How to Manage Leads in HubSpot

Hey, business owners and sales teams! HubSpot covers so many facets of your inbound marketing management process that it can be easy to miss a few steps or overlook some of the tools HubSpot has to offer. How to manage leads in HubSpot is one of the factors, but when done correctly, it can take your platform to a completely different level.

What is a HubSpot Lead?

HubSpot lead management is a feature that allows sales teams to monitor the inbound marketing management process. Leads provide a layer to contact records, allowing sales reps and marketing teams to visualise sales activities and manage the entire customer journey through the sales funnel from contact to sales-qualified lead to customer for a more structured marketing strategy.

HubSpot Lead Management

If you’ve landed on this blog, it’s highly likely that you already know about HubSpot. The CRM software can help businesses grow with tools covering the sales process, marketing, content, reporting and customer experience. 

Lead Management can be a crucial part of the sales and marketing process for B2B and some B2C businesses. Tracking the leads that come into your business and the stage of the funnel they’re at can be incredibly useful, as 74% of companies say converting prospects into customers is their top priority.

If you want to find out more about what HubSpot can do for your business, check out our blog – How to Get the Most Out of HubSpot

How to Manage Leads in HubSpot

Managing leads isn’t only about having a compiled list of who those leads are but also where they are in the funnel, whether a deal is connected, and who is communicating with them. There are so many factors that go into how to manage leads in HubSpot, so let’s dive straight in.

Creating & Importing Leads

Go to the contacts dropdown in your HubSpot account’s navigation and select the contacts option. This will take you directly to your contact list, which will pull through all of their contact details.

A button will say ‘ Import ‘ at the top right of the screen. Clicking that button will lead you to options that prompt you to import or sync your contacts.

Import – You can use CSV, XLS or XLSX files with the contact info and more for each of your contacts. HubSpot has sample import files in the Knowledge Hub to make life easier.

Sync – Syncing your contacts allows you to sync data already collected by another app. These apps can include Xero, QuickBooks, Mailchimp, Google Contacts, and so many more. You can find all of the data sync options in the HubSpot App Marketplace

Now that you’ve imported your preexisting leads to HubSpot, you can maintain your contacts. If you’ve synced to an app, your data should consistently flow through; however, if you used a CSV or other file, you may have to add them manually.

Adding contacts manually is pretty easy. Head back to the contacts page and click Create Contact. From here, a short form will appear for you to fill in the necessary fields before the contact is added straight to your contacts.

Creating Lists

At the bottom of the contacts dropdown is the lists tab. From lists, you can create contact-based, company-based, or deal-based lists.

Start by hitting create a list and give it a name and, if needed, a short description and then decide between an active or static list.

Active – Using the set criteria as contacts, companies or deals are added to your HubSpot, an active list will automatically update over time.

Static – A static list represents a single moment in time and will only add uses as the list is created; it will then remain static.

Once you hit next, you can add desired filters to segment your contacts further.

Hit save, and you’ve created your list; for active lists, you can go back to them and check they’re adding in the right users as you go.

Forms and Landing Pages

Two other features of HubSpot’s platform include forms and landing pages. When it comes to effective lead management, both of these tools can be used to capture leads through your website.

If your website isn’t built on HubSpot, you can integrate it with various other platforms, such as WordPress, Webflow, and more.

Adding forms to your website pages is a great way to capture leads as their interest peaks. Having forms on your service and home pages can help increase conversion rates by offering your website visitors clear next steps.

It’s often stated that it takes an average of seven interactions before a purchase is made. However, implementing forms throughout your site makes it easy for users to convert at any point.

Landing pages are great to pair with any ads you’re running. Whether you’re using search or social media, sending them straight to a landing page with the intent of them converting can make capturing their lead information even easier.

KEY TAKEAWAYS

• Syncing your contacts through an integration could save you the time of adding leads manually in the future.
• Lists can help you organise and segment your leads into groups
• Forms and landing pages can be the added step to take your users to leads

ROAR is a certified HubSpot solutions partner. Let our experienced team take control of your HubSpot to ensure you receive the best possible return for your investment. Contact our team today!