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Epic HubHeroes HubSpot Sales Hub Integrations + Apps Roundup, Part 1 (HubHeroes, Ep. 86)

"Anytime you can save a human time, you've probably created a new friend."  β€” George B. Thomas

This week, we're diving back into the deep end of one of our favorite topics β€” a topic we haven't touched upon in awhile β€” and that's the HubSpot Sales Hub. Specifically, we're talking about the incredible superpowers you can harness for your sales organization through the strategic and smart use of integrations and applications.

πŸ’₯ Related HubHeroes Podcast Episodes:

But what makes HubSpot Sales Hub apps and integrations so stinkin' special? Their ability to enhance customization and streamline processes for businesses. By integrating various apps and extensions, users can tailor HubSpot to meet their specific needs, making it more efficient and effective. These apps not only save time but also elevate the user experience by providing unique solutions to common challenges.

With a human-centric approach to selecting apps, businesses can improve productivity and accelerate growth. The combination of different apps can create powerful business systems that offer a competitive edge in the market. So, the real magic lies in the ability to harness the power of HubSpot Sales Hub apps and integrations to create a tailored solution that drives success.

In This Episode

This week, George, Liz, and Max discuss the importance of integrating apps and extensions with HubSpot's Sales Hub. They emphasize the need to customize HubSpot to fit specific business needs and highlight the benefits of using apps to streamline processes and save time. They also discuss the mindset shift required to view HubSpot as a customer platform rather than just a CRM.

George and Max share their favorite apps and integrations, including Surf, Hublead, LinePilot, Org Chart Hub, GeoMapper, Distributely, Apollo.io, and Clearbit. Apps are a powerful way to buy back time and accelerate growth. They encourage listeners to explore the possibilities of combining different apps to create unique and powerful business systems. The conversation will continue in the next episode with more app recommendations.

Keywords

HubSpot, Sales Hub, apps, integrations, customization, customer platform, CRM, time-saving, human-centric, sales apps, integrations, productivity, efficiency, Surf, Hublead, LinePilot, Org Chart Hub, GeoMapper, Distributely, Apollo.io, Clearbit, business systems, time management, growth acceleration

Key Takeaways

  • Integrating apps and extensions with HubSpot's Sales Hub allows for customization and streamlining of processes.

  • Viewing HubSpot as a customer platform rather than just a CRM opens up possibilities for extending its capabilities.

  • Using apps and integrations can save time and make the user experience more efficient.

  • Taking a human-centric approach to selecting apps and integrations can enhance the user experience and improve productivity. 

  • Use sales apps and integrations to buy back time and increase efficiency.

  • Combine different apps to create custom business systems that meet your specific needs.

  • Look for one plus one equals three moments when combining apps with HubSpot.

  • Explore the possibilities of partner-led sales motions and data enrichment.

And so much more ... 

Additional Resources

Episode Transcript

George B. Thomas: I don't give a f

Max Cohen: He got fired.

Liz Moorehead: Oh my god, don't say that! Maximus! Take that back. Happy Friday, everybody. Well, when we record this. Happy next week in the future!

Max Cohen: Happy whatever day it is for you right now.

Liz Moorehead: whatever day it is. Guys, I gotta be pretty honest. So, George, Max, let's be real for a moment. I know we're gonna get excited once we get into this topic because, George, there's nothing you love to talk about more than how to Make HubSpot wrap around your business.

And specifically, we're going to talk about it from the sales perspective

George B. Thomas: I do love that.

Liz Moorehead: but I think we need to acknowledge for our listeners at home, the energy is extra spicy today.

George B. Thomas: It's Friday! That's all I'm gonna say.

Liz Moorehead: We're fine. We're thriving. We're doing great. We weren't just talking about how George was up at 4 45 this

George B. Thomas: Well, I was in my office by 4. 45, which means I had actually showered and brushed my teeth before that time. Um, by the way, it is also a payroll Friday, so maybe that's part of the spiciness. I don't know.

Liz Moorehead: That might be part of it. Max, how are you doing? You look like you're a live, laugh, love poster in

Max Cohen: I am doing great. It has been a week. Had a wonderful day yesterday in Boston at the, uh, the Super Pug event that HubSpot put on. The partner user group event.

Liz Moorehead: Oh, I thought it was about pugs and I got excited.

George B. Thomas: No. Have you not seen the post? Because Max's face is freaking priceless

Max Cohen: Oh, which one? Which one?

George B. Thomas: well, it's, first of all, it's very close up and, and he looks like he wants to say, uh, F the world, uh, his facial expression, um,

Max Cohen: No, well, let

Liz Moorehead: going to need the, I'm going to need the link to that.

Max Cohen: to this. Let me give

George B. Thomas: give some context to that.

Max Cohen: so the first post that day was me riding the train into Boston, which is what I did for X amount of years, minus the pandemic, when I was working at HubSpot. And. Uh, you know, moved from Woburn to Borreca, I'm still on the same train line and I, and I happened,

Liz Moorehead: the way.

Max Cohen: and I happened to get on the same train only, you know, upline in like Wilmington, right?

So not, didn't get on the same spot, but I got the same seat that I got every single

George B. Thomas: Oh, wow.

Max Cohen: Right. Which is the back double decker bottom floor, very backseat, three seats all to myself. Right. And I sat in there, train started going to North station. And it was just like this moment of the past, like four years since the pandemic, working from home, all the shit I was going through, you know, the, you know, the, the rest of my time at HubSpot and it just like flash like And I was like back in that seat Heading into hub spot or heading into boston to go to hub spot and it was just like the weirdest Experience ever.

Yeah, uh that i'm like i'm doing this again and that face was like man I'm, really glad I work from home and I can watch my kids grow up instead of doing this shit for two and a half Hours a day, you know what I mean? Um, because i'll tell you one thing. I don't miss that I don't miss going into boston every single day and like doing all that stuff You You know, I do miss HubSpot.

Right. Um, but it was great when I rolled up to canal and I like was on the patio and I was like, man, it's like, this is familiar, got to go in and see some friends and everything that I hadn't seen in four years. Right. And it was, uh, it was super cool. So I spent like an hour and a half at the office, just kind of seeing the whole new to canal.

They got the entire building now. Right. They retired. 25 First Street. So the original HQ is, is no more, but they literally have all five floors, the two canal, and it's like beautiful what they did with that place is it's stunning, honestly.

George B. Thomas: I

Max Cohen: shout out to the facility teams at HubSpot. You guys crushed it.

Mm

Liz Moorehead: It's so funny. I, Max, I'm also having a weird kind of flashback weekend, so I am actually not in Maryland right now. I'm up in Connecticut this weekend. Yeah. Um, this George and Max, you may recognize this beautiful green. From like, I'm back at my old office. Cause I'm up this week, uh, visiting, uh, or this weekend visiting a friend of mine who just had her second baby girl.

And what's really funny about it though, is that my Airbnb fell through and all of these different things. And I'm now back, George, you will get a kick out of this. I'm back at the Wallingford Hilton garden in. Because it was the only thing that was available and it's like, oh man, it's like being back at Impact when I used to be the editor in chief there.

I'm like, man, time is flat. Everything's a circle and this is all fine. But we're gonna move on from this guys because we have a lot to cover today. George, I want to start with you because today as the title kind of gives way, we're talking about sales hub apps and integrations, our personal favorites. I wanna turn it right over to you to talk about why you are so fricking excited about this conversation, because one of the things I know that you love to talk about is this idea.

Of wrapping HubSpot around your business. We talk about that holistically if you have multiple hubs, but, but today we're really talking about it from the sales hub perspective. So can we just, for the listeners at home, talk to us a bit about what excites you about what we're

George B. Thomas: yeah, I mean listen at the end of the day HubSpot can do a lot. I mean, a lot, but it's never going to be that thing that can do everything and, and even some of the things that it can do, it might not be enough for what you need again to wrap it around your business. You might need a deeper quoting. Right?

You might need to be able to do better documents. Uh, you might need to have some type of, like, speed dial call system. You, you might need to be able to connect, uh, to LinkedIn and HubSpot together and not actually want to, like, Lose all of your life savings because of the cost of sales navigator. Like there, there are things that you and your sales team might need or want to do, or just even HubSpot users where integrating these apps in the marketplace, extend the ability, uh, streamline the process and honestly probably make the team that gets to use the tools happier because it's now more user friendly, uh, Saving them time.

I mean, listen, I'm just, my mind is like, kind of, pfft. Anytime you can save a human time, you've probably created a new friend. Uh, in life because everybody else is probably trying to steal their time. And these apps are helping to create time back in people's days again. So I'm, I'm just excited because with the app ecosystem, and by the way, we could do one of these episodes for every department, but with the app ecosystem, like the sky's the limit for what the humans can do with HubSpot.

Liz Moorehead: Max, I want to turn it over to you to ask you the same question because, you know, just to pull back the curtain a bit on the behind the scenes of this podcast, you know, I'll throw out the outline somewhere mid late week before we go to record, everybody will kind of pop in, take a look. And this one, I was just, I was pleasantly, not like shocked, but like, Hey, Maxie put some

Max Cohen: hmm.

Liz Moorehead: Max is clearly excited. He's, he's on the hype train for this topic. So I'd like to hear from your perspective. I know the little Max hype train. So I'd like to hear from you. What makes you excited to have this conversation? And what are you hoping people take away from today's talk?

Max Cohen: I'm hoping we can like, change people's like,

Liz Moorehead: by the way, ladies and gentlemen, that he's holding his face. I just need everybody who

Max Cohen: well, I mean,

Liz Moorehead: say I'm so excited.

Max Cohen: I mean, come on, right. Um, I'm, I'm, you know, the, the funny thing is, is like, I, and I've probably went on this diatribe at some point, uh, in past episodes. Right. But I really think that only because I keep hearing it from partners, right. It's like.

I, I can hope anyone listening to this, uh, that is in the camp of like, what do you mean I have to install an app to get HubSpot to do this thing? I thought it was supposed to do everything, right? Um, I want to get, I want to, I want to change that toxic mindset. for anyone listening, right? Uh, HubSpot's a platform, right?

It's, it's meant to do. Uh, a bunch of things pretty good for a pretty universal audience of folks that can use them, right? Um, and I, I really, really want people to start, you know, thinking about the metaphor that your CRM is the smartphone for your business, right? Just like the way that. You know, us all, whether you're an Apple or an Android person, you use your smartphone to interact with the world, right?

And send and receive communications and keep track of things and all these different things that you do. Um, you know, your, your business does the same thing with its CRM. That is like quite literally the equivalent, right? Um, and you know, the wild thing is, is that, uh, You know, folks have no problem buying an app for their phone, buying gems for their farm, buying this, buying that, uh, in order to use this phone, right?

Um, and you know, sometimes you are installing a better calendar app than the one that it has. Sometimes you are installing an app that makes it do something different that it didn't do out of the box, right? Um, the same goes for your CRM, right? But if you, if you think of your iPhone. Right. And you would apply that same logic that you apply to your CRM system that like, Oh, what do you mean?

I'm going to buy something to get to do something different. Right. Imagine if your iPhone came with every single app on the app store already installed on it.

George B. Thomas: Nope, nope, nope, nope, nope. I'm twitching.

Max Cohen: Yep. Unaffordable, unscalable, unsupportable, you know, uh, ridiculously unusable. Right. The same thing goes for a CRM platform HubSpot or whatever.

Right. And the wild thing is, is like, this has been the standard in the Salesforce ecosystem forever. Right. That for some reason, I hear time after time from partners of, you know, customers saying, Hey, they think your apps are cool, but like they're, they just don't get that they have to.

And it's partly HubSpot's fault for doing the all in one, all in one narrative for so long, right? And which, which to an extent is true, right? But people misconstrue that in different ways and especially sales folks, right? You know, they like to say, yeah, this thing will do everything. And they don't prepare customers to, in the mindset of you're buying a platform.

It's going to do most of the things. But there are plenty of things that are unique to your use case, unique to your industry, unique to something that probably just you need, right? And when I say just you, we're talking a smaller subsect of HubSpot's customers, right? Um, that you can go get and add on and tack onto it and plug into it and get it to do more, right?

And it wouldn't make sense. For just every app on the app marketplace to be pre installed at the HubSpot or it wouldn't make sense for HubSpot to invest in making it do quite literally everything because when you do that, the quality of the core products go down, the price of the product goes up, the support suffers, the updates suffer, the, you know, uh, the, the quality of the updates are all over the place and you don't, you know, there's not, it's, it's hard to keep track.

Um, you know, so there's a reason app stores exist for platforms and this is nothing new. This is nothing new. This is, this is the norm, right? Um, you know, so it's, it's, I, I don't know why HubSpot customers have that problem. I have, I have hunches. I have thoughts. I have inklings, right? Um, and maybe it's not a widespread problem, but I hear it enough that it's just like, Man, we got to shift the mindset around how you look at what your CRM is and knowing that it's like, it's not a detriment that you have to install an app to get it to do something.

That's a feature. You can't, it's the fact that you can do it. Oh, what do you mean? It doesn't do it, but I can install something that makes it do it, right? Instead of building something completely custom, right? That's, that's a benefit. It's not a, it's not a, yeah,

George B. Thomas: So, so

Liz Moorehead: the way you brought that up too, because it reminds me a lot of like the difference when we have conversations about like the CMS of HubSpot, which is now Content Hub, right, and versus WordPress. And one of the challenges I've always had with WordPress, just to kind of go down this analogy route for a second, is that like, it is built entirely off of plugins.

It is built, like, in order for it to function. Function or do anything well, you were entirely dependent on third party developers, third party designers, third party app creators, third party makers, what I love about the way HubSpot uses apps, whether we're talking about sales hub, or we're talking about different hubs is the fact that HubSpot has gotten really good at its core foundation.

What it does, it is a Swiss army knife that is built around a central pivot point. Of a CRM and how that CRM is expressed across different hubs, but then it goes out of its way to make it so you can then do what George talks about all the time, right? Like wrapping HubSpot around your business, instead of making the apps, like the primary way in which it functions, George, I think I jumped over you there.

I want to, I want to turn it

George B. Thomas: Yeah, it, it's, it's okay that you did that. I, what's interesting is Max, as I was listening to you, um, and you said that you have some like ideas of why that may be, and I'm curious because if you pay attention to what HubSpot is starting to do, um, and trying to get to take off, When you think of it as a CRM and needing to buy additional pieces for a just CRM, it gets a little bit dicey and interesting.

But if you pay attention, they're now calling it a smart CRM inside a HubSpot customer platform. And if you're using a customer platform, will it make sense to add things to a customer platform? Because it's a completely different mindset. That you show up with if you're building a customer platform versus adding an expensive app to a CRM, right?

And so, interestingly enough, I wonder if those two are kind of married is like somebody realizes. You know what? There's a mindset around what we've called this thing. So let's call it something else and see if we can't get to this level that the platform. Um, Is actually way more than just HubSpot.

HubSpot's the base, but man, can you extend the crap out of it?

Max Cohen: Yeah. Um, and I think it going back to like Liz, what you said about WordPress, it's like, well, yeah, you got to put a bunch of plugins, but like, what's the benefit of that? I mean, WordPress is like infinitely customizable, but who's WordPress for? It's for developers, right, that have their own stack of things they like to plug in and build and like have that ultimate level of freedom of being able to do like whatever they want.

Right. But HubSpot is not just for developers, it's for the average person to be able to step in and use it. Right. So it's like it can't completely view what Rely on add ons and building it the way you want it to be like a developer would do with a WordPress instance, right? Um, it's got to be a really healthy mix of usable, but also extendable and extendable by developers and mere mortals, right?

And that's where, you know, that's why, you know, the app stuff is so important. Right. That's why the iPhone has an app store because you're not going to mere mortals use iPhones. Right. Imagine if it was like you get your phone and then you have to develop your own apps on it. That's insane. And it's because the user base is different.

Right. Um, you know, so it's I think depending on the product. Right. You know, you can look at those differences a little bit differently, or you can consider something a benefit or a detriment or like whatever. Right. But you know, that's why it's so important for HubSpot. And that's why WordPress can still thrive.

Be built the way it's built because it's for someone else. Right. Um, yeah, like Shopify is the same way like Shopify is, you know, they got a lot of stuff built into the platform, but there's a heavy, heavy, heavy, heavy, heavy. app ecosystem there too, right? But I can step into Shopify and use Shopify. I'm not a developer, right?

And they know that it's like e commerce owners aren't web developers, right? So there's got to be enough for them to use, but e commerce business owners might hire developers. So it's got to be extendable in that way too, you know,

George B. Thomas: Max, I'm, I'm curious. Is it Shopify that you use where you sell your hats? Where's that

Max Cohen: close one city. com. Yeah, that's actually true. And I hook it up to HubSpot too, as well, George, which is also interesting. Yeah.

Liz Moorehead: Honestly, it's probably the only flat lid I will ever buy because I look like a big goober in flat lids, but they're so fucking sweet oh, effing

George B. Thomas: Wow. Getting

Liz Moorehead: Leap! Leap!

George B. Thomas: this is what I'm talking about.

Liz Moorehead: cancel queen!

George B. Thomas: Another, another hash mark on the whiteboard of getting us canceled. It literally says non explicit in the Apple settings and in this in the podcast settings and Liz is like

Liz Moorehead: You know what? I'm just here supporting my fellow small business owner, Max, and I'm sorry I got colorful in my language trying to show support for his great works. You know what? Let's move on. I understand I'm gonna get us canceled one day. That is my lot in life,

Max Cohen: Liz, this is what evangelists do, okay? I swear a little bit. Yeah.

Liz Moorehead: We swear a little bit and we call people by the wrong names at large conferences in Boston, but that's neither here nor there.

Uh, George, talk to me. I want to start with you because you and Max showed up today with big lists and I want to make sure we get to all of them. So George, I want you to run us through your list of the apps and integrations where you're like, yes,

George B. Thomas: Yeah, one at a time or just kind of list them out

Liz Moorehead: Dude, go. However, you know what? However, the spirit moves you.

George B. Thomas: All right So I'll do two because they're kind of close in Comparison and then maybe max can do one or two and then we'll we'll kind of piggyback

Max Cohen: We got a somewhat even

Liz Moorehead: Let's do it guys.

George B. Thomas: Obviously, you know You Well, actually, I'm going to be real honest about two things. Okay, so first of all, you know that I'm all about the humans. That's the easy one. The second one that

Max Cohen: Is that an app?

George B. Thomas: no, it's, uh, well, it kind of is on the,

Max Cohen: there a human app? Yeah.

George B. Thomas: so everybody knows that that one's easy. The second one is I historically suck. At outreach to drive sales for sidekick strategies, George B. Thomas, beyond your default.

Uh, I'm more of the they'll come to me guy. However, uh, in an effort to do what many people tell us we need to do in a world where we're using inbound and outbound in a combined mix, I've been trying. To get better at in a human way, do outreach, right? And so the two that I'm going to mention right now, one is surf, which basically it takes LinkedIn prospecting and it kind of streamlines it.

Uh, and you can literally, like, capture contacts. You can sync information. They've got these templates that they can use. It's super easy to install. They're great with their onboarding emails, by the way, and getting you educated. They even, uh, boast about connecting to, like, 15 different databases to, like, enrich the information that you get about these humans.

Um, and so Having a tool like that, where you can use it in a not spammy, not stupid, not salesy way, but connect your LinkedIn community, which mine, I'm not boasting right now, but my LinkedIn community is quite large. There's a lot of humans that have the potential of needing

Liz Moorehead: of what, George?

George B. Thomas: of humans. that that have the needed potential to need to be in my smart CRM in my customer platform.

Um, and so surf is definitely one that I've used. However, I'll double down on the second one

Max Cohen: Wait, wait, George, of LinkedIn sales navigator to accomplish the same thing?

George B. Thomas: both. Yes, both of these that I'm mentioning, I would call easy sales navigator replacements with without a doubt. Okay. So now I'm testing one right now. And so far, I like what I see. And so surf was number 1. The 2nd, 1 is called hub lead. Um, and it's they boast that it's the only hub spot outreach app needed to simplify daily outbound activities.

Uh, and it's a Chrome extension that integrates linked in with hub spot, enabling you to import contacts and sync conversations with just 1 click. Right from linked in and, um, it's pretty dang slick. And what I like about it too, is you can see very easily where the hub lead interaction points are, uh, to add like a human or a conversation or a piece like that.

So. Again, I love both of them. They both have pricing on their websites. They both have resources on their website. So they're leading into like educate the humans so they understand how to use it. Um, so for me, the first two surf or hub lead. For outbound slash inbound, not salesy, not spammy, not crappy. Um, connection of your community and your HubSpot platform.

Liz Moorehead: Max.

George B. Thomas: He was looking at HubLead. I literally saw when I said, he's like, wait, what is that? And,

Liz Moorehead: I wish everybody could have seen what just happened. I wish everybody, cause Max, you just had this like happy giddy face and then you leaned into the mic and then you just kind of glitched out. And I couldn't tell if it was joy or, you know, all he's so happy. Look, George, he's so

Max Cohen: Wait,

George B. Thomas: mean, he probably scrolled down to the import LinkedIn contacts with our HubSpot LinkedIn plugin. Maybe he got to that part.

Max Cohen: Wait, no, no, no. I haven't even found it yet. Wait. How do we spell it? A

George B. Thomas: Oh, so HubLead HubLead. io. Let me do that by the way, if you're listening to this and you're looking for it, it's surf, S U R F E. com. Or if you're looking for HubLead, it's HubLead, H U B L E A D.

io.

Max Cohen: I didn't see him in the app marketplace. I didn't see hub lead

George B. Thomas: uh, HubLead isn't in the app marketplace.

Max Cohen: What

George B. Thomas: Yeah, yet, yet. Maybe because we're cutting edge, but it's, again, I'm testing it. It's pretty dang dope.

Max Cohen: Man, they gotta get in the they gotta get in that marketplace,

George B. Thomas: I think they're working

Max Cohen: Yeah, all right. Sick. Oh, all right mine

Liz Moorehead: hit me up with one. What are some of

Max Cohen: Shout out to my boy Harry Bevins From Yeah, yeah. Weave and blend. Weave and blend. No, I just want to make sure. I almost said, um, the name of my barbershop that I go to.

No, but it's Weave and Blend is them. Yeah.

George B. Thomas: is your beard a weave?

Max Cohen: No, it's Cut and Blend is my barbershop.

George B. Thomas: cut and blend.

Max Cohen: Yeah.

Liz Moorehead: I'm sorry. I'm just going to stop for a moment and say, I never thought, like, I am today years old hearing the sentence question, Is your beard a weave? And I feel like we've achieved something as a Hub Heroes family with that happening today. And I just, or the audience at home wanted to acknowledge that.

So Max, let's get back to you. What were you talking

Max Cohen: So Harry runs this app studio called Leave Blend, and they make this particular one that I think is like a must have for sales teams on HubSpot, and it's called LinePilot. I've definitely mentioned this before in the past. You haven't seen LinePilot, George?

George B. Thomas: Wait, I don't think you've mentioned this in the

Max Cohen: Oh, brother! LinePilot is so sick, alright? Um,

George B. Thomas: I gotta go. I'm gonna play a Max and I'm gonna

Max Cohen: Oh, you're gonna hate George, George, George, you're gonna buy this when you see it, just so you know.

All right. So what line pilot does is he's like, the some of the most big brains I've ever seen built into a HubSpot app. And it's so like, wonderfully simple, but super, super powerful and like, makes people's lives easier in HubSpot. Um, So what line pilot does is it lets you build these templates for adding line items to deals that will automatically add line items along with like custom logic to like change the amounts and the, I'm pretty sure like the pricing and like all this stuff, um, based on deal properties changing.

So imagine this for a second. Imagine you sell a product called like the enterprise package, right? And the enterprise package, um, uh, is like seven different line items of different stuff, right? And like two of those line items are like seat based or quantity based or something or like whatever. Right. So instead of going into your line items.

Adding them one by one, changing the quantities of the seated ones, or, you know, whatever it is, right? Imagine if you could literally just look on the left hand side of your deal object, select product package or some property you build, select the enterprise package, and then below that you have a number field that just says number of seats.

And when you do that, hit save and refresh. All of a sudden you have all seven line items and the two that are seat based are automatically have the quantity multiplied to like 25 or whatever it is, right? And all you did was manipulate a couple of drop downs and like a field on the deal and you've got your line items, right?

It is sick, right? Um, so I highly recommend people looking at Line pilot. Harry is a delight, um, but it is one of the coolest, simplest, beautifully branded, uh, just insanely useful, uh, HubSpot apps for sales teams that want to, like, simplify, you know, adding line items to quotes, right? Just by using properties on a deal record.

It's so cool. Harry Bevins. Yep.

George B. Thomas: Um, Liz, I feel like for some reason we should probably get Harry on the podcast.

Max Cohen: yeah. A hundred

Liz Moorehead: I already made that note, buddy. I'm already there.

George B. Thomas: do a

Liz Moorehead: Shout out Harry.

George B. Thomas: Yeah. Hi, Harry!

Max Cohen: Yeah.

Liz Moorehead: Hi Harry! Talk to me,

Max Cohen: Do I not get two?

George B. Thomas: Yeah, he

Liz Moorehead: You can have two! Do you want two?

Max Cohen: I got two.

George B. Thomas: take as much as he can get,

Liz Moorehead: Look how happy he is! Max, your whole life, like, there's life back in your eyes. I've never seen you

Max Cohen: it's almost as if my whole personality the past year has been apps on HubSpot.

Liz Moorehead: thought it was because your beard was a weave.

George B. Thomas: maybe.

Max Cohen: Yeah. Alright. So, so, Harry wonderful British gentleman, right? Um, two more uh, British gentlemen. The guys from OrgChartHub. So they make a product OrgChartHub which basically Gives you on, I think it's company records.

I want to say I might be wrong. And yeah, I think it's company records, but you can also probably get there from contact records, I think, where you could have a company with a bunch of contacts, and then you can build a visual org chart inside of your CRM. And it ties into like a ton of different stuff.

Um, you can also do some like really cool parent child relationships. I'm pretty sure with like companies and like a visual builder. Right. So like, imagine for a second, you're looking at a contact or a company record. Right. And that company record, you've got your just boring contact panel with like a whole bunch of different contacts on it.

Right. They add in a card on the right hand side that shows the org chart of the company. And when you click it, it gives you this like visual builder in your CRM. That lists all the contacts and you can literally drag and drop them into place and build a company hierarchy or an org chart and show the relations.

Yep. There it is. Right. Show the relationships between the company. You can add these different like labels and everything. Right. So for companies that want to be able to like map out the org chart of an organization, so they understand who they need to talk to, who Who the different like personalities or these different tags that you have that kind of like label these folks as blockers, champions, budget holders, decision makers, right?

Who's on what team? Who's who's boss, all that kind of stuff. You can do it in your CRM, which is sick. They have another Yeah, oh, yeah. So this heat map thing.

Liz Moorehead: Grabbing another screenshot of that.

Max Cohen: thing shows you where all your activity is. Against all these different contacts so you can see like which parts of these organizations are we actually hitting right?

I'm pretty sure when you I'm I'm going off memory here. I might be totally wrong. So guys like I Feel bad if it was wrong, but I'm pretty sure when you show like the company like Parent child relationship stuff. I think it will also show you like roll ups of like closed one deals and things like that too.

So you can see like revenue, like across different, you know, company records that are like related to each other. It's something like that. Don't quote me on that. Go download the app and go play with it. It's, you know, we hug spot. Oh, there it is. Yeah. Boom. Right

Liz Moorehead: Yeah, that is

Max Cohen: Yeah, dude. Isn't this fricking awesome.

Right. Um, it's, it's so, it's so neat. Um,

George B. Thomas: By the way, by the way, if you're like, what are they looking at? Go to

Liz Moorehead: Oh, I took a bunch of screenshots.

George B. Thomas: Well, no, go to community. hubheroes. com and watch the thing instead of listening to the podcast or show up live. All right. Go ahead,

Liz Moorehead: show up live. Maybe one day if I stopped swearing into the mic, we can be live on something like LinkedIn. But until

George B. Thomas: Oh, we, we have the technology now in Riverside, by the way,

Liz Moorehead: know we have the technology, but you still have a Liz. So that's where we get

George B. Thomas: yeah, true. Sorry, Max. Go ahead.

Max Cohen: And, and not only did they make OrgChart Hub to like map an organization, they also made an app, bring this up George if you can, called GeoMapper. And what GeoMapper does is it brings like maps of your accounts Into HubSpot, right? Which is something people ask for like all the time, especially if they're coming from like Salesforce, right?

But GeoMapper will let you make things like, um, Here, here, go scroll through some of these like pictures here. You can like see where all your accounts are, like on an actual, like Google map type situation. It brings in the don't bring that back up. It brings in the same filtering, um, that the lists tool has, right?

So just like building lists in HubSpot, you can build a map of your accounts and you can even, I'm pretty sure you can even create routes. Um, and what's like super cool like this, Daniel. So it's Daniel and Austin, I believe. Yeah, here you go. Like here's like a, you know, you can, you know, plan out a trip, right.

To go see your different, um, accounts that you have inside of HubSpot. Right. Um,

George B. Thomas: have a client that I want to talk to the, about this right now.

Max Cohen: you never heard of Geomapper, George?

George B. Thomas: I live under a rock or something right

Max Cohen: dude, this has been around for a while. It is so, so sick. Um, but like, Daniel hit me up a while ago, I'm, I'm like, and I need to, I need to re engage with him about it, but he had this like, killer idea, um, for Event Happily, where he's like, bro, when you guys launch your event tool, right?

And you want to say, Hey, let's go invite all the people that we know, like where the events taking place. He was literally like, cool. So like, let's say you're doing an event in Boston, right? I'm going to go draw a big circle around Boston and boom, here's a list of all your contacts in that area that you can then just go invite to like, it's so freaking neat.

Um, so that's great. So, especially if you're a company that, you know, does, you know, It pays special attention to like an org chart at an organization. And you like to kind of map out and kind of plan out who you need to be talking to, who your influences are, all that kind of stuff. That's great. And like, by the way, like these guys were solving for this before there were like, um, same object associations, right?

Like before you could say, here's a contact and then here's it. It's associated to another contact and that's his boss or that's his manager, or this is a direct report of this person. Like you could do that with this before that, right? Um, and they've had GeoMapper for forever now at this point. Um, but it's great.

It's like whether you're again, a team that like pay special attention, that kind of stuff when you're attacking accounts and you're trying to like sell deeper into an organization, or you're like some sort of, you know, field salesperson where you go back out into the real world, you're not selling behind a zoom or anything.

You're going knocking on doors, you're going visiting accounts, all that kind of stuff. It takes all that CRM data and lets you do mapping stuff or chart mapping things like all that kind of stuff. It's so cool. And those two guys are awesome. A lot of really good British app makers, to be honest with you.

Um, yeah, totally. Yeah.

Liz Moorehead: Okay, so gentlemen, I love you both so much. But this is the part where I say, if we take this long to talk about every app. We are going to be here for 18 hours. So we're going to do, no, that's what I was going to say. So

Max Cohen: Part 7. Yeah.

Liz Moorehead: What I think we should do is I think we should make this a two parter episode.

And I want to give you each one more app to really go to town on. And then next week we'll wrap up our

George B. Thomas: Holy crap. It's been that. Oh, I just

Liz Moorehead: I'm not kidding. Like I said.

Max Cohen: was late.

Liz Moorehead: Yeah.

George B. Thomas: just looked at the clock.

Liz Moorehead: you get one more and Max, you get one more and then we're going to wrap this up and come back for

George B. Thomas: obviously I'm a cheater, cause Max just did three, and I'm only supposed to do one, but I'm gonna pair two together as

Liz Moorehead: Gosh, of course. Why do you always

Max Cohen: Do it. Do it, George.

George B. Thomas: I love, I see what I, there Max, I love, um, I gotta keep it even.

I love, um, HubSpot's, uh, Insights where it does a pretty decent job of like giving you data or information at a company level to try to feed it. Sometimes it's good, sometimes it's wrong. Let's be honest. But what I love even more than insights, these two tools that if you're trying to enrich your data and you need to have more information and because you can get more information, you're asking less questions in forums and because you're asking less questions in forums, you're actually gaining better conversion rates.

Like see how this drips down, even though we're talking about sales tools, it drips down into marketing, having a lighter lift because there's a heavier lift on the sales side for this data enrichment. Anyway, I know you said I had to hurry. So Apollo dot I O. Is definitely one to check out. And, and by the way, they have a lot more than what I just said, as far as data enrichment, like literally there's, um, scores and signals, inbound optimization, sales enablement features, there's meetings, deal man, like there's just a ton there, um, Um, and the reason I actually know about this and kind of paid attention to it and signed up and went through their onboarding and like, you know, whatever with the tool, Jorge on my team is like, dude, have you had, he's like a mini max, have you ever checked out Apollo?

And I was like, okay, I'll go check it out. If you, if it's that exciting, the other one, and of course, I'm not probably telling anybody anything that they don't know, uh, it's owned by HubSpot now. Um, but in that same vein is Clearbit. Right? So if you're thinking about, Hey, I got these humans from surf or hub lead, uh, and they're in my database and now I want to enrich the information that I have about them.

Apollo. io and Clearbit may be two apps that you might want to lean into and make sure they're part of your arsenal.

Max Cohen: Cool. I'm very intentionally, um, not mentioning Sass or Quote Happily at this point, because Quote Happily is not out, and Sass Happily I've talked a lot about. Um, There are, so I'll rapid fire two of them. Alright. Uh, one would be Distributely. From Newbreed, which is another HubSpot partner, right?

Distribute George, should I just tell you another one you didn't know yet? So, Distributely is a tool that takes things like lead routing to like a completely different like universe, right? So instead of handling your lead routing through like a very complicated Christmas tree craziness of, uh, you know, workflow actions and lead rotate and set property value lead owner to whatever.

Uh, in HubSpot, um, you basically send it into it's like lead routing sort of like, I think it's like a rules engine or something like that. Right. Um, and it can do like super complex lead routing, um, and you know, properly assign the person. So it's like, Oh, you had a crazy amount of zip codes or like you got wacky like territories or like anything crazy like that.

Um, you can just build it in there like routing engine. Right. Uh, and it takes care of that for you. It's super cool. Um, so that's Distributely. Another big shout out, um, to, it's, it, it isn't like another app. So this is like more of like an integration, right? Um, but reveal is a really, really cool tool. Um, reveal is a way if you're really leading into a partner led sales motion.

Right. What's really neat about reveal and it's got this really good integration with HubSpot too, as well in terms of like deals and stuff like that. Um, but it's basically an app that lets you like. Connect with your partners and share overlapping accounts that you have. Um, to be able to see like, Hey, you talk to this person that we also talk to.

Can you help make me an introduction to this person over there? All right. And it lets you kind of share data between each other. Right. But nothing like, it's mostly like company record information, right. Um, but it's like a great way to kind of leverage partner relationships in order to be able to, um, you know, get introductions to accounts that you're working and people already have open opportunities with and, you know, And do a cool like partner led sales motion.

And it's got like a deep integration with HubSpot and it's super cool. 

Liz Moorehead: George, here's my question to you as we wrap up today's episode, because. We're going into a two parter, right? So this is a really nice, I want us to imagine, I want the audience to imagine at home that you are just, you're at a great play, you're taking a moment, you're about to go synthesize and integrate all of the things from the first act of the play before you head into the second act.

So George, what is the theme? Thought that you want to leave people at this midpoint of our conversation about sales apps and integrations. What is the nugget you want to live in their brain or nuggets? Since you nugget or nuggets, I'll take one or multiple nuggets, right? What are the things that you want them thinking about going into next week's episode?

George B. Thomas: Yeah, so, and I think I'm gonna base it off of kind of what Max was talking about earlier in the podcast. Um, and also I'm gonna, um, base a little bit of this off of Dan Martell and 10x and buy back your time and like that kind of stuff. Like, I want you to understand that the money you spend should buy minutes back in your day. And when you focus on the money that you're spending to buy minutes back in your day with these apps, the next phase that I would want your brain to go to is apps to accelerate. Apps to accelerate your team, apps to accelerate your growth, or apps to augment, right? Because it's about augmenting and accelerating the things that we have to do on a daily basis.

That if they're done better and faster, that's another way that you're going to see a higher ROI. Because you're attacking it at both fronts. Instead of just thinking that you have to close more sales or close more deals. You're literally buying back time with the money you're spending, which is saving you in other ways.

That's what I would put in people's minds.

Liz Moorehead: I love that. You know what, Max, what about you? Is there any, is there any goodness you want to leave people with this week before we go into the next episode?

Max Cohen: I don't know how to put this. Um, I think like what's really cool now is when you thought about. Crafting custom business systems in the past to. Do something for your business that you needed it to do, whether it was like some kind of functionality or, you know, getting the right information to your team or helping people do their job better.

Like, you know, if we remember what that used to be like, it was always either hiring a bunch of developers or paying some company to build you some crazy homegrown proprietary clunky, you know. Garbage application that like you were just stuck in and couldn't make changes to unless you spent a ton of money on it Right now you can you can you can build that stuff without all of that right, and you could do it on HubSpot and you can kind of pick and choose the You know the functionality the additional functionality you need you can try different things you can experiment you can You know, you can build the you know business systems of your dreams Uh, with apps, you don't have to custom build it and be beholden to these like developers that are going to charge your arm and a leg every time you want to change something about the system that you use.

Right. Um, you know, that is the, that is the modern day version of, of building a business system. It's choosing a platform and building the apps on or choosing the apps on top of it, right, that you need to kind of really make it work for you. Um, you know, and, and that's super exciting. But I think the other, uh, A little bit, the thing that I want people to look out for is try to figure out what the one plus one equals three, uh, moments are when you combine, uh, two or more apps with HubSpot, because the beauty of HubSpot is that it's the grand translator of information, if you will, for these apps to kind of work together.

Right? Because all these apps speak HubSpot, which means it puts information into object records, right? And that means other apps can use it, right? And you can create moments, kind of like I mentioned before, where Dan reached out to me, he's like, Hey, like, if someone uses geomap or an event happily, they could just circle something on a map and get a list of people to invite to an event.

And that's like, really easy to do, right? And it's like, cool, like, that's something that you wouldn't be able to do without these, like, you know, two apps kind of working through. Uh, you know, the, the great uniter, which is HubSpot, right. And, and having all that data in one place that in a, in a language that all these other, you know, apps can understand.

So, um, yeah, I mean, that's the thing. We'll go search for those one plus one equals three moments when you combine one or more apps with HubSpot, you can do some really cool stuff.

George B. Thomas: It's a great call back, by the way. One plus one equals three.

Max Cohen: Mm hmm. Yeah,

Liz Moorehead: today, guys. George. You want to take us out? You got a poem? A thought bubble?

George B. Thomas: I really, I really don't, uh, have a poem or a thought bubble. Um, but I will say this strap in, get ready because next week we've got, what is it? Eight more apps that we want to talk about, uh, to unleash, uh, unparalleled excitement, uh, and advantages to your organization.