7 missed opportunities for HubSpot CRMs onboarded before 2023

If you Onboarded to HubSpot CRM prior to 2023, it’s likely you’ve missed out on implementing some very useful updates.

This is especially true if you Onboarded at a ‘PRO’ level, as some of the items below were only available at Enterprise - but have now been brought in at PRO too.

Before we get to those, however, we have one of the biggest and most popular updates…prospecting.

1) Prospecting 

This is a Sales Hub feature.

“With the prospecting workspace, users with an assigned Sales Hub seat can efficiently manage their daily workload in HubSpot from one place. Click here to learn how to use the prospecting workspace to review your goals and progress, execute your tasks, and review your schedule and sales feed.” (HubSpot)

The truth is, this has been one of the most popular rollouts in recent years. Sales Teams love it.
What used to be a challenge to manage was this: SQLs moving through the sales process prior to a Deal going on the Board
With ‘Leads’ HubSpot have introduced a new object (essentially a ‘Sales Object’) which creates an easy to use qualification/disqualification process.

There are loads of other features and functionality too.

If you haven’t moved to using the new ‘Prospecting area’ do reach out to discuss the transition.

2) Conditional properties

This is very cool. 
Here’s what HubSpot say…

“You can set up conditional logic for properties so that only relevant options will appear for a record based on the record's value for another property.

This conditional logic is available only for enumeration property types, which includes dropdown select, multiple checkboxes, single checkbox, and radio select properties.

For example, you may have a Department property to indicate the segment a contact works in, and a Role property to specify their job title. You can set up conditional options for the Role property so that if a contact's Department value is Engineering, the only options that will appear for Role are Engineer, Engineering Manager, and Director of Engineering.'

You can set up conditional property options for custom enumeration properties, and the following default properties:

Company properties: Type, Ideal Customer Profile Tier, Lead Status, Industry.
Contact properties: Buying Role, Legal basis for processing contact's data, Lead Status, Number of employees.
Deal properties: Forecast Category, Deal Type.
Ticket properties: Category, Source, Resolution.

Source: HubSpot

3) Object create forms - Conditional properties based on Pipeline etc

Taking this idea of ‘conditions’ one step further…

“If your account has a Professional or Enterprise subscription, you can set up conditional logic so that certain fields appear or become required once a specific property value is selected. Conditional properties appear in addition to those included in the default record creator form.
For example, you can customize which properties are shown when creating new deals based on the pipeline a deal is added to. (Source)

4) Pipeline Rules

If you’re actively using the Sales Pipeline in HubSpot (why wouldn’t you be?!) then the ability to add ‘rules’ can be invaluable…

“To manage how users can create and move deals through a pipeline, Super Admins can set rules for their deal pipelines. 
The following rules can currently be enforced for each individual pipeline:

  • Set one stage where new deals can be created.
  • Restrict skipping any stages in the pipeline.
  • Restrict moving deals backwards in the pipeline.
  • Limit who can edit deals in certain stages.

For example, if you restrict users from skipping stages or moving deals backwards.”

5) Conditional Left Hand Side sections (now for PRO+)

You can now customise your CRM in a new way…

“Users in Professional or Enterprise accounts can also add, edit, remove, and rearrange sections in the record sidebar. You can include a maximum of 30 sections in a sidebar.”

This is a great addition to reduce unnecessary clutter on people’s brains.

6) Import - Activities

Something that’s been requested for a while is now simple to do…

“To add or update data in bulk, you can import files into HubSpot. You can import records, such as contacts and companies, or activities, such as an email sent to a contact or a meeting for an ongoing deal.”

7) CRM Development 

Finally, we have ‘UX Extensions’...

“HubSpot UI extensions enable you to customize HubSpot’s CRM record UI to suit your needs. UI extensions can interact with both HubSpot and external data so that you can quickly access data from within and outside of the account.”

This has to be the single coolest development for people working across different systems.
Loads of potential, depending on your business needs.