How Marketing Can

Organize and
Segment Their
Leads
50%
According to Gleanster
Research, 50% of your
leads will be qualified
but not yet ready to
buy.
Segmentation
The process of dividing your contacts into sub-groups (known
as segments) based on some type of shared characteristics
Lead nurturing is the third
major stage in the lead
management process.
Lifecycle segments are
groups of contacts
organized based on your
company’s lifecycle stages.
In HubSpot, you’ll find a
default Lifecycle stage
property that helps
label eight different
Lifecycle stages for
each lead.
You can begin by
building buyer persona
segments.
These can help you speak
to each lead based on
their unique goals and
needs.
Segmenting leads by
product interest can also
help you provide
content and information
that will help drive their
purchasing decision.
Creating a segment for
unengaged or unsubscribed
leads will ensure you're
not engaging with or
wasting resources on
irrelevant contacts.
Building Segments in
HubSpot
1. Create a List
2. Create a Saved
view
 A Static list pulls records that meet a set criteria when the list is
saved.
Records can also be manually added and removed from these lists.
 Active lists automatically update their members based on filters
and criteria you set. Records will automatically be added to the list
when they meet the criteria and be removed once they don’t.
Building Segments in
HubSpot
1. Create a List
2. Create a Saved
view
Saved views is a feature in your C R M that will filter your records based on
the property value you set to view for analysis.
 Lists Saved views
 Create segments by contact  Create segments by contact,
and company objects. company, deals, and ticket
objects.
 Segment leads by property
values and behavior-type  Are limited to segmenting leads
filters. by property values.
 Can be used with other  Can’t be used with other
HubSpot tools. HubSpot tools.
How to Segment Your
Leads With Lists and
Saved Views in
HubSpot
How Sales Can
Qualify Their
Leads
Lead qualification
The process of identifying leads that are ready to enter
the sales process
 Lead qualification will help
you identify these sales
qualified leads, so your sales
team can respond to them
quickly.
Lead qualification will help your sales team discover new
sales opportunities for your company.
How to Qualify Your
Leads
1. Define what a qualified lead looks like for your
company.
2. Use automation to help identify your qualified leads.
What makes someone a
good fit for your offer?
Ideal Customer
Profile
A set of criteria of the basic attributes that a person or a
company needs to have to be successful as your customer
Example Ideal Customer Profile
Requirements
• Lives in San Diego
• Owns a dog or cat
• Makes at least $50,000 per year
• Has proof of current vaccinations for their
pet
What actions demonstrate that
someone is sales ready?
Actions That Demonstrate Someone
is Sales Ready
• Visiting their service pages at least 3x
• Downloading a comparison guide of other
pet daycare services in the area
• Booking a personal tour of the facility
How to Qualify Your
Leads
1. Define what a qualified lead is for your company.
2. Use automation to help identify your qualified
leads.
 Rather than manually checking whether a lead
meets the qualified criteria, your sales team can
use HubSpot to build a List or create a Saved view.
 Saved views
 Limited to pulling property values
 Great for identifying your
ideal customers
 Can filter your view by
property values that matter
most
Lists
 Identify qualified leads based
on traits and behaviors
 Pull contact or company
records based on property
values and behavior-type filters
 Can be used as an
enrollment criteria for
workflows
 Saved views
 Limited to pulling property
values
 Great for pulling your
ideal customers
 C an filter your view by
property values that matter
most
Lists
 Identify qualified leads based
on traits and behaviors
 Pull contact or company
records based on property
values and behavior-type
filters
 Can be used as an
enrollment criteria for
workflows
How to Qualify Your
Leads With Saved
Views and Lists in
HubSpot
Automating and
Scaling Your Lead
Organization with
HubSpot
HubSpot Tools and Features to Help You
Automate and Scale Your Lead
Organization
1. Sync lifecycle stage
settings
2. Hidden form fields
3. Workflows
HubSpot Tools and Features to Help You
Automate and Scale Your Lead
Organization
1. Sync lifecycle stage settings
2. Hidden form fields
3. Workflows
However, enabling
your Sync lifecycle stage
settings allow you to
automatically update the
Lifecycle stage for
objects associated with a
contact.
HubSpot Tools and Features to Help You
Automate and Scale Your Lead
Organization
1. Sync lifecycle stage
settings
2. Hidden form fields
3. Workflows
Forms provide the
option to add hidden
fields that aren’t visible
to visitors or leads.
HubSpot Tools and Features to Help You
Automate and Scale Your Lead
Organization
1. Sync lifecycle stage
settings
2. Hidden form fields
3. Workflows
Workflows are useful for
updating a large
number of contact,
company, or deal
property values.
You can set the
Contact enrollment
triggers to match that
criteria…
…and set the Actions to
update the contact property
Persona to R&B Arthur.