Hubspot Sales Automation: Automate Sales Demo to Closed Deal

Sales automation is key for making sales easier by cutting down on repetitive tasks, making processes run smoothly, and closing deals faster. This is also where HubSpot sales automation comes into the picture. This inbound marketing and sales robust CRM offers a suite of powerful tools designed to manage various aspects of sales activities, including product demonstrations.

In this article, we’ll be talking about why sales automation matters and how HubSpot can change the way you do sales demos, helping you close more deals successfully. Let’s start.

Why Product Demonstrations Are Crucial in the Sales Process

Product demos are not just informative – they are effective tools that drive sales. There are clear advantages to using them in your sales process such as:

• Showcasing value. Product demonstrations help people better understand what your product does, its special features, and how it can benefit them.
• Building trust. Demos build trust by being open and genuine. When customers see the product in action, they feel more confident in what it can do. This is essential when creating strong relationships with customers.
• Addressing pain points. Good demos focus on solving the specific problems or challenges the customer is facing. By customizing it to fit their needs, you demonstrate that you get where your customers are coming from. This personal touch makes it more likely that you’ll close the deal.
• Visualizing solutions. Demos highlight how your product can fix pain points. Seeing the solution at work is more convincing than just talking about it.
• Higher conversion rates. Well-done demos result in more sales. When customers see the benefits for themselves, they’re more likely to purchase.
• Reduced objections. A well-thought out demo can handle objections before they arise by tackling customers’ concerns.
• Shortened sales cycle. Effective demos speed up the sales process. Customers who try the product are more inclined to make decisions faster.

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How to Create a Good Product Demonstration

You don’t need an expensive production team to create a good demo. Usually, all you need is a webcam video recording platform such as Loom (soon to be integrated with HubSpot) creating it with software such as DemoBoost, or making a live demo to your customer. Тhere are a few basic principles to follow to nail it:

Understand Your Audience

• Identify your target audience before making your product demo.
• Think about their business needs, challenges, and goals.
• Customize your demo so that it can address specific issues and interests.

Highlight the Value

• Start your demo by highlighting how valuable your product is.
• Explain how it can solve problems or enhance efficiency.
• Use the first minute to show viewers that your product is the answer they’re looking for.

Common Use Cases

• Present the most typical ways your product is used.
• Give a step-by-step guide.
• Show how your product saves time, streamlines tasks, or provides unique insights.

Choose Your Format

• Decide if you want to create an animated video or a live demo.
• Animation simplifies complex ideas, while live-action adds authenticity.
• Consider your budget and timeline when choosing the format.

Write a Script

• Create a script that covers the main points you want to get across.
• Be clear and captivating.
• Use visuals to support your message.
• Keep in mind that your demo is a useful tool for marketing, sales, and service teams.

HubSpot Sales Automation: From “Demo Scheduled” to “Send Quote”

When a prospect expresses interest and schedules a demo, it’s an important moment. The transition from “Demo Scheduled” to “Send Quote” involves moving from showcasing the product to providing pricing details. This shift signifies progress in the sales cycle.

Automating the demo-to-quote transition in HubSpot enhances efficiency, consistency, and accuracy – ultimately driving better sales outcomes. Set up a workflow triggered by the change from “Demo Scheduled” to another stage (e.g., “Send Quote”).

Specific Actions to Automate:

• Deal Property Updates. Automatically update deal properties (e.g., deal amount, close date) when the deal advances. For instance, when a demo is scheduled, the workflow can update the “Demo Date” property.
• Task Assignments. Assign follow-up tasks to sales reps or notify them to send the quote. Ensure no leads fall through the cracks.
• Email Notifications. Automatically send an email to the prospect with the quote details and personalize the email based on the deal stage.

How to Set up Automated Sales Demo Workflow in 10 Steps

Step 1: Sign in to HubSpot:

• Go to the HubSpot login page using your web browser.
• Enter your email and password to log in to your HubSpot account.

Step 2: Access workflows:

• After logging in, click on the “Automation” tab at the top.
• Choose “Workflows” from the options that appear.

Step 3: Make a new workflow:

• Press the “Create workflow” button, and pick “From scratch”.

• Select a “Deal-based” workflow, and start with a “Blank workflow”

• Pick the type of workflow you want (like marketing, sales, or service).
• Give your workflow a name.

Step 4: Set triggers:

• Go to the “Set enrollment triggers” section.
• Define the conditions that will start your workflow. For deal progression, focus on triggering the next steps based on your deal stage property.
• Triggers can be things like form submissions, contact details, or specific events.

Step 5: Plan workflow actions:

• Drag and drop actions onto the workflow canvas.
• Branch out your workflow for each stage. The actions on each may differ, so consult with your sales team first.

• Actions can include sending emails, updating contact info, assigning tasks, or creating deals.
• Connect the actions in the right order.

Step 6: Customize actions:

• Click on each action to adjust its settings.
• For emails, write personalized content and set send times.
• For property updates, pick which details to change.

Step 7: Test your workflow:

• Hit the “Review and publish” button to check your workflow’s logic.

• Use the “Test” feature to see how it works and fix any issues.
• Make sure everything runs smoothly before activating it.
• If you want to take a look at the bigger picture, HubSpot has a “Show minimap panel” feature. Click it, and track all the branches and the different steps. The minimap may look something like this:

Step 8: Activate the workflow:

• When you’re ready, click “Activate” to start your workflow.
• Contacts that meet the trigger rules will join automatically.

Step 9: Keep an eye on things:

• Check how your workflow is performing regularly.
• Look at things like enrollment numbers, email open rates, and clicks.
• Make changes to improve results if needed.

Step 10: Document your workflow:

• Take screenshots or record a video to show your workflow.
• Add notes to explain each step clearly.
• Share this guide with your team or others using the workflow.

Common Challenges and Solutions in the Demo-To-Quote Transition

Transitioning from product demonstrations to generating quotes during the sales process has its own unique challenges. Addressing them effectively is essential when:

• Dealing with scheduling conflicts. Use HubSpot’s meeting scheduling tool for prospects to book demo slots directly. Set automated reminder emails or SMS notifications to ensure prospects attend their scheduled demos.
• Improving prospect engagement. To keep prospects and customers alike engaged, send personalized content like case studies or success stories based on prospect behavior. Trigger follow-up emails after specific actions such as visiting pricing pages.
• Overcoming manual data entry issues. Integrate HubSpot with your CRM or quoting tool. Automatically generate deals or quotes upon successful demos. Populate relevant fields like product details and pricing using workflow actions.

Best Practices and Tips for Effective Sales Automation

Embracing a few best practices can help:

• Segment your prospects. Create distinct workflows for different prospect segments based on factors like industry or company size. Tailor your automation to address their specific needs.
• Test and Iterate. Continuously monitor your workflows and conduct A/B tests on subject lines, content, and timing to enhance engagement.
• Personalize communication. Use dynamic content to personalize emails and messages.
• Train your sales team. Make sure that your sales representatives understand the automated processes. Don’t forget to provide them with effective training on utilizing HubSpot.

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Wrap Up

Sales automation, powered by tools like HubSpot, significantly impacts closure rates. By addressing challenges and implementing smart automation, you can streamline your sales process, improve prospect engagement, and ultimately boost revenue.