Do you want to be a marketing rockstar in your organization? Of course, you do! Well, here's a little secret: it all starts with properly connecting your HubSpot Marketing Hub Portal to Salesforce. When you integrate these two systems correctly, you'll be able to report on marketing attribution and the velocity of your sales pipeline. It's like having a secret weapon that'll make you look like a hero!
But, before you get too excited, there are some common mistakes that we see companies making when integrating HubSpot and Salesforce. Don't worry, though, we've got your back! Here are five of the most common pitfalls to avoid:
First, don't forget to compare field types and drop-down values between HubSpot and Salesforce. If these don't match up exactly, you'll be dealing with a lot of sync errors that could have been easily avoided.
Second, make sure you're creating campaigns in both HubSpot and Salesforce. It's important to know which marketing campaigns and activities are influencing opportunities and revenue in Salesforce. Don't make the mistake of only creating campaigns in one system and not the other!
Third, properly tracking Lead Status between systems is crucial. You need to know whether leads have been followed up by your sales team and whether or not they've been qualified. Make sure that both Marketing and Sales have a well-defined set of Lead Status values that are understood by everyone.
Fourth, don't forget to build buckets for Lead Source. This will help you understand where your leads are coming from and which activities generated revenue. Be careful not to have too many Lead Sources, though! Stick to a maximum of ten so that reporting doesn't become unmanageable.
Finally, use data from Salesforce to properly segment and communicate with your customers, prospects, and vendors. This will help you send the right communications to the right people at the right time. Don't be that company that sends awareness nurtures to people who are already engaged with a salesperson. That's just embarrassing!
