Why Traditional Lead Management Falls Short
Before the introduction of HubSpot Lead Object, sales teams typically relied on lifecycle stages and lead status to manage prospects. While useful, these approaches often led to:
- Disorganised pipelines – Too many deal stages caused clutter and poor visibility.
- Slow qualification – Without a structured lead-tracking system, sales teams struggled to prioritise the right leads.
- Sales and marketing misalignment – Lack of clear handoff processes led to lost opportunities.
- Data inconsistencies – Reps manually tracked leads, increasing errors and inefficiencies.
HubSpot Lead Object solves these issues by creating a dedicated space for tracking, qualifying, and converting leads before a deal is even created.
What Is HubSpot Lead Object?
How the Lead Object Differs from Contacts and Deals
If you’re already familiar with HubSpot CRM, you know the platform traditionally revolves around Contacts, Companies, and Deals. So, where does the Lead Object fit in?
- Contacts represent individuals with whom you engage.
- Deals track revenue opportunities that move through the pipeline.
- Lead Object bridges the gap by capturing prospects before they’re sales-qualified.
Instead of cluttering your deal pipeline with unqualified prospects, leads exist in their own structured environment, allowing sales teams to manage, track, and qualify them effectively.
The Value of Categorising Leads Effectively
With the Lead Object, you can organise leads into meaningful categories, ensuring:
- Better segmentation – Identify the best-fit leads based on engagement, industry, or firmographics.
- Improved follow-ups – Use automated workflows to nudge leads at the right moment.
- Clearer pipeline management – Only move sales-qualified leads into the deal pipeline, keeping it clean and accurate.
By separating leads from deals, you ensure pipeline clarity while enhancing sales efficiency.
How to Create Leads with HubSpot Lead Object
You can create leads from various sources within HubSpot, including contacts and companies. Here’s a quick overview:
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From Contacts:
- Navigate to CRM > Contacts.
- Select the contacts you want to create leads for.
- Click Create Leads and set the necessary lead properties.
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Manually in Sales Workspace:
- Go to Workspaces > Sales.
- Click the Leads tab and then Create Lead.
- Fill in the details and click Create Lead.
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Using Workflows:
- Set up automated workflows to create leads based on specific triggers or actions.
Best Practices for Effective Lead Qualification
Define Clear Lead Criteria
Establishing clear criteria for lead qualification is essential. This could include factors such as industry, company size, and engagement level. By defining these parameters, you can ensure that your sales team focuses on leads that fit your ideal customer profile.
Utilise Lead Scoring
Incorporate lead scoring to evaluate and rank your leads based on their engagement and fit. This systematic approach allows for more informed decision-making in your sales process.
Regularly Review and Adjust Your Lead Qualification Process
The market is constantly evolving, and so should your lead qualification strategies. Regularly assess your criteria and processes to ensure they align with your current business objectives.
Benefits of Using HubSpot for Lead Tracking
Streamlined Lead Management
With HubSpot, managing leads becomes a seamless experience. You can view, filter, and edit leads easily, allowing for effective lead tracking and management.
Enhanced Collaboration
The HubSpot platform facilitates better communication and collaboration among your sales and marketing teams. Shared access to lead data ensures everyone is on the same page, enhancing overall productivity.
Comprehensive Reporting
HubSpot provides robust reporting features that allow you to analyse your lead qualification efforts effectively. By tracking metrics such as conversion rates and lead sources, you can refine your strategies for even better results.
Take Your Lead Qualification to the Next Level
HubSpot’s Lead Object is a game-changer for CRM lead management, helping businesses manage lead tracking, qualification, and conversion in one seamless system. By properly setting up your lead properties, workflows, and automation, you can:
- Keep your deal pipeline clean and focused
- Ensure reps engage the right leads at the right time
- Improve sales and marketing alignment for better conversions
At Six & Flow, we help businesses optimise their sales pipelines and implement best-in-class HubSpot strategies. If you’re looking to level up your lead qualification and transform your CRM processes, we can help!
