How to use HubSpot’s Prospect Tool
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How to use HubSpot’s Prospect Tool

What if we told you that there’s a super easy way to see who’s visiting your most important website pages?

HubSpot’s prospects tool is here and ready to help! Using the HubSpot tracking code that’s automatically installed on your HubSpot pages, you can view and understand more about the people who are visiting your website but yet to convert on a form.

If you host your website externally from HubSpot, you’ll need to install the HubSpot tracking code.

Now after working with plenty of clients over the years, we know how difficult sales prospecting can be. It’s often touted as one of the most time-consuming tasks, often with little measurable return.

The Prospects tool eases a little bit of the burden... But we’ve found that not many people know how to use it, or even know it exists!

Read on for how to find it and tips for getting the most out of the tool…

How to find the Prospects tool

HubSpot have a habit of moving things, but at the time of writing – you can find the Prospects tool by going to Contacts > Target Accounts and in the left hand sidebar click ‘Prospects’. You can also find it by using the global search bar function.

How to read your Prospects report

Once you’ve got set up, you’ll be met with a list of prospect companies that have visited your site. There are a few things you can do with this list…

Filter for specific views
Create custom segmentation filters to look at prospects based on demographic data, like country, or keywords, as well as things like how frequently they’ve visited or when they were last seen.

Select favourites
If there’s someone in your list that you want to keep an eye on, you can click the star icon next to their name to add them to your ‘Favourites’ filter, which you can then use to set up custom prospect notifications so you’ll be alerted when they’re next active

Learn more valuable information
Click on the company name to get more information about the prospect, including LinkedIn details, website URL and the option to add the company to your database. You’ll also be able to see key information like how long they stayed on your website for and what pages they viewed, to help you identify warmer prospects.

Find related companies
Gold for Sales teams everywhere – the Prospects tool uses an algorithm to identify similar companies. Click on the company, then scroll down the right-hand side bar to the ‘Related companies’ section.

Custom filters
Are game-changing for identifying ideal prospects – test and create views that are specific to what you’re currently focused on, for example, you could use your ideal customer profile to filter prospects by industry and size, or if you’re specifically responsible for driving sales within a specific region, you can filter by that to focus on the right leads.

How to set up prospect notifications

Every Sales team using HubSpot should be set up to receive the HubSpot notifications so that they can make really targeted and timely interactions with potential hot leads.

To set up notifications, each individual needs to head to the prospects report view and hit the ‘Actions’ CTA in the top right-hand corner. They then need to click ‘Manage notifications’.

They’ll see a pop-up with notification options – a daily email summary or real-time app notifications. If you’re an admin, you’ll be able to set notifications up at a team-wide level on the second tab.

Useful HubSpot articles:

Knowledge Base: Using the prospect tool 

Header image source: Unsplash