Build HubSpot Workflows with Sales Insights

Timeline Events in HubSpot are activities and interactions that are recorded on a Company record's timeline in HubSpot. They include notes, emails, calls, tasks, and meetings, and they will include RollWorks Sales Insights Account Spike data after you connect HubSpot to RollWorks. 

Sales Insights Account Spike activities included in a Company record timeline can be used to trigger HubSpot Workflows.  These workflows are typically built by HubSpot Administrators, therefore we recommend that you reach out to your HubSpot admin or Sales Operations team to configure them.

 

Who can use Timeline Events to trigger workflows in HubSpot?

 

Common HubSpot Workflow Use Cases

Type of Workflow

General Use Cases

Marketing Workflows: Nurture accounts that aren’t quite ready for sales actions. 

Use Sales Insights Account Spike data, website visits, ad clicks, and any other account activity to define criteria used to put accounts that are exhibiting engagement into a HubSpot Workflow that sends them interesting content or messaging via email or other channels to keep them engaged, so that when they are ready, your company is top-of-mind.

Set filters or parameters so that when an account meets those requirements, it can be automatically added to a HubSpot Target Account List or audience segment that is synced to a HubSpot campaign or RollWorks marketing campaign.

Sales Workflows: Prioritize and take action on accounts that are spiking.


 

Automatically create tasks (calls, emails, sequences) based on Account Spike data captured across owned accounts so that Sales Reps can strategize their day’s activities and follow up in a timely manner. 

Trigger the creation of calls, emails, or sequences to other integrated applications, like Outreach, based on Account Spike data.

Automatically assign spiking accounts that are not being worked on to fuel the top of the sales funnel with new accounts that are already engaging.

 

We recommend that you implement HubSpot workflows using RollWorks data following the examples below:

Type of Workflow

How to implement with RollWorks data

Marketing Workflows:

Nurture accounts that aren’t quite ready for sales actions. 


 

When an account has a Medium Spike Level πŸ”₯πŸ”₯ or a High Spike Level πŸ”₯πŸ”₯πŸ”₯, and the account is in an early Journey Stage, for example, 'Aware'), trigger a workflow that adds the account to an Account List which can be used in a nurture campaign specific to the Journey Stage and other criteria.

When an account has a High Spike Level πŸ”₯πŸ”₯πŸ”₯ and the account meets the criteria to be considered a high-value account, trigger a workflow that sends a gift to contacts, and then enrolls the contact in a sales sequence once they’ve redeemed the gift.

When an account has a High Spike Level πŸ”₯πŸ”₯πŸ”₯, trigger a workflow that updates the Account tier, for example, the 'Engaged' Journey Stage. This helps ensure that the account is added to the right campaigns.

Sales Workflows:

Prioritize and take action on accounts that are spiking.


 

When an account has a High Spike Level πŸ”₯πŸ”₯πŸ”₯ and the account does not have an open HubSpot Deal, trigger a workflow that creates a task for the assigned owner to follow up.

When an account has a High Spike Level πŸ”₯πŸ”₯πŸ”₯ and the account is unassigned, trigger a workflow that assigns the account based on territory, company size, or other criteria used to assign accounts.

When an Account with a closed lost Deal has a Medium Spike Level πŸ”₯πŸ”₯  or a High Spike Level πŸ”₯πŸ”₯πŸ”₯, trigger a workflow that creates a task for the assigned owner to follow up.

 

How to trigger Workflows in HubSpot

Visit this HubSpot Knowledge Base article to learn how to trigger Workflows in HubSpot using Timeline Events. These workflows are typically built by HubSpot Administrators, therefore we recommend that you reach out to your HubSpot admin or Sales Operations team to configure them.

To build a HubSpot Workflow using Account Spike data:

  • Click the 'Workflow' tab at the top of the screen.
  • Click the 'Create Workflow' button at the top right of the screen. You can use a template or start from scratch.  
  • Select the 'Company' object. This is where you can access 'RollWorks Engagement Spike' information.  
  • Click 'Next'.

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  • Click the Select Trigger button and click the checkbox next to Company on the right-hand side.
  • Select RollWorks Engagement Spike Level, select a filter value (for example, β€˜High’), and select Apply.
  • Optionally you can add additional logic to your Workflow trigger.
  • Click Save.

 

  • Click the β€˜+’ button to select an action. Here you can select an action such as creating tasks for the sales persona that owns the Company record or add the Company record  to a nurture campaign list.

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