34 min read

HubSpot Sales Apps + Integrations, Part 2: Electric Boogaloo

Picture of Liz Moorehead Liz Moorehead Jul 30, 2024 6:25:06 PM

Inbound Strategy HubSpot Sales Hub Podcast

 

Hey everyone, welcome back to the podcast! I can't believe it, but we are celebrating a huge milestone – the HubHeroes podcast has turned two years old this month! Two years of sharing tips, tricks, and a whole lot of HubSpot and inbound marketing goodness. We've logged over 100 hours of podcasting, bringing you the best strategies and insights to help you become the ultimate Hub Hero for your organization.

💥 Related HubHeroes Podcast Episodes:

Now, let's talk about today's episode. We're continuing our deep dive into essential sales apps and integrations that can supercharge your HubSpot experience. Last time, we covered some incredible tools, and today, we have even more gems to share. We're talking about apps that can streamline your sales process, boost your productivity, and ultimately, drive more success for your team.

George, Max, and I are here to break it all down for you. From innovative solutions like Event Happily and Kixie to the robust capabilities of ZoomInfo, we've got a lot to cover. Whether you're looking for ways to automate your document creation, enhance your calling system, or better manage your sales data, this episode has something for everyone.

So, sit back, relax, and let's get into it. Here's to another fantastic episode filled with valuable insights and a few laughs along the way. Ready to become a Hub Hero? Let's do this!

Keywords

sales apps, sales integrations, communication tools, document creation, event leads, sales processes, efficiency, ROI, customer engagement, sales tools, integrations, HR Hub, Quote Happily, QuotaPath, Distributely, ZoomInfo, AirCall, mental health, physical health

Key Takeaways

  • Sales apps and integrations can enhance communication, automate document creation, and streamline sales processes.

  • Tools like Reveal, PandaDoc, Event Happily, and Kixie offer unique features and benefits for sales teams.

  • These tools can help improve efficiency, track ROI, and enhance customer engagement.

  • Sales teams should consider their specific needs and goals when choosing sales apps and integrations. There are several sales tools and integrations that can enhance the sales process.

  • The HR Hub, Quote Happily, QuotaPath, Distributely, ZoomInfo, and AirCall are mentioned as useful tools.

  • Mental and physical health are important aspects of sales.

And so much more ... 

Additional Resources

Episode Transcript

George B. Thomas: Man, I miss Devin.

Can I just

Liz Moorehead: Devon, come back.

George B. Thomas: Yeah, can I just throw that out? First of all, let's throw out that Nick from Fargo and Chad are now both in the chat pane. But let's, but let's throw this out there. Um, I miss Devin. And I'm officially wearing my Deadpool shirt because there has not been enough Deadpool on the Hub Heroes podcast.

Uh, if you're listening to this, go over to YouTube in about a day or two days or a couple of days from the time that you're listening to this. You'll be able to see the video. I went to the, uh, Deadpool and Wolverine movie. And at the end, I'm just kidding. No spoiler alerts, but it is a 9. 8 out of 10.

Max Cohen: Wow.

George B. Thomas: Great, great, uh, definitely a Deadpool movie without a doubt. So, but I missed

Liz Moorehead: excited to see it.

George B. Thomas: Yes,

Liz Moorehead: and just for our listeners at home, by the way, this is temporary. Devon will return or else. As we were discussing before we started hitting record earlier, I'm a little bit petty. I have abandonment issues. I struggle. Like Max was gone for two weeks and I didn't, I didn't cope well.

Did I cope?

Max Cohen: Hold on.

Liz Moorehead: alive.

Max Cohen: Hold on.

George B. Thomas: it's, yeah, be careful. You're opening up Pandora's box here.

Max Cohen: week I was gone?

George B. Thomas: gone. Yeah,

Max Cohen: was last week I was shunned? From the recording

Liz Moorehead: I'm sorry. Shunned. Shunned. I'm sorry. I got an all caps. Oh, thank God. I have work to do for that response from you. So let, let's, let's not throw stones, Maximus. Let, but you know what, you know what we should be doing? We should be throwing confetti right now, guys. You want to know why? Do you want to know why

George B. Thomas: Why?

Liz Moorehead: we turned two this month?

George B. Thomas: Woo!

Liz Moorehead: Hub Heroes podcast turned two years old.

George B. Thomas: years old. Man, that's crazy. It's, uh, time flies. Holy crap.

Max Cohen: that's kind of weird

Liz Moorehead: 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, like, mm. Yeah.

Liz Moorehead: than a hundred hours because I went back and did a quick calculation because sometimes we get a little

George B. Thomas: Yeah, we talk a lot

Liz Moorehead: an hour. We have, we have some thoughts, we haven't, but over a hundred hours of hub spotting and inbounding goodness.

George B. Thomas: So good. So good.

Liz Moorehead: So good.

George B. Thomas: Which we're gonna add to today, by the way. We're gonna, we're

Liz Moorehead: We are

George B. Thomas: today. So I'm, I'm happy.

Liz Moorehead: max. How do you feel about being two buddy? You look so excited.

Max Cohen: I'm so excited

George B. Thomas: I, I love

Max Cohen: actually so excited

George B. Thomas: I, I love Nick from Fargo says, Congrats, by the way. And then he said, Poor Noah.

Max Cohen: oh Yeah

George B. Thomas: 100 plus hours of editing that he's had to do for this.

Liz Moorehead: Think about how many hours of that is Max and I getting cut out for getting us

Max Cohen: Mm hmm true.

Liz Moorehead: Because Max and I do that equally, and it's definitely not just

Max Cohen: Yeah, we f ed up a lot.

George B. Thomas: real deal Holyfield is it's probably 200 hours, but we had to cut a hundred hours because of getting canceled.

Max Cohen: Mm hmm.

George B. Thomas: what it

Liz Moorehead: That was my favorite thing you ever told me, George. You told me that if Noah ever starts laughing at something I said, 99 percent of the time he should

Max Cohen: Yeah

George B. Thomas: We cut it. It's gone. It's on the floor.

Liz Moorehead: Kills me. But you know, it's not on the floor, George.

George B. Thomas: Today's topic. Boom. Boom.

Liz Moorehead: Today's topic. Thank you. 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 integration and to quote you, George, one of my favorite sayings that you have is grab a snack and a backpack and also pen and paper.

Cause we're going to 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, you're about to just throw up.

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. Um, 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 want to throw there. Uh, and I also think that you should pay attention to that. This is part two of a two part conversation around these sales apps. Actually this 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, um, with, with both of these, you're going to have a plethora of, uh, sales tools that will almost, I don't even want to use the word integrate, but integrate, but like just become part of your HubSpot arsenal.

And so, uh, yeah, that's what I'll say to that.

Liz Moorehead: I love that. Max, are you ready to kick things off for us?

Max Cohen: So ready to just kick everything with my feet Yeah, stub my toe. Yep. A lot of facts.

Liz Moorehead: do that. We don't have, we don't have

George B. Thomas: Nah, don't stub your toe.

Max Cohen: We don't have insurance

George B. Thomas: Hub Heroes. No, no workman's comp on Hub Heroes.

Liz Moorehead: 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 We're the only podcast I could get an OSHA violation

George B. Thomas: Probably.

Liz Moorehead: find a way I'm like the dinosaurs in Jurassic park, man. I will find a way. It will happen. Max, stop me though. Stop

George B. Thomas: world? Which one? Anyway, never mind. Go ahead, Max. Let's, let's roll into this.

Max Cohen: what am I?

Liz Moorehead: Hit me up with reveal.

Max Cohen: Oh, you want to talk about reveal? Yeah

Liz Moorehead: I do want to talk about

Max Cohen: So reveal reveal is super cool. So, um You know, I often make the distinction between apps and integrations, right? I would definitely call this like an integration. Um, but if you don't know what reveal is, um, reveal is an app that basically allows you to show overlapping, um, like customer data.

So what's really, really neat is that you're able to basically go hook your HubSpot CRM up to this reveal platform, right? Um, and essentially you can choose like what data you want to share with the platform and it's mostly like company and opportunity data, 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, sass companies that want to be able to do. I mean, the reveal works in like every industry. This is not like a sass specific thing, but it's through the context in which like I, you know, understand the best. Um, but it basically lets you go and find partners. That also, uh, basically will share their, like customers share their prospects.

Right. And what you can do is when you connect with them, you can find overlaps. So it's really cool as you can see, Hey, you've got this customer that you're talking to, right? We're also talk to them or they are a prospect of ours or they are a current customer of ours. 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, um, you know, uh, big app vendors that they work with. Yeah. Um, and like, I think they're encouraging like a lot of HubSpot partners to use it too.

Uh, we used it for a while over at Happily until we, we built something that worked a little bit better for us. 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 platform.

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. Right. Um, and they've got a really tight integration with HubSpot, right? So like it pulls in your company records and pulls in your account records and pulls in deal.

Deal data, things like that. Um, 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, 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 get, you know, introductions to people that you may have been struggling with, right?

So. Definitely check out reveal and they've got again, tight integration with HubSpot. It's really cool.

George B. Thomas: Hmm. Nice. Nice. I like that Nick says the value is in the overlap. Very, very smart words there.

Max Cohen: Yeah, a

Liz Moorehead: I love that.

Max Cohen: little good overlap.

George B. Thomas: Yeah.

Liz Moorehead: what you got? What you got for me? We're starting with Zoom info, right?

George B. Thomas: Uh, no, actually I decided to skip Zoom Info. If we have time, I'll go back to Zoom Info because, I mean, it is, it is a monster. I actually want to talk about, um, PandaDoc, and, and I'm going to 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.

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, uh, thing that you can do that might be better. And so PandaDoc is definitely one where you're doing like e signatures or, um, maybe you want to have a quote or a document that has a video in it, or maybe you want to like customize it a little bit more, um, Um, basically you can streamline your sales team.

Um, you can automate document creation process. You can track statuses, uh, with HubSpot. There's real time, like closing deal details that can happen and it can be around there. They, they literally, um, 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, um, properties or tokens or personalization that you can do in HubSpot.

It kind of comes over into Panda doc. And what's really cool too, is. You can actually do most of the work PandoDoc 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, um, proposals, quotes, contracts, um, 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

Liz Moorehead: yeah. That was going to be my question to you, George, because 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, uh, leaders who are listening to this podcast might find better with PandaDoc.

George B. Thomas: 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. Like being able to put videos or 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 at

Liz Moorehead: To be 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 Panda docs, like that's, that's cool by me, bro.

George B. Thomas: more companies. I think three is enough. I'm kind of done with like, the company thing at this point,

Max Cohen: can I, uh, can I give a shout out to a, uh, a, a quote, a HubSpot quote template design God out there in the universe? Um, his,

George B. Thomas: you also introduce me after

Max Cohen: yeah, absolutely. His name is Kevin,

Liz Moorehead: all about HubSpot deities.

Max Cohen: Kevin Mead. Yeah. Uh, M E A D, Kevin Mead, he's at a HubSpot partner agency called Erabond, E R A B O N D. Uh, this guy whips up delicious HubSpot quoting templates.

So if anyone needs a custom quote, hit your boy up. Uh, he's great. They do like, they do all the other services too as well. But I think they, I might be wrong. I think they focus mostly on like, SaaS companies, but he builds lots of custom. HubSpot quotes,

George B. Thomas: You'll have to throw those deets in the slack chin

Max Cohen: I will. I'll send him, I'll send, send you everyone his way.

Um,

George B. Thomas: Beautiful. Woo!

Max Cohen: this is funny because you're talking about HubSpot quoting and you're doing some wild foreshadowing on my third item here. Um, but let's talk about event happily for a second. I'm going to

Liz Moorehead: Yeah, let's

Max Cohen: we're going to, we're going, Maxi's going into full shill mode. This episode is brought to you by, no, I'm just kidding.

Um,

George B. Thomas: You can

Liz Moorehead: Popsicle here. Big Popsicle alert.

George B. Thomas: you

Max Cohen: you want to know something funny?

George B. Thomas: Dax Hey, hang

Max Cohen: yeah,

George B. Thomas: say it, it'll just cost Dax 1000

Max Cohen: say slappily.

George B. Thomas: for this whole episode.

Liz Moorehead: a good show. We love a

Max Cohen: You know, it's funny actually, you guys always tell me that I, I, uh, I shill for Big Paleta, the demo site that we built for Event Happily, I made a fictitious company called Big Paleta all because of it. So if you go there, it's all just Big Paleta stuff. Yeah, it's awesome. Anyway, that's all just because from you guys making fun of me, um, so We'll talk about event happily for a second, Max, why are we talking about event happily on a, uh, on a conversation about sales apps, right?

George B. Thomas: tell. Do

Max Cohen: I will tell I absolutely will tell. Um, so event happily when we originally built it, um, it was all about, you know, uh, helping, you know, companies that host their own events on HubSpot, right? So. We host a webinar, we host a live event, we host a hybrid event, whatever, right? Um, and that's kind of, it's still sort of, it's like primary, you know, sort of use case, but we started shopping it around and like showing it to people.

The big feedback that we were getting from folks is like, Hey, this app is awesome. However, um, 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 and they want to start getting an understanding of how much that effort or how much that juice is worth the squeeze, right?

Um, and so we're like, huh, that's interesting. And we kept hearing it, we kept hearing it, we kept hearing it until we finally gave in and we're like, you know what? You're right. There is a whole sort of like other side of the coin here, uh, for this app. Right. And so what we ended up doing is we built in some new features called, uh, 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 2024, we're going to dream forest, 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 backend.

And then we have a workflow action that basically says like, cool, here's a form, go set it up on your iPad, go put it on your sales reps, phones, do whatever. And as they go around and meet people, all they got to 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. 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.

Um, if you're in a situation where it's like, Hey, you know what? 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 want to 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 got to spend hours. Uh, you know, manually associating stuff or check it off some stupid box in a drop down field or whatever, right? 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, uh, 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. 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, this Here's the person, here's the event that they were met at, and here's what you talked about, right? 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. Awesome. So like, you don't have to be someone that even went to the event, or even if you did, you don't got to worry about how you're capturing those stuff. It's all neatly waiting for you in your HubSpot portal when you fly home. Right. 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 and depending on the, uh, criteria that you set in the workflow action field, uh, or fields for like, how far back do you want to look?

What type of events are you looking at? How many events do you want to associate all this different stuff? You basically like set up your own deal attribution like methodology. 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, uh, 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 sales people don't have to worry about like attributing stuff manually. They just do their thing. They just sell.

Right. And you don't have to deal with any of it. So it's, it is so cool. It was such a big problem that like, even I saw a long time ago when I was doing a lot of onboarding stuff, Um, 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 setting your sales teams to events, you got to check out event happily. The whole setup takes like 45 minutes and then you're kind of set for every event you go to, you're good. Yeah,

George B. Thomas: Love it. That's Is

Liz Moorehead: freaking outstanding.

George B. Thomas: I, I love event happily for so many different reasons that being one of them on the side sale side, but, uh, we rock that out here at sidekick strategies as well for our events. Uh, we're using it for our super admin training, which is a 12 week training that we're doing. And it's, uh, it's super cool to sit back and see how it all works.

Very, very good. Uh,

Liz Moorehead: might call it

Max Cohen: Mm hmm.

George B. Thomas: without a doubt. I like that. So, um, yeah. I like that. Yeah, maybe, maybe I'll coin that. I might start using that, Liz. I might start using that

Liz Moorehead: Thanks. I came up with it all by myself. Came up with it all by myself.

George B. Thomas: Uh huh. So, uh, so I'll go into the next one, which, by the way, uh, this next one, uh, Kixie, I had the opportunity last year at Inbound.

To, uh, go out to dinner. Uh, actually they took me and my family out to dinner, uh, 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 show. I'm just kidding. I'm just kidding.

Liz Moorehead: Well, no, cause we had David from Kixi on the podcast. He was on episode 68

George B. Thomas: Yeah, we did. We had them on the podcast.

Uh, the relationship started though breaking bread over inbound. It was super fun, uh, actually spending time with them. But Kie is a, a sales and, uh, engagement platform, basically, obviously integrates with more CRMs, but we're here to talk about the, the fact that it integrates with HubSpot. And it enhances communication for your sales team.

And really I have only one bone to pick with them. If you go to the website, uh, and Liz, you know, I'm going to like get on my soapbox for a second. It has the H1 header of AI driven communication. And I'm like, ah, It's human driven AI assisted, but whatever. I'm never going to let that die. Like it is about the humans, but it has this intelligent call system,

Liz Moorehead: Wait. I'm sorry. It's, it's, it's about the what? It's about

George B. Thomas: oh, it's about the humans

Max Cohen: What's that?

Liz Moorehead: There we go. Thank

George B. Thomas: and so, um, 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, um,

Liz Moorehead: You did it on our other podcast. Almost.

George B. Thomas: I, I, I find out that I start to just say it like humans, like with my normal voice even, but anyway,

Liz Moorehead: I wish Max had been there. Our last podcast was about humanity and I thought George was going to explode.

George B. Thomas: I, my brain just wanted like, yeah, like if you haven't, it's a totally different experiment, experience with beyond your default, uh, dot com and beyond your default podcast, but, um, 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, uh, real time analytics, SMS, call recording.

Um, 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 SMN, SMS templates, uh, call center feature, click to call feature.

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 by the way, this is. And again, not throwing any shade, but this was pre HubSpot phone numbers. I was using Kiksi as like my calling system. And by the way, I'm going to talk about another calling system in a little bit.

And Kiksi actually replaced the one that I'm going to talk about in a little bit. And the only thing that replaced Kixi 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, uh, what I want and what I don't want from an organization.

But if you're a larger organization, medium size or larger, Kixi is the jam when it comes to the plethora of tools that you can give people around SMS, phone calling, um, their, their power dialer is off the fricking chain. Anyway, uh, so definitely check out Kixi

Max Cohen: Also, call queues. Don't forget about call queues, KC. 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 KC can see who to call. It's like, so, you really want to tie together like, the simplest way to do a call queue.

HubSpot form submission to getting a call from somebody. It's like one workflow action. It's

George B. Thomas: Yeah. Yeah. The, yeah. And that's the thing I want to say with what you're saying, Max. The amount of workflow triggers you have for Kixie inside of HubSpot, uh, it's almost obnoxious in a good way, to be honest with you.

Max Cohen: It's sick. Um, also shout out to Sabrina, uh, partner manager who I've been talking to lately. She's absolutely wonderful. Uh, so if there's any HubSpot partners out there looking for. A partnership with Kixi. They got a pretty sweet deal for HubSpot partners. So go hit up Sabrina at Kixi. Um, is it on me?

Is it on me? Am I next?

Liz Moorehead: We're on you, buddy. We're on you, buddy. I have no apps except a dream. It's just you.

George B. Thomas: I should

Liz Moorehead: here for

George B. Thomas: an app. I should build an app so that I could use my podcast to shill

Max Cohen: You really should. You really should.

Liz Moorehead: my God. Can we have an app on an app so we can app our app to

Max Cohen: Oh my god. Exhibit.

Liz Moorehead: That's

George B. Thomas: that's

Max Cohen: Yo dawg.

Liz Moorehead: That's what's

Max Cohen: We heard you like, we heard you like platforms, so we built a platform on your platform so you can

Liz Moorehead: your platform. So you could

Max Cohen: while you platform, dude. Well, how's it going,

George B. Thomas: about platform shoes right now? Is that weird that I'm thinking about platform

Max Cohen: Nah, it's

Liz Moorehead: Yes, because you're out on the Davenport with your veranda.

George B. Thomas: Yes, this is true.

Liz Moorehead: talk to us. Oh

Max Cohen: Santa. That's a bluey reference anyway. Um, so

Liz Moorehead: my God. Exhibit to Bluey. What a

Max Cohen: yeah. Um,

George B. Thomas: Saleem. Saleem says you should build the HR hub. That's not an app That's an entire hub brother.

Max Cohen: that's people Hub, dude, people, hub's coming, I guarantee

George B. Thomas: No, that's the HUMAN HUB

Max Cohen: Hub. Uh

George B. Thomas: Yeah

Liz Moorehead: Oh

Max Cohen: oh, the human hub. Wow. Um, Where was I? Okay, I, I gotta be, I gotta be careful.

George B. Thomas: Why?

Max Cohen: know what? Dax has been doing a

George B. Thomas: are we ever

Max Cohen: Dax has been doing a little leaky, little leaky deaky here and there on LinkedIn. So I feel, I feel, uh, I feel, I feel this, I feel this, uh, I feel, um, Like I can, I can start to say some stuff.

I mean, there is a

Liz Moorehead: like we are watching Max try to stay employed

Max Cohen: I am trying to stay employed. I am

Liz Moorehead: like I want to stay employed. I

Max Cohen: I am trying to build, I am trying to build FOMO. I am trying to get, uh, people starting to get stoked. Um,

Liz Moorehead: Are we trying to drive demand?

George B. Thomas: Are we trying to hype him up?

Max Cohen: and drive demand. Um,

George B. Thomas: up.

Max Cohen: What's that, brother? Alright, so,

Liz Moorehead: Ooh.

Max Cohen: so, uh, you kind of, you kind of alluded, alluded, and kind of did a little bit of a foreshadowing, uh, earlier on it, George.

Um,

Liz Moorehead: Oh, look at Salim. Can we quote

Max Cohen: yeah, chill out. Alright, so, um, We do not quote me on this. Um, I will say, I'm going to say, look out for this late summer is, is what I will say in the general vicinity of late summer, right? Um, we are going to be launching our kind of new big app, um, called quote happily, right? Um, and the, that'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. Alright? We are going

George B. Thomas: what? Rewind and say that again?

Max Cohen: We are making HubSpot quoting great again. It's the easiest thing about it. We are, uh, we

George B. Thomas: need a hat for that.

Max Cohen: adding, um, I want to say, I want to call it like four big, like four big chunks that HubSpot quoting is really missing, um, and it's really all based on a lot of the feedback that we hear from From partners and from sales reps, um, about like why people don't go with HubSpot quoting, right?

There are other quoting platforms out there, right? 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: way, listeners, Max is using his arm and his

Max Cohen: my arm.

George B. Thomas: to measure things, so if you're like, I'm lost, go watch it on YouTube. Go ahead,

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. 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 they need.

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 kind of goes up market. Right?

George B. Thomas: weird that I'm getting, like, excited right now?

Max Cohen: yeah, no, it's not weird. You should be getting very excited.

So 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, um, some tools around rules. Which provide a lot of governance, guidance, and guardrails.

So make sure your, your reps can quote confidently, right? So, yep. We're also, yo, Selim, chill out. Delete that from the chat, my dude. Um,

Liz Moorehead: What chat? We're not looking at anything. What? Nothing.

Max Cohen: we're also introducing some tools that make approvals very, Uh, advanced is the way I'll say it. Um, and then, I don't know if this is gonna be V1, we're also gonna be tackling things like Uh, price books and, uh, product, um, bundles and things like that.

Right. So don't quote me on exactly what's it going to be available at launch. I'm pretty sure it's mostly going to be rules and stuff, but that could change. Right. Um, but we're going to be giving a whole new sort of like second life to HubSpot quoting, uh, which it desperately needs. Um, and it's going to come in at a really competitive price point.

I'm not going to say exactly what it is. I'll just say it's extremely, uh, competitive. reasonable. Yeah, very reasonable. Um, so if you're a company that loves HubSpot quoting, but you're missing things like, oh, people can just kind of quote whatever they want. We can't control it. Or approvals are a total pain in the butt.

Or, uh, you know, we need more advanced stuff around like, you know, uh, price books and pricing and, and things like that. We're, we're, we're coming. Help is on the way, dear! That's what I'll say to take quote. To quote the late great Ms. Doubtfire, right?

George B. Thomas: and that was not even like a button. That was just your real

Max Cohen: yeah, yeah, um, so it's gonna be sick.

Liz Moorehead: regular hype.

Max Cohen: gonna be sick.

I probably said too much. Um, but you know,

George B. Thomas: Doubtfire for Halloween just after

Max Cohen: I should, I will. I'll go dress up like her now, I don't care. Um, but, yeah, it's gonna be sick. I think it's gonna be HubSpot sales user's favorite new, uh, thing. And, uh, 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. Yep,

George B. Thomas: Um, I'm, I'm excited ear to the ground. Uh, obviously I need the alpha of the alpha beta that is like when we can use it, cause I'm, I'm down for that testing ability, the next one I'm going to mention, and again, it's kind of like I did last time I did like two of almost the same thing, like I did surf and then I did, uh, hub bleed.

Um, I did. Just a little bit ago. Now I'm going to talk about Aircall because, you know, using the right phone system makes sense. Um, Aircall obviously is a cloud based phone system. It's designed for modern teams. Um, some things that I loved about it. Listen, one thing that's really cool is they have a mobile and desktop applications.

Uh, there's call recording and coaching in there, which. You know what we have that in HubSpot too, but Hey, it's all good virtual phone numbers. There's collaboration tools. One of the things that I really liked was the auto routing to voicemail. Uh, 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.

Um, cause I wanted the. 

Liz Moorehead: that. We're going to need that.

George B. Thomas: to be able to, uh, yeah, to be able to call me,

Max Cohen: That's good.

George B. Thomas: call me old school maybe, but, um, I still think that's a viable way to communicate. Um, I really love their analytics. I absolutely love that their analytics HubSpot dashboard.

Which is really dope for people that don't want to leave HubSpot. And again, it's, it's pretty much like a seamless integration. 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, you Literally, you can't go wrong if you put Aircall and Kixi against each other and just figure out which one works best for your actual needs.

Because both of them are pretty dope systems. Um, they've been around for a good while, both of them. Uh, 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 Moorehead: We're doing a lot of squeezing today, guys. Like a lot of squeezing.

Max Cohen: this is a big juicing episode.

Liz Moorehead: Love

Max Cohen: We're big on

George B. Thomas: I feel like I want a smoothie now after that, but okay.

Max Cohen: Yeah.

Liz Moorehead: I want a smoothie.

George B. Thomas: I love

Max Cohen: me too.

Liz Moorehead: this?

George B. Thomas: not sponsored, but I love me some Smoothie

Max Cohen: Eww.

Liz Moorehead: 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 a little 

George B. Thomas: uh,

Max Cohen: Mmm. Oh,

George B. Thomas: I, I,

Max Cohen: great until you said collagen, because I just feel like that, that sounds gross. I don't know what that is.

George B. Thomas: It,

Liz Moorehead: It's good for my knees. It's good for, it's a little, it's good for my knees and joints. I'm an old lady,

Max Cohen: I think collagen, I just think of like, like rendered turkey gizzard

George B. Thomas: oh,

Max Cohen: fat. I don't know why I think collagen is that. I, you

Liz Moorehead: George, take us back to

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 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, lemon trim, no sugar, or the actual like pineapple mango.

Max Cohen: With extra collagen,

George B. Thomas: No, no

Max Cohen: dude, you want to know what freaks me out just as much as collagen? Bone, bone broth.

George B. Thomas: Oh.

Liz Moorehead: Awesome. Okay. Loving where this is going, gentlemen. Okay. 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: be

George B. Thomas: I'd sell my

Max Cohen: That's why they need that DoorDash integration.

Liz Moorehead: the app we need to

George B. Thomas: Yeah, uh, uh, HubSpot Smoothie King app. That's

Max Cohen: Uh, I put croutons in my smoothies anyway, um I'm, just saying you want to take a green smoothie and just like kick it up a notch Go ahead and just drop some chatham village garlic butter croutons Blend that up

George B. Thomas: Margo? N

Max Cohen: What yeah,

George B. Thomas: Mac's ordering a

Liz Moorehead: ordering a

George B. Thomas: Gizzard Bone, uh, Bone Broth Smoothie.

Max Cohen: why does that like

Liz Moorehead: Nick from Fargo 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

George B. Thomas: Oh,

Max Cohen: seen me absolutely

Liz Moorehead: the rosemary croissant croutons from Trader Joe's.

George B. Thomas: have another app? Because we're

Max Cohen: I have, I have two. Can I have kid

George B. Thomas: All right. All right. Well, give us

Liz Moorehead: Go. Go for it, buddy.

George B. Thomas: Give us one.

Max Cohen: huge shout out to my buddies over at quota path. You know, quota path is

Liz Moorehead: up, Quotapath?

Max Cohen: quota path is a commissions platform. So you can actually hook your hub spot account into quota path and quota path will take your deal data. I'm probably not doing it justice here, but 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, uh, 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. He's in there.

George B. Thomas: in the

Max Cohen: Chad's, Chad's in the chat. He's a fan of QuotaPath. It's sick. Go look at it. That's one. The other one I want to mention, uh, from our friends over at New Breed, Might have heard of them.

They're another big HubSpot partner. Um, yeah, everyone knows those

Liz Moorehead: 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

Max Cohen: I asked permission.

Liz Moorehead: it feel?

George B. Thomas: I know I did

Liz Moorehead: then he said, give us one.

George B. Thomas: yeah, but

Liz Moorehead: No, Max, you go ahead. You be free. This is a lesson learning

Max Cohen: No, no, no.

George B. Thomas: fault him. I

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 want to give a shout out to Distributely, dude. So distributely, yeah, lots of these, right. So new breed makes this, makes this app called distributely, which basically is like, so you know how like in HubSpot, when you're doing like lead rotation and workflows, right.

It's like that on a, on a. Completely different level, right? Um, 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, man, if you use a workflow action, I 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 ended 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. So check out Distributely.

George B. Thomas: Nice.

Liz Moorehead: Love it.

George B. Thomas: Sweet.

Liz Moorehead: love it. George, did you have one more for us or was that

George B. Thomas: Ah, that can be it. Like, I was going to mention ZoomInfo, but I think everybody on the planet knows about ZoomInfo and how it can enrich their data and how it might

Liz Moorehead: What about the one,

Max Cohen: I, can I be honest, George? I don't, I don't know. Like I

Liz Moorehead: it for Max. Do it for Max,

Max Cohen: like where, like, so to me, like my brain goes, Oh, well HubSpot already has HubSpot insights. So why do you need something like

George B. Thomas: that's company. That's, that's,

Max Cohen: Yep. So that's why I want to hear you say what you want

Liz Moorehead: So we need to go to

Max Cohen: don't know. Okay.

Liz Moorehead: Take us to zoom

George B. Thomas: Well, I don't know about going to school, but like, um, Yeah. Basically what it does, it's an enrichment integration. So, uh, it'll infuse like technological data, revenue, location, company attributes, um, more data points, info. Um, it maintains a consistent environment by standardizing the information flowing into HubSpot, uh, decreased time to action with better lead scoring, access, uh, reporting dashboards to monitor database health, and more.

Uh, 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. This is definitely larger, more robust than like the insights tool, 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, well, I don't know, I don't know, well, I don't know if I can say, dang gone it. I got an email, but that

Liz Moorehead: be

George B. Thomas: I can talk about it.

Liz Moorehead: You know what?

Max Cohen: Chat's talking about things be

Liz Moorehead: Fargo in the chat,

George B. Thomas: yeah, yeah, I think things be changing. And so,

Max Cohen: I didn't get no email.

George B. Thomas: there, there, I got an email, uh, that they're not doing something for the foreseeable future. Because something's changing about the thing that I might have mentioned in about the last 2 to 3 minutes.

Anyway. I'm going to end it there, but, but 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 a 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 zoom info integration, because they've already got zoom info and they just want to 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, cause you got to remember there's people who are coming from that have never used HubSpot before and want my toys to play nice with it. And then there's a whole group of us that are coming from the HubSpot side.

And we just want to 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 and it'll like dump in a bunch of info about it or

George B. Thomas: Companies, contacts. Um, yeah. And by the way, it's not cheap,

Max Cohen: The most inbound y thing in the world? 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? Mm hmm. 

George B. Thomas: generate lists. Uh, I'm not sure about the workflow part, Max, but I know you can have a zoom info lists that

Max Cohen: import them into HubSpot.

George B. Thomas: yeah.

Max Cohen: Yikes.

George B. Thomas: yeah, I mean, but not in a bad way. I, you know, well,

Max Cohen: Dependent with great power comes great responsibility.

George B. Thomas: that's the thing. If you're a good human, you use the tools in a good way, but there might be some potential to like having a possible.

Max Cohen: Send it, send them a email marketing email to all of them without their consent. Yeah.

George B. Thomas: maybe, but But still, you know, yeah, anyway, but like the tool.

Max Cohen: your gmail account take the hit on that one boys. All right. Yep.

Liz Moorehead: So to wrap up this conversation, hopefully next week when everybody joins us, Max will still be employed. Uh, George will not be in trouble. And you know what, guys, let's be honest, uh, out of the three of us, I have been the most well behaved,

George B. Thomas: that's cuz you didn't really say much. 

Max Cohen: Oh

George B. Thomas: just kidding Did you see that look max? I'm in

Max Cohen: You're gonna you're gonna die

George B. Thomas: I'm in trouble.

Liz Moorehead: Hi, George.

Max Cohen: Oh you idiot

George B. Thomas: Wow, that was never

Liz Moorehead: Get ready for uncomfortable questions about your

Max Cohen: Oh

Liz Moorehead: our Monday morning recording. I hope you're excited.

George B. Thomas: yeah, if you want to tune into a hot fire one beyond your default, uh, Monday is probably going to get real exciting after that

Liz Moorehead: We're talking about mental health, so it's going to be super

Max Cohen: Yo, W Mental Health, that's sick.

George B. Thomas: Yeah, we are. Yeah, we're talking next two weeks. Next two weeks, Max. By the way, uh, 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 topics. Anyway, are we done here? Can I get out of here without being in trouble?

Max Cohen: you're f you're f

Liz Moorehead: since I'm a useless potato, why don't you take us out? You don't need me.

George B. Thomas: didn't say,

Liz Moorehead: take us out?

George B. Thomas: uh, first of

Liz Moorehead: I'm a youth. No, it's fine. It's my small woman brain. I just can't hold that many thoughts in my head.

George B. Thomas: didn't say useless potato. I just said

Liz Moorehead: heard. That's what I felt in my heart.

George B. Thomas: well, okay, first of all, ladies and gentlemen,

Liz Moorehead: George, what should our listeners, what should our listeners take from this

George B. Thomas: uh, they should take away that you should

Max Cohen: Yeah, George, George, tell him tell him what Liz didn't tell him this episode.

George B. Thomas: yeah. Well, what Liz forgot to mention on this episode? No, I'm just kidding. I'm just kidding. my God. Keep digging. Keep

Max Cohen: Oh God, I love this.

George B. Thomas: here's the deal.

Liz Moorehead: you need another shovel or are the two in your hand enough George?

George B. Thomas: I think two are enough. 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 the episode 86. After, 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. There's, 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 Moorehead: I'm already doing

George B. Thomas: Hey, there we go. See, you're awesome. And that's where we'll end it. Liz is awesome. That's the end of the podcast.

Liz Moorehead: birthday.

George B. Thomas: Yay. Hub heroes. Happy birthday.