mostly gonna be rules and stuff, but that could change. Right? But we're gonna be giving a whole new sort of, like, second life to HubSpot quoting, which it desperately needs. And it's gonna come in at a really competitive price point. I'm not gonna say exactly what it is.
Max Cohen:I'll just say it's extremely, reasonable.
George B. Thomas:Even more exciting now.
Max Cohen:Very reasonable. So if you're a company that loves HubSpot quoting, but you're missing things like, oh, people can just kinda quote whatever they want. We can't control it. Or approvals are a total pain in the butt. Or, you know, we need more advanced stuff around, like, you know, price books and pricing and and things like that.
Max Cohen:We're we're we're coming.
George B. Thomas:Help help is on the way, dear.
Max Cohen:That's what I'll say to to quote quote in the late great miss Doubtfire. Right?
George B. Thomas:And that and that was not even like a button. That was just your real voice.
Liz Moorhead:Yep.
Max Cohen:Yep. So, so it's gonna be sick.
Liz Moorhead:Low key regular hype.
Max Cohen:It's gonna be sick. I probably said too much. But,
George B. Thomas:you know missus Doubtfire for Halloween I
Max Cohen:should.
George B. Thomas:Just after that.
Max Cohen:You should. I will. I'll go dress up like her now. I don't care. But, yeah, it's gonna be sick.
Max Cohen:I think it's gonna be HubSpot sales users' favorite new, thing, and, we couldn't be more excited about it. So more to come. Keep your ear to the app marketplace ground late late this summer is what I'll say.
George B. Thomas:Love it.
Max Cohen:Yep. Love it.
George B. Thomas:I'm I'm excited. Ear to the ground. Obviously, I need the alpha of the alpha beta that is, like, when we can use it because I'm I'm down for that testing, ability. The the next one I'm gonna mention and, again, it's kinda like I did last time. I did, like, two of almost the same thing.
George B. Thomas:Like, I did surf, and then I did, HubLead. I did Kixie just a little bit ago. Now I'm gonna talk about Aircall because, you know, using the right phone system makes sense. Aircall obviously is a cloud based phone system. It's designed for modern teams.
George B. Thomas:Some things that I loved about it listen. One thing that's really cool is they have a mobile and desktop applications. There's call recording and coaching in there, which you know what? We have that in HubSpot too, but, hey, it it's all good. Virtual phone numbers.
George B. Thomas:There's collaboration tools. One of the things that I really liked was the auto routing to voicemail. Now that was because I was a smaller team, and I didn't necessarily want to always be picking up the phone because one thing that I was, like, adamant about was having a phone number on the website, because I wanted the Humans. Need that to be able to yeah.
Max Cohen:That's good. To be
George B. Thomas:able to call me.
Max Cohen:That's good.
George B. Thomas:Call me old school, maybe. But, I still think that's a viable way to communicate. I really love their analytics. I absolutely love that their analytics can come into a HubSpot dashboard, which is really dope for people that don't wanna leave HubSpot. And, again, it's it's pretty much like a seamless integration.
George B. Thomas:So if you're sitting there and you're like, I think I need a phone system to expand or extend the functionality of the sales teams, literally, you can't go wrong if you put Aircall and Kixie against each other and just figure out which one works best for your actual needs because both of them are pretty dope systems. They've been around for a good while, both of them. But Aircall is, again, another one that I would say sales teams can get a lot of juice for the squeeze as my friend Doug Davidoff says all the time.
Liz Moorhead:We're doing a lot of squeezing today, guys. Like, a lot of squeezing.
Max Cohen:Yeah. This is a big juicing episode.
Liz Moorhead:Love it.
Max Cohen:We're big on juicing.
Max Cohen:I
George B. Thomas:feel like I want a smoothie now after that. But okay.
Liz Moorhead:Yeah. I want a smoothie.
Max Cohen:Oh my god.
George B. Thomas:I love Smoothie King. Not sponsored. Not sponsored, but I love me some
Liz Moorhead:Smoothie King. Smoothie King, they have a green pineapple one that is just like, my guy, you want me to spill state secrets, you get me one of those with
George B. Thomas:a little Oh. Listen. Oh, sounds
Max Cohen:I Sounded great until you said collagen because I don't just feel like that Yeah. That sounds gross.
Liz Moorhead:I don't
Max Cohen:know what that is.
Liz Moorhead:It's good for my knees. No. It's good for it's a little it's good for my knees and joints. I'm an old lady.
Max Cohen:When I think collagen, I just think of, like like, rendered turkey gizzard
George B. Thomas:Oh. Fat. I don't
Max Cohen:know why I think collagen is that. I you know what?
Liz Moorhead:George, take us back to smoothies.
Max Cohen:I don't know what I don't know what collagen is. It just sounds gross.
George B. Thomas:First of all, I'm not ready for Thanksgiving yet, so we'll just put the turkey aside for right now.
Max Cohen:But you know what I'm talking about. Right? Like
George B. Thomas:I I do know what you're talking about, but I know that somebody loves me when they show up at my door of my office and they have a strawberry slim and trim no sugar or the actual, like, pineapple mango.
Max Cohen:There's gonna be a collagen.
George B. Thomas:No. No collagen. I mean,
Max Cohen:you wanna know what freaks me out just as much as collagen? Bone What? Bone broth.
Liz Moorhead:Oh. Awesome. Okay. Loving where this is going, gentlemen. Okay.
Liz Moorhead:So unless Smoothie King has somehow become a sales app and or integration, which would be amazing, could you imagine every time you put a deal in the pipeline, somebody shows up and brings you a smoothie?
Max Cohen:I'd be sick.
George B. Thomas:I'd sell my butt off.
Max Cohen:That's why I need that DoorDash integration.
Liz Moorhead:George, that's the app we need to build.
George B. Thomas:Yep. That's the app. Spot Smoothie King app. That's the idea.
Max Cohen:I put croutons in my smoothies. Anyway
Liz Moorhead:Okay.
Max Cohen:No. Saying you wanna take a green smoothie and just, like, kick it up a notch, go ahead and just drop some Chatham Village garlic butter croutons. Let let that see Nick
Liz Moorhead:from Fargo.
George B. Thomas:Nick from Fargo. Max ordering a Max
Liz Moorhead:ordering a
George B. Thomas:gizzard boned, bone broth smoothie.
Max Cohen:Dude, why does that, like, not
Liz Moorhead:sound like? Better watch out because Max and I will deliver on the threat of doing a whole episode while George is not here of just us munching on croutons and doing, like, a power ranking of croutons.
Max Cohen:You should've seen me absolutely.
Liz Moorhead:The croissant, the rosemary croissant croutons from Trader Joe's. Do we have another app? Because we're going
Max Cohen:to size this. I have two. Can I have Keith two? Alright. Alright.
Max Cohen:Alright. Well, give
George B. Thomas:us one. Go go
Max Cohen:go go go go go go go go go go go go go go go go go go
Liz Moorhead:go go go go go go go go
George B. Thomas:go go go go
Max Cohen:go go go go go go go go go go go go go go go go go go go go go
Max Cohen:go go go go go go go go go go go go go go go go go go go go go go go go go go So you can actually hook your HubSpot account into QuotaPath, and QuotaPath will take your deal data. I'm probably not doing it justice here. It'll take your deal data, and it will auto calculate your commissions based on, like, whatever sort of, like, commission structure that you do. Right? So if you're finding yourself just, like, having a super bad time doing a bunch of custom calculations and and and weird stuff to try to calculate commission for your sales reps directly in HubSpot, go give QuotaPath a try.
Max Cohen:Native integration with HubSpot, it injects data back into HubSpot too as well, so, like, you can make reports on all that kind of stuff. It's sick. Yeah. Chad knows what's up. Chad knows what's up.
Max Cohen:He's in there.
George B. Thomas:He's in the chat
George B. Thomas:pain, raving.
Max Cohen:Chad's in the chat. He's a fan of QuotaPath. It's sick. Go look at it. That's one.
Max Cohen:The other one I wanna mention, from our friends over at New Breed, might have heard of them. They're another big HubSpot partner.
George B. Thomas:Yeah. I know those guys.
Liz Moorhead:Yeah. Quick interjection here. Quick interjection here. George, how does it feel to instruct someone to give you one thing and they give you two? Because this is what I asked permission.
Liz Moorhead:How does it feel?
George B. Thomas:I know. I did say And
Max Cohen:then he
Liz Moorhead:said give you one. Yeah. Give this one.
Max Cohen:Oh, you did?
Liz Moorhead:No, Max. You go ahead. You be free. This is a lesson learning moment.
George B. Thomas:No. No. No. No. No.
Max Cohen:No. No. No. I'll let George go, and then I'll follow-up with the next one.
George B. Thomas:Oh, no. Go ahead. Go ahead.
Max Cohen:I just wanna give a shout out to Distributely, dude.
George B. Thomas:Yeah.
Max Cohen:Yeah. So Distributely yeah. Lots of leads. Right? So New Breed makes this makes this app called Distributely, which basically is like do you know how, like, in HubSpot when you're doing, like, lead rotation and workflows?
Max Cohen:Right? It's like that on a completely different level. Right? Basically, you can set up all these different, like, distribution and, like, lead routing rules inside of their app. And what happens is I'm pretty sure you use a work I think you use a workflow action.
Max Cohen:Can't remember exactly how they how they trigger it. Right? But, like, if you got insanely complex lead routing rules that, like, HubSpot workflows just end up being, like, a a bear to create or, like, you're finding yourself having to write custom coded workflow actions or, like, do some wacky stuff. Right, go check out Distributely because they have this whole, like, rotation engine, essentially, and distribution and lead routing engine, that, you know, can take it to a whole different level without, like, you know, trying to build a HubSpot workflow that, you know, looks like a computer processor up close or something. Right?
Max Cohen:So, yeah, check out Distributed.ly.
George B. Thomas:Nice.
Liz Moorhead:Love it. Sweet. I love it. George, did you have one more for us, or was that it?
George B. Thomas:That can be it. Like, I was gonna mention ZoomInfo, but I think everybody on the planet knows about ZoomInfo and how it can enrich their data and how it might change. What about
Liz Moorhead:the one
Max Cohen:Can I can I be honest, George? I don't. Person.
George B. Thomas:I don't know. Like, I hear you in Richmond. UberMax, George.
Max Cohen:Like, we're like, so to me, like, my brain goes, oh, well, HubSpot already has HubSpot insights. So why do you need something like that?
George B. Thomas:That's company. That's that's Yep.
Max Cohen:So that's why I wanna hear you say what you wanna say because I don't
George B. Thomas:know. Yeah.
Liz Moorhead:Take us to ZoomInfo.
George B. Thomas:Well, I don't know about going to school, but, like, basically, what it does, it it's an enrichment integration. So, it'll infuse, like, technological data, revenue, location, company attributes, more data points, info. It maintains a consistent environment by standardizing the information flowing into HubSpot, decreased time to action with better lead scoring, access, reporting dash boards to monitor database health, and then obviously more. But, again, this this is so it's funny because, Max, I know where your brain goes. And, again, this is me trying to talk about stuff without throwing any shade.
George B. Thomas:This is definitely larger, more robust than, like, the insights tool.
Max Cohen:Mhmm.
George B. Thomas:Right? Although although, dependent upon the email that I got earlier this week and what HubSpot decides to do with all the Clearbit data because that's changing because What's changing for what gets caught up? Well, I don't know if I can say. Dang on it. I got an email, but
Liz Moorhead:that doesn't mean I can
George B. Thomas:talk about it. Things are changing.
Max Cohen:Chat's talking about things be changing too.
Liz Moorhead:In the chat. Things. Yeah. Things are changing.
George B. Thomas:Things be changing. And so I didn't get no email. They're they're I got an email, that they're not doing something for this foreseeable future because something's changing about the thing that I might have mentioned in the last two to three minutes. Anyway, I'm gonna end it there.
Max Cohen:But That clears it up.
George B. Thomas:It's it's larger, yeah, it's larger than insights. It's got more features than insights. And and I'll I'll tell you that when I've done HubSpot onboarding, and this is the reason I wanted to bring it up, anytime that I've done an onboarding with a mature sales team, medium to large size, they're always asking about the ZoomInfo integration because they've already got ZoomInfo, and they just wanna make sure that it's working with HubSpot. So it's like what I would air quotes call a major player out there. Therefore, pay attention to it if you're coming from because you gotta remember, there's people who are coming from that have never used HubSpot before and want my toys to play nice with it.
George B. Thomas:And then there's a whole group of us that are coming from the HubSpot side, and we just wanna know what toys we can actually integrate to it.
Max Cohen:So what does it what does it, like, do? Like, can I, like, run a contact through a ZoomInfo, like, workflow when it'll, like, dump in a bunch of info about it or what?
George B. Thomas:Companies, contacts, yeah. And by the way, it's not
Max Cohen:The most inbound y thing in the world?
George B. Thomas:Cheapest.
Max Cohen:Oh, okay. Yeah.
George B. Thomas:And and, yeah, you gotta be careful. Right? Because
Max Cohen:Like, can I run a company workflow into it and it just dumps in contact records for me or no?
George B. Thomas:So you can generate lists. I'm not sure about the workflow part, Max, but I know you can have, ZoomInfo lists that basically import
Max Cohen:them into HubSpot?
George B. Thomas:Yeah. Yikes. So I mean, but not in a bad way. I you know? Well, maybe.
Max Cohen:Depends. With great power comes great responsibility.
George B. Thomas:Well, that's the thing. If you're a good human. You use the terrigs in a good way. But there might be some potential to, like, have an a possible
Max Cohen:Send send them a a email marketing email to all of them without their consent.
George B. Thomas:Possible icky factor, maybe. But but still you know? Yeah. Anyway. But like the tool.
Max Cohen:I love it. Your Gmail account take the hit on that one, boys. Alright.
George B. Thomas:Yep.
Liz Moorhead:So to wrap up this conversation
George B. Thomas:Yeah.
Liz Moorhead:Hopefully, next week when everybody joins us, Mac will Max will still be employed. Mhmm. George will not be in trouble.
George B. Thomas:Yeah.
Liz Moorhead:And you know what, guys? Let's be honest. Out of the three of us, I have been the most well behaved.
George B. Thomas:That's because you didn't really say much. Oh. I'm just kidding.
Liz Moorhead:Did you see that look, Max? I'm in trouble.
Max Cohen:You're gonna you're gonna die, man. I'm in trouble.
Liz Moorhead:Hi, George. Hi.
Max Cohen:Oh, you idiot.
George B. Thomas:Wow. That was
Liz Moorhead:never mind. Get ready for uncomfortable questions about your childhood during our Monday morning recording. I hope you're excited.
George B. Thomas:Yeah. If you wanna tune in to a hot fire one beyond your default, Monday is
George B. Thomas:probably gonna get real exciting after that comment.
Liz Moorhead:We're talking about mental health, so it's gonna be super spicy.
Max Cohen:Yo. W mental health. That's sick. Spice.
Liz Moorhead:Yeah. Yeah. We are yeah.
George B. Thomas:We're talking next two weeks next two weeks, max. By the way, Hub Heroes listeners, I'm sorry. This isn't going on a tangent. But next two weeks, we're talking about mental health one week, physical health the next week. That's our time.
George B. Thomas:Anyway, are we done here? Can I get out of here without being in trouble?
Max Cohen:Nope. You're you're
Liz Moorhead:George, since I'm a useless potato, why don't you take us out? Oh. You don't need me. I didn't say Why don't you take us out?
George B. Thomas:I first of all I mean, you no. It's fine. I did my small one break.
Liz Moorhead:I just can't hold that many thoughts in my head.
George B. Thomas:I didn't say useless potato. I just said That's
Liz Moorhead:what I heard. That's what I felt in my heart.
George B. Thomas:Well okay. First of all, ladies and gentlemen
Liz Moorhead:So, George, what should our listen what should our listeners take from this episode?
George B. Thomas:They should take away that you should never tell. George George, show tell what Liz didn't
Max Cohen:tell in this episode.
George B. Thomas:Yeah. Well, what Liz forgot to mention on this episode?
Liz Moorhead:No. I'm just kidding. I'm just kidding. Oh my god. I keep thinking.
Liz Moorhead:Keep thinking.
Max Cohen:Oh god. I love this.
George B. Thomas:Here here's the deal.
Liz Moorhead:Did you need another shovel, or are the two in your hand enough, George? I think two are enough.
George B. Thomas:So here's what you need to do. You need to pay attention to your sales team. You need to enable your sales team. You need to look at the tools that they possibly have, don't have, or need in the future. And listen, go listen to episode 86.
George B. Thomas:Mhmm. If you haven't listened to it, I know Nick from Fargo was like, hey. Did you guys talk about the org chart hub thingy? Yes. Episode 86.
Liz Moorhead:That was in that episode.
George B. Thomas:There's, like, a bunch of other things that we talked about. Listen to both episodes. Heck, we might even need to do, like, a roundup article based on the two episodes in the future. We'll see.
Liz Moorhead:I'm already doing that.
George B. Thomas:Hey. There we go. See? You're awesome. And that's where we'll end it.
George B. Thomas:Right. Liz is awesome. Hub heroes. Happy birthday.
George B. Thomas: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. Make sure you head over to the hubheroes.com to get the latest episodes and become part of the league of heroes.
George B. Thomas: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 euros 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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