• Comparison Table
• Freshmarketer
• Freshsales
• Hubspot:
• Pipedrive:
• Opportunity tracking
• Maintenance is key!
• Active Campaign

Comparison Table

Freshmarketer

Freshmarketer:

• Tracking code on website - If Bob Smith from Comcast came to the website from a linkedin post or social media post.
• Is there a way to track IP addresses that come to the website e.g. this person is from company x
• CRO function
• No - Tracking is only using cookies.
• Can see whether someone is going in from mobile device or desktop.
• More detailed tracking only happens when it’s through a contact e.g. through email campaign, landing.
• No integration with linkedin
• Need to use zapier
• There is an option called CRO which can identify visitors and web analytics. Needs to be purchased separately.

Freshsales

Enabling auto-creation of leads

1. Make sure your email is connected to Freshsales (Top right after you login under your name >> Settings >> Connect Email)
2. Enable “auto-create LEADS from mails” (do NOT auto-create CONTACTS). If you don’t do this, then using the BCC email address below will not do anything to add leads to Freshsales CRM.
3. When you send emails to relevant/important contacts (NOT all contacts-many people we email are not relevant to the CRM), then BCC your dedicated BCC email address. This will then automatically create a lead on Freshsales.
4. Once a week, you have to go and convert all Leads into Contacts and give it the appropriate tags.

5. If you want to exclude certain domains where emails/leads are captured, they are under Admin Settings >> Incoming Emails

Contact Status

• Unqualified - Never met or spoken (better than keeping a lead because I want to know all the different people within the same firm that I have not spoken to)
• Qualified - Call had a meaningful conversation
• Qualified - Met - had a meeting with them as well (or a conversation + a meeting)
• Active Lead - have received deals from them unprompted

CRM

Basics

• Connect Emails
• Exclude emails sent internally between team members. Email blocking
• Ability to write formatted notes
• Integations
• Marketing
• Support tickets

Bonuses

• Automatic company profiles

Can I automatically notify someone when I have created a meeting note? Or can I at least share the newly created note with someone on the tool?

Freshales

• How do I see all notes entered? I’d like to get an automated report
• How do I see all sales activities in the last 24 hours report? Not just one type of activity
• I want to see all emails sent? Not just the aggregate.

Purpose of Team email Where can I add tracking code to the website

• Is there a add-on that allows notes to create dot points
• At the moment there is no functionality
• Pull a report for all meeting notes from this sales staff
• This functionality doesn’t exist as it’s a broad text field.
• LOOK AT CPQ IN FRESHSALES - How does this work? Is it part of our existing package.
• Admin settings CPQ module
• Ability to add products to the deals
• Ability to add multiple products and override the price or discounts

Next steps:

• A/B testing and CPQ - Do a demo

Hubspot:

Costs:

• 1. Professional Level - Combination of SalesHub and Marketing Hub (Similar to Freshsales and FreshMarker) with integration to SoPro. This level will not allow you to use across multiple businesses and we will have to purchase separate licences for each business we own)
• 1 year subscription, billed monthly £1,138.69/mo
• One-time purchases £2,860.00
• 2. Enterprise Level - This level is required if we wish to use HubSpot across multiple businesses that we own. It allows HubSpot to be split across multiple 'Business Units'
• 1 year subscription, billed monthly $4,700.00/mo (£4,012/ month)
• One-time purchases $6,500.00 (£5,197)
• Apart from the integration with SoPro, need to ask what additional functionality that Hubspot has over Freshsales or Fresh marketer. Is the additional functionality and integration worth the price?

• Sales Hub - Primarily CRM tool is called which is equivalent to Freshsales
• Integration with SoPro via API
• Strong in website analytics and viewing user sessions on website
• Native Integration with social media e.g. linkedin, facebook. Superior integrations and management of social media compared to Freshsales.
• Ability to track what is happening on website - Native integration with wordpress
• Strong in website and customer analytics
• Costs £369 per month for professional and scales up depending on users

• Marketing Hub - Marketing CRM tool is called which is equivalent to Freshmarketer.
• Lead scoring mechanism based on criteria
• Create email campaigns for marketing - Function to subscribe, unsubscribe, compliant with GDPR etc.
• Create newsletters, email shots to update mailing list about new blogs
• Can only link one portal to the sales backend. e.g. So marketing can only link with one website.
• Costs dependant on number number of marketing contacts (users) - Email campaigns and automation (adds) - For 2000 contacts its £655/ month.


Follow up call: Wednesday 25th May

• What additional benefits do Hubspot have over Freshsales or Freshmarketer apart from the integration?
• Want to see the integration with SoPro and what the workflow would look like.
• Run through how the output of SoPro integrates with the SalesHub and Marketing Hub?
• What does it look like from a HubSpot dashboard?
• What is included in the set-up? Will it include migration of data and contacts as we are currently using freshsales and freshmarketer
• One hubspot account to manage multiple companies.
• If we want individual accounts (one for each company we own with a unique user) will we require separate marketing hubs and sales hub?
• Can we achieve this with Business Units?
• HubSpot Business units - this is where you can add the additional domains
• What does it look like?

Will need enterprise for business units to separate company A, B,C under the common umbrella. Slightly more onboarding fees.

Opportunity tracking

Use a methodical approach to track ongoing pipeline throughout all stages of the deal process.

Elements to include:

• Account Name
• Opportunity Name
• Customer Type (i.e. new or existing)
• Expected Close Date (ECD)
• Sales Stage (SS) - see table 1 below
• Forecast Category (FC) - see table 2 below
• ARR Value
• ARR Gross Profit (either % or £)
• Comments
• Next Steps

Maintenance is key!

It is important to keep in mind that the pipeline is only as good as the information in it. Therefore, it is vital to ensure the sales team is accurately capturing and properly maintaining the pipeline data.

Key metrics to ensure proper maintenance:

• ECD is not in the past
• Opportunities with expected close date in current PP but are NOT part of Commit or Upside (or vice-versa - opportunities with close date in subsequent PP but are part of Commit or Upside in the current PP)
• Opportunities in Commit or Upside FC for current PP but are not on the CRM at all
• Opportunities in early stage SS (e.g. Plan, Create, Qualify) but are either a) expected to close in current PP or b) have a FC of Commit or Upside. This is still possible but we have to understand whether there is sufficient time in the current PP to deliver the sale.
• ECD in the current PP should all have FC of Commit or Upside (and vice versa)

Active Campaign

• + Good functionality Good user interface Comes with Smart Forms
• CRM is limited and does not include leads function Sub-par support