Sales Insights for HubSpot Initial Configuration Guide

What is Sales Insights

Sales Insights is a feature that helps SDRs, Sales Reps, and Sales Managers better prioritize accounts for outreach by uncovering which Salesforce accounts are spiking with website and ad engagement. It provides valuable insights to your sales organization directly in your CRM and through daily spiking account email alerts, in-Salesforce account insights, and spiking account Salesforce reports. Read the table below for a quick glance at these Sales Insights features, or learn more in our Sales Insights Introduction Guide.

Who can access

Access to Sales Insights and Account Spike Data depends on your subscription package.

The number of seats for available for your sales reps depends on your specific contract. Contact your Account Manager to purchase additional Sales Insights seats.

The following table indicates which Sales Insights features require a user seat assigned: 

To find your current package, log in to AdRoll ABM and navigate to Settings > Billing > Plans & Usage.

HubSpot Editions Supported

To enable your team to use Sales Insights you must connect the AdRoll ABM platform with your HubSpot instance. We support the following HubSpot editions:

• Enterprise
• Professional
• Starter
• Free

Click here to find your HubSpot subscription.

If you use Salesforce as your main CRM visit this configuration guide instead.

Before you Start

Before using Sales Insights for HubSpot, you must complete the following onboarding steps:

1. Activate your pixel on your website.
2. Connect your HubSpot account to the AdRoll ABM platform.
3. Configure your General Exclusions in the account Settings.
4. ​​You must be an Administrator in the AdRoll ABM platform to configure Sales Insights and assign seats to your team.

Once these four steps are complete, you are ready to onboard your Sales Team with Sales Insights, following the steps below.

Step 1. Set HubSpot as your default CRM

Since Sales Insights can be configured for HubSpot or Salesforce, you will need to set HubSpot as your default CRM in the AdRoll ABM platform:

• Log in to AdRoll ABM and go to Settings > Integrations > HubSpot.
• Under Current CRM select HubSpot.

If you miss this step, you will be prompted to connect and select your default CRM when you access Sales Insights from Settings > Sales Insights > Seat Management.

Step 2. Exclude accounts or URLs from Sales Insights notifications

Optionally, we give you the flexibility to exclude specific accounts or website pages from Account Spike alert emails sent to your team.

• Click URL and General Exclusions under Customize Set Up.

• Toggle on Apply General Exclusions if you want to exclude all the accounts set up in your general account settings. 🔎 Learn about General Exclusions in this help center guide.
• By adding URL Exclusions, page views on those pages and on related pages will be disregarded and will not be accounted for to . 
  • Example: Excluding mycompany.com/careers also excludes mycompany.com/careers/events. 

Step 3. Select the HubSpot property for sales ownership

This step requires you to choose the HubSpot properties containing sales reps responsible for an account. Examples of such roles include Company Owner, SDR, BDR, Account Executive, Account Manager, etc.

The selected property is crucial as it determines who receives notifications when an account that exists in your CRM surges with a spiking signal.

By default, "Company Owner" is selected for account ownership. However, you can change this setting if your organization uses a different company property to define the assigned salesperson.

You must select multiple HubSpot properties to designate account ownership. (e.g., "Company Owner" and "BDR").

Most organizations only use the default Company Owner property to determine the assignment of their HubSpot Company records; however, you can add additional HubSpot custom properties if multiple sales roles are assigned to an account simultaneously, depending on your team structure and how your company has customized HubSpot:

• Company Owner is the default standard field for Company records used to capture ownership of an account in HubSpot. 
• HubSpot Custom Properties are other properties on your HubSpot Company records that capture additional HubSpot users in different roles who are also responsible for working on an account. These roles may vary greatly from company to company as they are customized by your Salesforce administrator based on your sales team structure. Below are some common custom properties used by our customers:

Continue to select the HubSpot Company Properties that correspond to the team members who should receive Account Spike email alerts, following the instructions below:

• Log in to AdRoll ABM and go to Settings.
• Click Seat Management under the Sales Insights section.
• Click HubSpot Custom Properties.

• A drop-down menu will appear that shows all the HubSpot Custom Properties that are available in your HubSpot Company Object.
• Click Save.

Step 4. Confirm how many seats you have available

Depending on your subscription, you will have a different number of Sales Insights seats available:

• Go to Settings > Sales Insights > Seat Management.
• Look at Assign Seat,s and you will see the number of seats used.

Step 5. Assign Seats to your Sales Team

• Go to Settings > Sales Insights > Seat Management.
• All your HubSpot internal users will be listed automatically under the column Name.
• Find the name of the team member who needs access by using the search box or applying a filter to find the users who need access.
• Mark the checkbox on the left-hand side of the user’s name and save to assign a seat.

• Select one option under Notification View to choose what type of alerts this user should receive.

Notification View	Notification View	Who should receive these alerts?
	Owned Companies: The user will receive Spike notifications for any HubSpot records assigned to them.	Sales Reps
	Unowned Companies: The user will receive Spike notifications for any HubSpot Companies where the ‘Company Owner’ field is blank.	Sales Managers and Sales Ops
	Owned & Unowned: The user will receive Spike notifications for any HubSpot Companies assigned to them and also for any Companies with a blank Owner.	Sales Managers who own companies in HubSpot

• Choose the best type of email alerts for your different Sales Team members. Our recommendations are:
  • For Sales Reps: Select Owned Companies, if a user should receive alerts only for Company records they own in HubSpot.
  • For Sales Managers and Sales Ops: Select Unowned Companies if a user should receive alerts for Company records that do not have an assigned owner and should be assigned to a Sales Rep based on their activity and engagement level.
  • For Sales Managers who own companies in HubSpot: Select Unowned if a user should receive alerts both for accounts they own and the accounts that yet need to be assigned to a Sales Rep.
• Toggle on Daily Email Notifications to choose if you want to send Account Spike daily email alerts to this user.

• Toggle off Zero Spiking Accounts Notification to control whether the user receives a No New Spiking Accounts email alert when no spiking accounts are detected for the user within the last day. This will prevent emails like the one below from being sent.

• Don't forget to click Save Changes.
• You are done!

After assigning a Sales Insights seat, the user will receive an email confirmation so they know how it works and what to expect.

Step 6: Create an Account Spike report in HubSpot for your Sales Team

We recommend that you or your CRM Admin create an Account Spike report for your sales team. Follow the instructions in this guide for step-by-step instructions and our recommended report setup.

Next steps for your Sales team

After assigning a Sales Insights seat to your SDRs, Sales Reps, and Sales Managers, they will get access to: