HubSpot Sales Apps + Integrations, Part 2: Electric Boogaloo

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Intro (00:01):
Do you live in a world filled with corporate data? Are
you plagued by siloeddepartments? Are your lackluster
growth strategies demolishingyour chances for success? Are
you held captive by the evilmenace Lord Lack? Lack of time,
lack of strategy, and lack ofthe most important and powerful

(00:24):
tool in your superhero toolbelt, knowledge.
Never fear, hub heroes. Getready to don your cape and mask,
move into action, and become thehub hero your organization
needs. Tune in each week to jointhe league of extraordinary
inbound heroes as we help youeducate, empower, and execute.

(00:50):
Hub heroes, it's time to uniteand activate your powers. Before
we begin May

George B. Thomas (00:57):
I not stepping. By the can I just
throw that out? Come back. Yeah.Can I just throw that out?
First of all, let's throw outthat Nick from Fargo and Chad
are now both in the chat pane.But let's Oh, okay. But let's
throw this out there. I missDevin, and I'm officially
wearing my Deadpool shirtbecause there has not been
enough Deadpool on the HubHeroes podcast. If you're

(01:19):
listening to this, go over toYouTube in about a day or two
days or a couple days from thetime that you're listening to
this.
You'll be able to see the video.I went to the, Deadpool and
Wolverine movie, and at the endI'm just kidding. No spoiler
alerts, but it is a 9.8 or 9.9out of 10. Wow. Great.
Great. Definitely a Deadpoolmovie without a doubt.

Liz Moorhead (01:42):
So I am so excited to see it. Devon. Devon and just
for our listeners at home, bythe way, this is temporary. Yes.
Devon will return

Yes.

Or else. As we were discussing before we
started hitting record earlier,I'm a little bit petty. I have
abandonment issues.

Yeah.

I struggle. Like, Max was gone for two weeks, and
I didn't I didn't cope well. DidI cope? No. Hold on.
I'm alive.

Max Cohen (02:05):
Hold on.

Yeah. It's yeah. Be careful.

Max Cohen (02:07):
Hold on.

You're opening up Pandora's box.

Max Cohen (02:09):
Last week,

I was gone. Gone.

Max Cohen (02:11):
Yeah. Or was last week, I was shunned from the
recording?

I'm sorry. Shunned. Shunned. I'm sorry. I
got an all caps.
Oh, thank god. I have work to dofor that response

Max Cohen (02:22):
to you.

True. Let's True. Let's not throw stones maximum.
True. Let but you know what?
You know what we should bedoing? We should be throwing
confetti right now, guys. Youwanna know why? Do you want to
know why?

Why?

We turned two this month. Whoo. Public Heroes
podcast turned two. That's huge.

Old. Two years old.

Max Cohen (02:43):
About the Man, that's crazy.

It's, time flies. Holy crap.

Max Cohen (02:48):
That's kinda weird.

Yeah. George, how do you feel about that? Two
years of Hub Heroes.

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 yeah.

More than a hundred hours because I went
back and did a quick calculationbecause sometimes we get a
little chatty on

the podcast

for under an hour. We we have we have some
thoughts. We haven't but over ahundred hours of HubSpotting and
inbounding goodness.

So good. So good. Love it.

So good.

Which we're gonna add to today, by the way.
We're gonna we're gonna add tothat today, so I'm I'm happy.

Max, how do you feel about being two, buddy? You
look so excited.

Max Cohen (03:29):
I'm so excited.

I love

Max Cohen (03:32):
Nick from Fargo.

I I love Nick from Fargo says congrats, by the
way. And then he said, poor Noah

Max Cohen (03:38):
based on,

like, hundred plus hours of editing that he's
had to do for this.

Think about how many hours of that is Max and I
getting cut out for getting uscanceled.

Max Cohen (03:46):
True.

Yeah. Because Max and I do that equally, and it's
definitely not just me. Yeah.

Max Cohen (03:50):
We Yeah.

But the the real deal Holyfield is it's
probably two hundred hours, butwe had to cut a hundred hours
because of getting canceled.That's probably what it is.

That was my favorite thing you ever told me,
George. You told me that if Noahever starts laughing at
something I said, 99% of thetime, he should cut

it. Yeah. Yeah. We cut it. It's gone.

It's on the floor. Kills me. But you know

what's not on the

Max Cohen (04:10):
floor, George? Today's topic? Today's

topic. Hey.

Max Cohen (04:14):
Thank you.

Thank you. I'll be here all week. Actually, I
won't. It's Friday when werecord this, so, like, peace
out, girl scout. But today, weare back for the second part of
our conversation about essentialsales apps and integrations.
And to quote you, George, one ofmy favorite sayings that you
have is grab a snack and abackpack and also a pen and
paper because we're gonna betalking about a lot of really

(04:36):
amazing tools today. So, George,I'd love for you to just set the
table a little bit for ourlisteners at home. We've already
started this conversation a fewweeks ago. Right? But when you
think about the listeners athome right now who are like,
okay.
You're about to just throw abunch of apps at me. What should
I be listening out forthroughout this conversation?

Yeah. I think the thing to be listening, for
is ways that you can extendthings that you might be doing
or do things that you actuallyaren't doing now. I think you
should be listening for thosemicro superpowers or macro
superpowers that enable you oryour teams, to be more

(05:21):
streamlined, efficient,productive, whatever words you
wanna throw there. And I alsothink that you should pay
attention to that. This is parttwo of a two part conversation
around these sales apps.
Actually, Liz, to help thelisteners out, if you missed
episode 86, it was the Epic HubHeroes HubSpot Sales Hub

(05:42):
integrations plus apps rounduppart 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, oryou can go tune into that one
and listen to this. But withwith both of these, you're gonna
have a plethora of, sales toolsthat will almost I don't even

(06:02):
wanna use the word integrate,but integrate, but, like, just
become part of your HubSpotarsenal. And so, yeah, that's
what I'll say to that.

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

Max Cohen (06:14):
So ready to just kick everything with my feet. Yeah.
Stunt my

toe. With facts.

Max Cohen (06:21):
Yep. A lot of facts.

We don't do that. We we don't have we don't have
insurance.

No. Don't stub your toe.

Max Cohen (06:26):
No work comp

on Hub Heroes. No. No workman's comp on Hub
Heroes.

We're basically one big OSHA violation. Like, I
wouldn't just, like, be careful.

Yeah. I literally do not have a hard hat
on right now.

Max Cohen (06:37):
Only we could only we could get a oh, we're the only
podcast that could get an OSHAviolation.

Probably.

I would find a way. I'm like the dinosaurs in
Jurassic Park, man. I will finda way. It will happen. Max, stop
me, though.
Stop me.

World which one. Anyway, never mind. Go
ahead, Max. Let's let's rollinto

Max Cohen (06:55):
this. What am I?

Hit me up with reveal. That's what I wanna talk
about.

Max Cohen (06:58):
Reveal. Yeah.

I do wanna talk about reveal.

Max Cohen (07:02):
So reveal reveal is super cool. So, you know, I
often make the distinctionbetween apps and integrations.
Right? I would definitely callthis, like, an integration. But
if you don't know what revealis, reveal is an app that
basically allows you to showoverlapping, like, customer

(07:26):
data.
Right? So what's really, reallyneat is that you're able to
basically go hook your HubSpotCRM up to this reveal platform.
Right? And, essentially, you canchoose, like, what data you
wanna share with the platform.And it's mostly, like, company
and opportunity data.
But the idea is you go and youkind of set this up, and then

(07:48):
you can go out and findpartners. Right? So, like, this
is really great for, you know,SaaS companies that wanna be
able to do I mean, the Revealworks in, like, every industry.
This is not, like, a SaaSspecific thing, but it's through
the context in which, like, I,you know, understand the best.
But it basically lets you go andfind partners that also,

(08:09):
basically will share their,like, customers, share their
prospects.
Right? And what you can do iswhen you connect with them, you
can find overlaps. So what'sreally cool is you can see, hey.
You've got this customer thatyou're talking to. We're also
talk to them, or they are aprospect of ours, or they are a
current customer of ours.

(08:30):
And what you could do is you cango in there and essentially,
like, collaborate on dealstogether, 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 otherpartners that you have. So,
like, I know HubSpot's actuallyusing it right now with, like, a
lot of other, you know, big appvendors that they work with.

(08:52):
And, like, I think they'reencouraging, like, a lot of
HubSpot partners to use it too.We used it for a while over at
happily until we we builtsomething that worked a little
bit better for us.
Just kind of our situation's,like, weird because we sell an
app on another platform, notlike a standalone product. So it
was, like, kind of awkward forus. But, like, that's a we're a
company building apps on onespecific, like, marketplace

(09:14):
problem thing. Right? But it'sdefinitely worth checking out if
you're a company that's reallylooking into, like, the partner
led sales motion.
Right? And they've got a reallytight integration with HubSpot.
Right? So, like, it pulls inyour company records, it pulls
in your account records, andpulls in deal deal data, things
like that. And even if you'reworking with someone who's,
like, on a different CRM system,it makes it speak a common

(09:37):
language in the middle.
Right? So you can find theseoverlapping accounts and
overlapping deals and thingslike that and really find, you
know, really cool ways to kindof, like, break into accounts
and and get, you know,introductions to people that you
may have been struggling with.Right? So definitely check out
reveal. And they got, again,tight integration with HubSpot.
It's really cool. Yeah.

Nice. Nice. I like that Nick says the value is
in the overlap. Yep. Very, verysmart words there.

Max Cohen (10:03):
Yeah. Yeah.

I love that.

Max Cohen (10:05):
Little bit of overlap.

Yeah. Yeah.

What you got?

Max Cohen (10:08):
What you got

for me? We're starting with ZoomInfo. Right?

No. Actually, I decided to skip ZoomInfo. If
we have time, I'll go back toZoomInfo because, I mean, it is
it is a monster. I actuallywanna talk about, PandaDoc, and
and I'm gonna do this in thehopes of I'm not throwing any
types of shade. Meaning, I'm notthrowing shade at the actual

(10:31):
quoting tool in HubSpot when Italk about this one because the
quoting tool in HubSpot might begood enough for you.
Like, it might be all you need,which is fine. And if it is,
that's cool. But what I like isthere is a next level. There is
a thing that you can do thatmight be better. And so PandaDoc
is definitely one where you'redoing, like, esignatures or,

(10:55):
maybe you wanna have a quote ora document that has a video in
it or maybe you wanna, like,customize it a little bit more.
Basically, you can streamlineyour sales team. You can
automate document creationprocess. You can track statuses.
With HubSpot. There's real time,like, closing deal details that

(11:17):
can happen, and it can be aroundthere.
They they literally, on thewebsite, it says make proposals
that make impressions, but itreally is kind of, like,
standing out from the rest ofthe crowd because two words come
to mind when I think aboutPandaTalk. It's creativity.
That's your creativity is, like,you can do what almost whatever

(11:41):
you want with it. And thenflexibility, again, allowing you
to really just kind of go downthis area. And it integrates
with, like, the, properties ortokens or personalization that
you can do in HubSpot.
It kinda comes over intoPandaDoc. And what's really cool
too is you can actually do mostof the work PandaDoc work in

(12:02):
HubSpot. And so, again, beingable to stay on platform, see
things in your sidebar, it'sjust a really good way to build
professional looking, proposals,quotes, contracts, right inside
the HubSpot interface quickly.So, again, if you need something

(12:23):
that does those things and keepsyour data in sync and kind of
updates along the way and itneeds to be a little bit more
advanced than HubSpot quotes,the PandaDoc might

be in the channel. Be my question to you, George,
because I I know I know frompersonal experience, you know,
you love building your quotesand doing your stuff in in
HubSpot, and it's something wetalked about on the commerce
commerce hub episodes that wedid. But you just noted that
there's there's a level ofadvanced functionality that some
of the business owners and,leaders who are listening to

(12:58):
this podcast might find betterwith PandaDoc.

Yeah. I mean, you don't get me wrong. Again,
if I spent more time on thequotes template, I might be able
to get it to be better inHubSpot. But just from a
branding standpoint and you knowme. I'm a big video guy.
Like, being able to put Just

a touch. Yeah.

More repeatable sections or, like
like, it can it just I love you,HubSpot. But PandaDoc can just
do a lot more. And I've evencontemplated on, like,
integrating PandaDoc, but I'mjust not quite there yet because
I do value the simplicity of itjust being kind of the way it is

(13:37):
for me right now. But who knows?In the future, I might get a
crazy wild thought and thendesign the most awesome
bodacious Bill and Ted'sexcellent adventure quotes known
to man with PandaDoc itself.

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 PandaDocs, like,
that's that's cool by me, bro.

No more companies. I think three is
enough. I'm kind of done with,like, the company thing at this
point.

Max Cohen (14:11):
Can I, can I give a shout out to a, a a quote a
HubSpot quote template designgod out there Yeah? In the
universe?

Yeah. A %. Can you also introduce me after the
podcast? Do this person?

Max Cohen (14:27):
His name is Kevin

We're all about HubSpot deity.

Max Cohen (14:30):
Kevin Kevin Mead, m e a d, Kevin Mead. He is at a
HubSpot partner agency called ERabond, e r a b o n d. This guy
whips up delicious HubSpotquoting templates. So if anyone
needs a custom quote, hit yourboy up. He's great.

(14:50):
They do, like, all they do allthe other services too as well.
But I think they I might bewrong. I think they've focused
mostly on, like, SaaS companies,but you build lots of custom,
HubSpot quotes.

You'll have to throw those deets in
the Slack channel.

Max Cohen (15:05):
I will. I'll send him I'll send send you his way.

Beautiful.

Max Cohen (15:09):
But this is funny because you're talking about
HubSpot quoting, and you'redoing some wild foreshadowing on
my third item here. But let'stalk about Yvette Happily for a
second. I'm gonna put the Yeah.

Let's do it.

Max Cohen (15:21):
We're going Max is going into full shill mode. This
episode is brought to you by napno. Just kidding.

Big Popsicle here. Big Popsicle alert. Hey. You you
hey. You wanna do somethingfunny?

Cost Dax hey. Hang on. You can't say it. It'll
just cost Dax a thousand dollars

Max Cohen (15:38):
Yeah. I'm just gonna say

it's flappily.

For this. We

love a good show. We love a good show.

Max Cohen (15:43):
Funny, actually. You guys always tell me that I I, I
show for a big palleta. The demosite that we built for Event
Happily, I made a fictitiouscompany called Big Palata all
because of it. So if you gothere, it's all just Big Palata
stuff. Yeah.
It's awesome. It's amazing.That's all just because from you
guys making fun of me. So we'lltalk about Event Happily for a

(16:04):
second. Max, why are we talkingabout Event Happily on a, on a
conversation about sales apps?

Right? Do tell. Do tell.

Max Cohen (16:11):
I will tell. I absolutely will tell. So Event
Happily, when we originallybuilt it, it was all about, you
know, helping, you know,companies that host their own
events on HubSpot. Right? So wehost a webinar.
We host a live event. We host ahybrid event. Whatever. Right?
And that's kinda it's still sortof its, like, primary, you know,

(16:32):
sort of use case.
But we started shopping in andaround and, like, showing it to
people. The big feedback that weare getting from folks is like,
hey. This app is awesome.However, most of my customers
that are doing event relatedstuff don't necessarily host
their own events, but theyconsistently go to trade shows
and conferences. And they mightsponsor a booth there, and they

(16:56):
have to capture leads.
And they wanna start getting anunderstanding of how much that
effort or how much that juice isworth the squeeze. Right? And so
we're like, That's interesting.And we kept hearing it. We kept
hearing it.
We kept hearing it until wefinally gave in. We're like, you
know what? You're right. Thereis a whole sort of, like, other
side of the coin here, for thisapp. Right?

(17:19):
And so what we ended up doing iswe built in some new features
called, event lead capture andautomatic deal attribution.
Right? So, basically, the ideahere is when you go create an
event and event happily, you'renot necessarily saying, oh, this
is an event we're hosting. Youmight say, hey. We're going to
inbound twenty twenty four.
We're going to Dreamforce, orwe're going to trade show x y z

(17:41):
one two three, whatever it maybe. Right? And what we do is we
basically spit up a form for youthat has some hidden field magic
in the back end, and then wehave 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, allthey gotta do is fill the form

(18:03):
out, and it automaticallycreates a association between a
contact and an event object thatyou have with a label of event
lead. So what's wonderful isthat you get this, like,
automatic form. You didn't haveto take any time to, like, build
it.
You just set this all up once.Right? And your salespeople have
this unique, you know, form theycan go to, essentially, that
will let you capture leads atthe event, and they're

(18:25):
automatically neatly associatedto your event inside of HubSpot.
If you're in a situation whereit's like, hey. You know what?
We went to the event, and weweren't allowed to capture our
own leads, but they gave us abig nasty list that we wanna go
ahead and, like, upload andfollow-up with people. Right?
You can easily just add an eventID to that list, upload it,
automatically gets associated.You don't gotta spend hours, you

(18:45):
know, manually associating stuffor check it off some stupid box
in a drop down field orwhatever. Right?
And so what's really cool is itmakes it very easy for you to
keep track of, like, ROI forthese different events that
you're attending. Right? But wealso built in some features that
helps with the sales follow-upat these different events. So

(19:05):
the same workflow action thatactually goes and creates the,
the association between thecontact and the event as an
event lead also creates a leadin the prospecting workspace.
And it stamps the lead with thename of the event that they came
from.
It brings over the notes thatyou took on the form into an

(19:26):
event lead notes field on thelead object. It changes the lead
type to event follow-up, and itgives you all the context that
you need on that lead object tosay, hey. Here's the person.
Here's the event that they weremet at, and here's what you
talked about. Right?
So all of the, you know, weirdways people deal with, like,

(19:48):
post event attendance leadfollow-up stuff, we've
completely automated the entirething, right, which is awesome.
So, like, you don't don't haveto be someone that even went to
the event. Or even if you did,you don't gotta worry about how
you're capturing all stuff. It'sall neatly waiting for you in
your HubSpot portal when you flyhome. Right?
And you can start actioning thatstuff immediately instead of

(20:09):
spending years figuring out howto, like, automatically
associate stuff. Now here's theeven cooler part. We've got a
workflow action in there thatworks off of deal objects.
Right? And what it does is whena deal hits this workflow
action, right, it will go andlook at the history of events
that any associated contactswent to.

(20:30):
And depending on the, criteriathat you set in the workflow
action field, or fields for,like, how far back do you wanna
look? What type of events areyou looking at? How many events
do you wanna associate? All thisdifferent stuff. You basically,
like, set up your own dealattribution, like, methodology.
It will automatically attributethe deal back to the event

(20:51):
object. Right? So what's wild isyou have this one event object
that maybe you, like, logged acouple expenses on where you're
like, hey, we, we paid 40,000for a booth, and we captured 500
leads. And then the deals, asthey start to happen, just start
getting associated to it. And inreal time without you having to
do anything, you literally canjust get ROI of these hosted

(21:15):
events, and your salespeopledon't have to worry about, like,
attributing stuff manually.
They just do their thing. Theyjust sell. Right? And you don't
have to deal with it anyway. Soit'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 ofonboarding stuff. And, you know,
the fact that we were able tosolve it for that and find this
totally new use case for EventHappily is sick. So if you're

(21:37):
sending your sales teams toevents, you gotta check out
Event Happily. The whole setuptakes, like, forty five minutes,
and then you're kinda set forevery event you go to. You're
good.
Yeah.

Love it. That's that's freaking
outstanding. I I love EventHappily for so many different
reasons, that being one of themon the side sales side. But, we
rock that out here at SidekickStrategies as well for our
events. We're using it for oursuper admin training, which is a
twelve week training that we'redoing.
And it's, it's super cool to sitback and see how it all works.

(22:06):
Very, very good.

You might call it automagical. Mhmm.

Yeah. Automagical without a doubt. I
like that.

Max Cohen (22:12):
You love it.

So, you like that? I like that. Yeah. Maybe
I'll maybe I'll point that. Imight start using that list.
I might start using that wordautomatically.

I came up with it all by myself.

Yeah. I came

up with it all by

myself. So, so I'll go into the next one,
which, by the way, this nextone, Kixie, I had the
opportunity last year at inboundto, go out to dinner. Actually,
they took me and my family outto dinner, while we're inbound
2023. If you're an app partnerlistening to this, if you take

(22:46):
me out to dinner, you might showup on the I'm just kidding. I'm
just kidding.

Well, no. Because we have David from Kixie on the
podcast. Episode 68

with us. We did. We had them on the podcast.
The relationship started,though, breaking bread over
inbound. It was super fun,actually spending time with
them.
But Kixie is a a sales and,engagement platform, basically.
Obviously, integrates with moreCRMs, but we're here to talk
about the fact that itintegrates with HubSpot, and it

(23:15):
enhances communication for yoursales team. And and, really, I
have only one bone to pick withthem. If you go to the website,
and at least you know I'm gonna,like, get on my soapbox for a
second. It it has the h oneheader of AI driven
communication, and I'm like,it's human driven, AI assisted,
but whatever.
I'm never gonna let that die.Like, it is about the humans,

(23:38):
but it has this intelligent callsystem, which Wait.

I'm sorry. It's it's it's about the what? It's
about what?

Oh, it's about the Humans.

What's that? There we go.

Thank you. And so, you know how hard it is, by
the way, to do other podcastsand other interviews and not use
that sound effect when I say theword humans? You You

Max Cohen (23:57):
did it

on our other podcast almost.

I I find out that I start to just say it,
like, humans, like, with mynormal voice. Oh, Jesus.

I wish Max had been there. Our last podcast was
about humanity, and I thoughtGeorge was going to explode.
Yeah.

My brain just wanted, like, yeah. Like, if you
haven't it's a totally differentexperiment ex experience with
beyond your default, .com andbeyond your default podcast.
But, maybe I'll bring the buttonin at some point over there. But
more importantly, Kixie, theyhave an intelligent calling
system, and it includes, like,automated dialing, real time

(24:31):
analytics, SMS, call recording.There's just so much like, if
you go to the marketplace and gothrough the bullet points, like
the power dialer, the advancedAI local presence, which
actually looks at, like, thearea code and makes it look like
where it's actually dialingfrom, s m n SMS templates, a

(24:54):
call center feature, click tocall feature.
Like, there's just so many goodpieces about this. And I used it
for a good while just because Iwas looking for and and by the
way, this is, and, again, notthrowing any shade, but this was
pre HubSpot phone numbers. I wasusing Kixie as, like, my calling
system. And by the way, I'mgonna talk about another calling

(25:17):
system in a little bit. AndKixie actually replaced the one
that I'm gonna talk about in alittle bit.
And the only thing that replacedKixie was actually HubSpot phone
numbers that I could integrateand do some stuff with. So I've
had this really weirdrelationship with phones and
calls and, what I want and whatI don't want from an

(25:38):
organization. But if you're alarger organization, medium size
or larger, Kixie is the jam whenit comes to the plethora of
tools that you can give peoplearound SMS, phone calling. Their
their power dialer is off thefreaking chain. Anyway, so
definitely check out Kixie

Max Cohen (25:57):
for your sales engagement. Don't forget about
call queues. Queues. Yeah.Kixie.
How you can make it oh, it'slike you can make it if someone
fills out HubSpot form, they getput into a call queue, and then
the people in Kixie can see whoto call. It's like so you really
wanted to tie together, like,this simplest way to do HubSpot
form submission to getting acall from somebody, it's like
one workflow action. It's sick.

Yeah. The yeah. And that's the thing I
wanna say with what you'resaying, Max. The amount of
workflow triggers you have forKixie inside of HubSpot, it's
almost obnoxious in a good way,to be honest with you.

Max Cohen (26:31):
It's sick. Also shout out to Sabrina, partner manager
who I've been talking to lately.She's absolutely wonderful. So
if there's any HubSpot partnersout there looking for a
partnership with Kixie, they gota pretty sweet deal for HubSpot
partners. So go hit up Sabrinaat Kixie.

(26:52):
Is it

on me?

Max Cohen (26:52):
Is it on me? Am I next?

We're on you, buddy. We're on you, buddy. I
have no apps except a dream.It's just you. I'm just here for
shenanigans.

I should build an app so that I could use my
podcast to shield

Max Cohen (27:03):
my You
really should. You really should.

Yeah. Oh my god. Can we have an app on an app so
we can app our app to app?

Max Cohen (27:09):
Oh my god.

Oh, wow.

Max Cohen (27:10):
Yeah. Exhibit.

That's right.

That's good, dog.

Exhibit. That's what's up.

Max Cohen (27:13):
We heard you like we heard you like platforms, so we
build a platform on yourplatform. So you can For your
platform. Platform, whatplatform did.

Why am I only thinking about platform shoes
right now? Is is that weird thatI'm thinking about platform
shoes?

Max Cohen (27:26):
No. Anyway, I don't know.

Yes. Because you're out on the Davenport with
your veranda.

Oh my god. That's true.

Talk to us.

Max Cohen (27:31):
Veranda Santa. I had to blow your reference. Anyway,
so Oh my my god.

Exhibit to Bluey. What a spectrum. Yeah. Oh my
god.

I like Salim. Salim says you should build the
HR hub. That's not an app.That's an entire hub, brother.

Max Cohen (27:47):
That's Peoplehub, dude. Peoplehub's coming. I
guarantee it.

No. That's the human hub.

Max Cohen (27:53):
Human hub?

Yeah. Oh, yeah, baby.

Max Cohen (27:57):
The human hub. Wow. Okay. Where was I? Alright.
I I gotta be I gotta be careful.Careful?
What?
You know what? Dax has been doing When are we ever
careful?

Dax has been doing a little leaky little
leaky deaky here and there onLinkedIn.

Max Cohen (28:14):
So I feel I feel, I feel I feel this. I feel this. I
feel, like, I can I can start tosay some stuff? I mean, there's
a website.

Watching Max try to stay employed in real time.
Right? Right before.

Max Cohen (28:33):
I am trying

wanna stay employed. I feel

Max Cohen (28:35):
like I'm trying to build I am trying to build FOMO.
I am trying to get, peoplestarting to get stoked.

Are we trying to drive demand?

We're trying to hype them up.

Max Cohen (28:48):
And drive demand.

Let's hype them up.

What's that, brother?

Max Cohen (28:54):
Alright. So Oh. Oh. So, you kinda you kind of
alluded alluded and and kindadid a little bit of a
foreshadowing, earlier on it,George.

Don't look at Celine. Can we quote you on
that, Matt?

Max Cohen (29:10):
Shala. Shala. Shala. Alright. So, we do not quote me
on this.
I I will say I'm gonna say, lookout for this late summer, is is
what I will say. In the generalvicinity of late summer, right,

(29:33):
we are going to be launching ourkind of new big app, called,
quote, Happily. Right? And thewhat's the best way I can say it
without giving away all thejuice? Essentially, what it is
is we are injecting arejuvenation and invigoration,

(29:55):
if you will, into HubSpot'snative quoting tool.
Alright? We are going to

be Wait. Yes. Rewind and say that again?

Max Cohen (30:05):
We are making HubSpot quoting rate again. This thing
is the easiest way to thinkabout it. There

we go.

Max Cohen (30:13):
We are, we are We need a hat for that. We are
adding, I wanna say I wanna callit, like, four big, like, four
big chunks that HubSpot quotingis really missing. And it's
really all based on a lot of thefeedback that we hear from

(30:36):
partners and from sales reps,about, like, why people don't go
with HubSpot quoting. Right?There are other quoting
platforms out there.
Right? But there is this weirdsort of middle ground, right,
where you've got customers that,like, okay. Here's all, like,

(30:58):
the HubSpot quoting, features.

By the way, listeners, Max is using his arm

Max Cohen (31:04):
and using my arm

to measure things. So if you're like, I'm
lost, go watch it on YouTube. Goahead, Max.

Max Cohen (31:10):
Imagine my arm. This is all HubSpot's quoting
features. And there's this cliffthat people eventually jump off
of. Right? When they say, man,if HubSpot quoting could only do
this thing, I wouldn't have togo to insert quoting platform
here.
Right? And the problem is a lotof these insert quoting
platforms here are insanelyexpensive and generally are way

(31:35):
too much for what a lot of thesecustomers need. Not from, like,
a pricing, but, like, a featureperspective. Right? And there's
really just kind of, like, fourthings that we've heard that
really kind of get people offthis cliff, right, to go end up
getting something that's kindof, like, more than what the so
we're really trying to just,like, stretch this cliff as far
as possible from, like, aHubSpot quoting perspective to

(31:58):
keep as many people on HubSpotquoting as we can and make
HubSpot quoting like acompetitive platform as HubSpot
kinda goes upmarket.
Right?

So it weird that I'm getting, like, excited
right now? Like Yeah.

Max Cohen (32:11):
No. It's not weird. You should be getting very
excited. So

Yeah.

Max Cohen (32:14):
What I can tell you is that we've we've completely
reimagined the HubSpot quotingbuilding experience. Right? So
no longer going through thatsort of, like, carousel thing
that you're used to. Right?We're also introducing, some
tools around rules, whichprovide a lot of governance,

(32:35):
guidance, and guardrails to make

sure your your reps can

Max Cohen (32:40):
quote confidently. Right? I feel

like you practice that.

Max Cohen (32:43):
Yep. We're also yo, Salim, chill out. Delete that
from the chat, my dude.
What chat?

We're not looking at anything. No.

No. What? Nothing.

Max Cohen (32:52):
We're also introducing some tools that make
approvals very, advanced is theway I'll say it. And then I
don't know if this is gonna be vone. We're also gonna be
tackling things like, pricebooks and, product, bundles and
things like that. Right? Sodon't quote me on exactly what's

(33:13):
it gonna be available at launch.
I'm pretty sure it's mostlygonna be rules and stuff, but
that could change. Right? Butwe're gonna be giving a whole
new sort of, like, second lifeto HubSpot quoting, which it
desperately needs. And it'sgonna come in at a really
competitive price point. I'm notgonna say exactly what it is.
I'll just say it's extremely,reasonable.

Even more exciting now.

Max Cohen (33:35):
Very reasonable. So if you're a company that loves
HubSpot quoting, but you'remissing things like, oh, people
can just kinda quote whateverthey want. We can't control it.
Or approvals are a total pain inthe butt. Or, you know, we need
more advanced stuff around,like, you know, price books and
pricing and and things likethat.

(33:55):
We're we're we're coming.

Help help is on the way, dear.

Max Cohen (33:59):
That's what I'll say to to quote quote in the late
great miss Doubtfire. Right?

And that and that was not even like a button.
That was just your real voice.

Yep.

Max Cohen (34:08):
Yep. So, so it's gonna be sick.

Low key regular hype.

Max Cohen (34:12):
It's gonna be sick. I probably said too much. But,

you know missus Doubtfire for Halloween I

Max Cohen (34:17):
should.

Just after that.

Max Cohen (34:18):
You should. I will. I'll go dress up like her now. I
don't care. But, yeah, it'sgonna be sick.
I think it's gonna be HubSpotsales users' favorite new,
thing, and, we couldn't be moreexcited about it. So more to
come. Keep your ear to the appmarketplace ground late late
this summer is what I'll say.

Love it.

Max Cohen (34:39):
Yep. Love it.

I'm I'm excited. Ear to the ground.
Obviously, I need the alpha ofthe alpha beta that is, like,
when we can use it because I'mI'm down for that testing,
ability. The the next one I'mgonna mention and, again, it's
kinda like I did last time. Idid, like, two of almost the
same thing.
Like, I did surf, and then Idid, HubLead. I did Kixie just a

(35:04):
little bit ago. Now I'm gonnatalk about Aircall because, you
know, using the right phonesystem makes sense. Aircall
obviously is a cloud based phonesystem. It's designed for modern
teams.
Some things that I loved aboutit listen. One thing that's
really cool is they have amobile and desktop applications.

(35:24):
There's call recording andcoaching in there, which you
know what? We have that inHubSpot too, but, hey, it it's
all good. Virtual phone numbers.
There's collaboration tools. Oneof the things that I really
liked was the auto routing tovoicemail. Now that was because
I was a smaller team, and Ididn't necessarily want to
always be picking up the phonebecause one thing that I was,
like, adamant about was having aphone number on the website,

(35:49):
because I wanted the Humans.Need that to be able to yeah.

Max Cohen (35:53):
That's good. To be

able to call me.

Max Cohen (35:54):
That's good.

Call me old school, maybe. But, I still
think that's a viable way tocommunicate. I really love their
analytics. I absolutely lovethat their analytics can come
into a HubSpot dashboard, whichis really dope for people that
don't wanna leave HubSpot. And,again, it's it's pretty much
like a seamless integration.
So if you're sitting there andyou're like, I think I need a

(36:18):
phone system to expand or extendthe functionality of the sales
teams, literally, you can't gowrong if you put Aircall and
Kixie against each other andjust figure out which one works
best for your actual needsbecause both of them are pretty
dope systems. They've beenaround for a good while, both of
them. But Aircall is, again,another one that I would say

(36:41):
sales teams can get a lot ofjuice for the squeeze as my
friend Doug Davidoff says allthe time.

We're doing a lot of squeezing today, guys. Like,
a lot of squeezing.

Max Cohen (36:51):
Yeah. This is a big juicing episode.

Love it.

Max Cohen (36:54):
We're big on juicing.
I

feel like I want a smoothie now after that.
But okay.

Yeah. I want a smoothie.

Max Cohen (37:00):
Oh my god.

I love Smoothie King. Not sponsored.
Not sponsored, but I love mesome

Smoothie King. 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 ofthose with

a little Oh. Listen. Oh, sounds

Max Cohen (37:16):
I Sounded great until you said collagen because I
don't just feel like that Yeah.That sounds gross.

I don't

Max Cohen (37:22):
know what that is.

It's good for my knees. No. It's good for it's a
little it's good for my kneesand joints. I'm an old lady.

Max Cohen (37:27):
When I think collagen, I just think of, like
like, rendered turkey gizzard

Oh. Fat. I don't

Max Cohen (37:34):
know why I think collagen is that. I you know
what?

George, take us back to smoothies.

Max Cohen (37:38):
I don't know what I don't know what collagen is. It
just sounds gross.

First of all, I'm not ready for Thanksgiving
yet, so we'll just put theturkey aside for right now.

Max Cohen (37:47):
But you know what I'm talking about. Right? Like

I I do know what you're talking about, but I
know that somebody loves me whenthey show up at my door of my
office and they have astrawberry slim and trim no
sugar or the actual, like,pineapple mango.

Max Cohen (38:04):
There's gonna be a collagen.

No. No collagen. I mean,

Max Cohen (38:08):
you wanna know what freaks me out just as much as
collagen? Bone What? Bone broth.

Oh. Awesome. Okay. Loving where this is going,
gentlemen. Okay.
So unless Smoothie King hassomehow become a sales app and
or integration, which would beamazing, could you imagine every
time you put a deal in thepipeline, somebody shows up and
brings you a smoothie?

Max Cohen (38:28):
I'd be sick.

I'd sell my butt off.

Max Cohen (38:29):
That's why I need that DoorDash integration.

George, that's the app we need to build.

Yep. That's the app. Spot Smoothie King app.
That's the idea.

Max Cohen (38:37):
I put croutons in my smoothies. Anyway

Okay.

Max Cohen (38:41):
No. Saying you wanna take a green smoothie and just,
like, kick it up a notch, goahead and just drop some Chatham
Village garlic butter croutons.Let let that see Nick

from Fargo.

Nick from Fargo. Max ordering a Max

ordering a

gizzard boned, bone broth smoothie.

Max Cohen (39:01):
Dude, why does that, like, not

sound like? Better watch out because Max and I will
deliver on the threat of doing awhole episode while George is
not here of just us munching oncroutons and doing, like, a
power ranking of croutons.

Max Cohen (39:11):
You should've seen me absolutely.

The croissant, the rosemary croissant croutons from
Trader Joe's. Do we have anotherapp? Because we're going

Max Cohen (39:18):
to size this. I have two. Can I have Keith two?
Alright. Alright.
Alright. Well, give

us one. Go go

Max Cohen (39:22):
go go go go go go go go go go go go go go go go go go

go go go go go go go go

go go go go

Max Cohen (39:24):
go go go
go go go go go go go go So youcan actually hook your HubSpot
account into QuotaPath, andQuotaPath will take your deal
data. I'm probably not doing itjustice here. It'll take your

(39:46):
deal data, and it will autocalculate your commissions based
on, like, whatever sort of,like, commission structure that
you do. Right? So if you'refinding yourself just, like,
having a super bad time doing abunch of custom calculations and
and and weird stuff to try tocalculate commission for your
sales reps directly in HubSpot,go give QuotaPath a try.

(40:11):
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.

He's in the chat
pain, raving.

Max Cohen (40:24):
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 wanna mention,from our friends over at New
Breed, might have heard of them.They're another big HubSpot
partner.

Yeah. I know those guys.

Yeah. Quick interjection here. Quick
interjection here. George, howdoes it feel to instruct someone
to give you one thing and theygive you two? Because this is
what I asked permission.
How does it feel?

I know. I did say And

Max Cohen (40:48):
then he

said give you one. Yeah. Give this one.

Max Cohen (40:50):
Oh, you did?

No, Max. You go ahead. You be free. This is a
lesson learning moment.

No. No. No. No. No.

Max Cohen (40:55):
No. No. No. I'll let George go, and then I'll
follow-up with the next one.

Oh, no. Go ahead. Go ahead.

Max Cohen (41:00):
I just wanna give a shout out to Distributely, dude.

Yeah.

Max Cohen (41:04):
Yeah. So Distributely yeah. Lots of leads. Right? So
New Breed makes this makes thisapp called Distributely, which
basically is like do you knowhow, like, in HubSpot when
you're doing, like, leadrotation and workflows?
Right? It's like that on acompletely different level.
Right? Basically, you can set upall these different, like,

(41:25):
distribution and, like, leadrouting rules inside of their
app. And what happens is I'mpretty sure you use a work I
think you use a workflow action.
Can't remember exactly how theyhow they trigger it. Right? But,
like, if you got insanelycomplex lead routing rules that,
like, HubSpot workflows just endup being, like, a a bear to
create or, like, you're findingyourself having to write custom

(41:45):
coded workflow actions or, like,do some wacky stuff. Right, go
check out Distributely becausethey 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, lookslike a computer processor up

(42:07):
close or something. Right?
So, yeah, check outDistributed.ly.

Nice.

Love it. Sweet. I love it. George, did you have
one more for us, or was that it?

That can be it. Like, I was gonna mention
ZoomInfo, but I think everybodyon the planet knows about
ZoomInfo and how it can enrichtheir data and how it might
change. What about

the one

Max Cohen (42:26):
Can I can I be honest, George? I don't. Person.

I don't know. Like, I hear you in Richmond.
UberMax, George.

Max Cohen (42:33):
Like, we're like, so to me, like, my brain goes, oh,
well, HubSpot already hasHubSpot insights. So why do you
need something like that?

That's company. That's that's Yep.

Max Cohen (42:41):
So that's why I wanna hear you say what you wanna say
because I don't

know. Yeah.

Take us to ZoomInfo.

Well, I don't know about going to school, but,
like, basically, what it does,it it's an enrichment
integration. So, it'll infuse,like, technological data,
revenue, location, companyattributes, more data points,
info. It maintains a consistentenvironment by standardizing the

(43:08):
information flowing intoHubSpot, decreased time to
action with better lead scoring,access, reporting dash boards to
monitor database health, andthen obviously more. But, again,
this this is so it's funnybecause, Max, I know where your
brain goes. And, again, this isme trying to talk about stuff
without throwing any shade.

(43:30):
This is definitely larger, morerobust than, like, the insights
tool.

Max Cohen (43:37):
Mhmm.

Right? Although although, dependent
upon the email that I gotearlier this week and what
HubSpot decides to do with allthe Clearbit data because that's
changing because What's changingfor what gets caught up? Well, I
don't know if I can say. Dang onit. I got an email, but

that doesn't mean I can

talk about it. Things are changing.

Max Cohen (44:00):
Chat's talking about things be changing too.

In the chat. Things. Yeah. Things are
changing.

Things be changing. And so I didn't get no
email. They're they're I got anemail, that they're not doing
something for this foreseeablefuture because something's
changing about the thing that Imight have mentioned in the last
two to three minutes. Anyway,I'm gonna end it there.

Max Cohen (44:22):
But That clears it up.

It's it's larger, yeah, it's larger than
insights. It's got more featuresthan insights. And and I'll I'll
tell you that when I've doneHubSpot onboarding, and this is
the reason I wanted to bring itup, anytime that I've done an
onboarding with a mature salesteam, medium to large size,
they're always asking about theZoomInfo integration because

(44:46):
they've already got ZoomInfo,and they just wanna make sure
that it's working with HubSpot.So it's like what I would air
quotes call a major player outthere. Therefore, pay attention
to it if you're coming frombecause you gotta remember,
there's people who are comingfrom that have never used
HubSpot before and want my toysto play nice with it.
And then there's a whole groupof us that are coming from the

(45:07):
HubSpot side, and we just wannaknow what toys we can actually
integrate to it.

Max Cohen (45:11):
So what does it what does it, like, do? Like, can I,
like, run a contact through aZoomInfo, like, workflow when
it'll, like, dump in a bunch ofinfo about it or what?

Companies, contacts, yeah. And by the way,
it's not

Max Cohen (45:25):
The most inbound y thing in the world?

Cheapest.

Max Cohen (45:28):
Oh, okay. Yeah.

And and, yeah, you gotta be careful. Right?
Because

Max Cohen (45:34):
Like, can I run a company workflow into it and it
just dumps in contact recordsfor me or no?

So you can generate lists. I'm not sure
about the workflow part, Max,but I know you can have,
ZoomInfo lists that basicallyimport

Max Cohen (45:47):
them into HubSpot?

Yeah. Yikes. So I mean, but not in a bad way.
I you know? Well, maybe.

Max Cohen (45:54):
Depends. With great power comes great
responsibility.

Well, that's the thing. If you're a good
human. You use the terrigs in agood way. But there might be
some potential to, like, have ana possible

Max Cohen (46:08):
Send send them a a email marketing email to all of
them without their consent.

Possible icky factor, maybe. But but still you
know? Yeah. Anyway. But like thetool.

Max Cohen (46:20):
I love it. Your Gmail account take the hit on that
one, boys. Alright.

Yep.

So to wrap up this conversation

Yeah.

Hopefully, next week when everybody joins us,
Mac will Max will still beemployed. Mhmm. George will not
be in trouble.

Yeah.

And you know what, guys? Let's be honest. Out of
the three of us, I have been themost well behaved.

That's because you didn't really say much. Oh.
I'm just kidding.

Did you see that look, Max? I'm in trouble.

Max Cohen (46:55):
You're gonna you're gonna die, man. I'm in trouble.

Hi, George. Hi.

Max Cohen (47:02):
Oh, you idiot.

Wow. That was

never mind. Get ready for uncomfortable
questions about your childhoodduring our Monday morning
recording. I hope you'reexcited.

Yeah. If you wanna tune in to a hot fire one
beyond your default, Monday is
probably gonna get real exciting after that
comment.

We're talking about mental health, so it's
gonna be super spicy.

Max Cohen (47:23):
Yo. W mental health. That's sick. Spice.

Yeah. Yeah. We are yeah.

We're talking next two weeks next two weeks,
max. By the way, Hub Heroeslisteners, I'm sorry. This isn't
going on a tangent. But next twoweeks, we're talking about
mental health one week, physicalhealth the next week. That's our
time.
Anyway, are we done here? Can Iget out of here without being in
trouble?

Max Cohen (47:44):
Nope. You're you're

George, since I'm a useless potato, why don't you
take us out? Oh. You don't needme. I didn't say Why don't you
take us out?

I first of all I mean, you no. It's fine. I did
my small one break.

I just can't hold that many thoughts in my head.

I didn't say useless potato. I just said
That's

what I heard. That's what I felt in my heart.

Well okay. First of all, ladies and
gentlemen

So, George, what should our listen what should
our listeners take from thisepisode?

They should take away that you should never
tell. George George, show tellwhat Liz didn't

Max Cohen (48:15):
tell in this episode.

Yeah. Well, what Liz forgot to mention on
this episode?

No. I'm just kidding. I'm just kidding. Oh my
god. I keep thinking.
Keep thinking.

Max Cohen (48:25):
Oh god. I love this.

Here here's the deal.

Did you need another shovel, or are the two
in your hand enough, George? Ithink 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 thetools that they possibly have,
don't have, or need in thefuture. And listen, go listen to
episode 86.
Mhmm. If you haven't listened toit, I know Nick from Fargo was
like, hey. Did you guys talkabout the org chart hub thingy?

(48:52):
Yes. Episode 86.

That was in that episode.

There's, like, a bunch of other things that we
talked about. Listen to bothepisodes. Heck, we might even
need to do, like, a rounduparticle based on the two
episodes in the future. We'llsee.

I'm already doing that.

Hey. There we go. See? You're awesome. And
that's where we'll end it.
Right. Liz is awesome. Hubheroes. Happy birthday.
Okay, hub heroes. We've reached the end of
another episode. Will Lord Lackcontinue to loom over the

(49:26):
community, or will we be able todefeat him in the next episode
of the hub heroes podcast? Makesure you tune in and find out in
the next episode. Make sure youhead over to the hubheroes.com
to get the latest episodes andbecome part of the league of
heroes.
FYI, if you're part of theleague of heroes, you'll get the

(49:47):
show notes right in your inbox,and they come with some hidden
power up potential as well. Makesure you share this podcast with
a friend. Leave a review if youlike what you're listening to,
and use the hashtag, hashtag hubeuros podcast on any of the
socials, and let us know whatstrategy conversation you'd like
to listen into next. Until nexttime, when we meet and combine

(50:10):
our forces, remember to be ahappy, helpful, humble human,
and of course, always be lookingfor a way to be someone's hero.

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