The way we buy and sell is changing. From an unpredictable economy to the AI
revolution, there’s no shortage of factors affecting the customer journey. And more
than ever, the pressure is on businesses to adapt.
As the customer platform for scaling businesses, HubSpot provides the tools needed to
connect with customers and grow, no matter the challenge. In 2023 alone, HubSpot has
shipped over 200 updates for customer-facing teams across marketing, sales, and
service. At this year’s INBOUND, HubSpot’s annual conference and product showcase,
we’re launching some of our most exciting and impactful products to date.
“We are experiencing a transformative shift with generative AI. Customer expectations
are changing, and businesses now have the opportunity to leverage AI to drive
customer connection at scale,” said Yamini Rangan, CEO of HubSpot. “HubSpot has
been thinking deeply about these changes and iterating quickly to help our customers
thrive in the age of intelligence. We introduced many powerful new features and
capabilities at INBOUND 2023, and I’m excited by our progress in becoming the #1
customer platform for scaling companies.”
Introducing HubSpot AI: Platform-wide AI-powered capabilities that help
SMBs grow better
At INBOUND 2023, HubSpot unveiled HubSpot AI, our new set of platform-wide
AI-powered products and features to help customer-facing teams unlock productivity,
harness data for improved performance, and create deeper connections with
customers.
HubSpot AI is a robust portfolio of new and existing products and features available
globally, including:
● AI Assistants: Generative AI tools to supercharge marketing, sales, and service
teams. AI Assistants will work across the entire HubSpot platform to help teams
draft content, create images, generate blog ideas, build websites, and develop
reports—instantly.
● AI Agents: A set of AI-enhanced tools that help SMBs automate, respond to, and
elevate their customer service across live chat and email. The first AI Agents will
launch in early 2024.
● AI Insights: Predictive AI features that unlock better analysis and
recommendations, like AI-powered forecasting.
● ChatSpot: Currently in public beta, ChatSpot combines the power of ChatGPT
with dozens of unique data sources, like a HubSpot customer’s Smart CRM, to
give growing business access to powerful generative AI capabilities. Since
launching in March 2023, ChatSpot has seen 80,000 total users with 20,000
prompts created.
“HubSpot’s generative AI features have helped me unlock time and better focus on
priority tasks,” said Colleen McKenna, Demand Generation Manager at Frequence.
“Even with my copywriting background, I use the tools to generate new ideas, simplify
wording, and work through writer’s block. I’m excited to adopt even more of HubSpot’s
AI-powered tools and free up time that we can spend connecting with Frequence
prospects and customers.”
“It’s our job at HubSpot to help growing businesses take advantage of new technology
without any of the burden,” said Andy Pitre, EVP of Product at HubSpot. “With HubSpot
AI, we’re taking the guesswork out of generative AI and giving all customer-facing
teams across sales, marketing, and service the complete toolkit to help them
accomplish even more.”
New Sales Hub features and expanded relationship with LinkedIn give sales
teams an edge
In the past, selling was all about doing more: adding more reps, more activity, more
technology. Today, budgets are shrinking, deals take longer to close, and prospects are
harder to reach. The default “more is more” playbook no longer works, and reps are
feeling the pressure. In fact, 71% of global sales leaders say their teams have to do
more with less.*
Being asked to do more with less means productivity has taken a hit. Instead of
focusing on connection—which 88% of sales leaders say is the most important part of
their jobs—teams are bogged down by administrative tasks. That’s a problem
considering companies who focus on connection actually grow 5x more than average.**
Sales teams that aren’t focused on customer connection are leaving growth on the
table.
Sales teams need a better way to connect, grow, and win—now and into the future.
That’s why we’ve reimagined HubSpot’s Sales Hub with new capabilities, including:
● Prospecting workspace: A dedicated workspace for sales reps that consolidates
prospecting activities into a unified experience, helping them organize their day,
stay focused, and identify urgent tasks. By streamlining activities, the
prospecting workspace (currently in public beta) will help reps increase
efficiency and focus on customer connection.
● Advanced lead management and reporting: Now prospecting reps can better
organize, track, and prioritize leads—enabling richer data and unmatched
visibility for both sales and marketing teams. With improved clarity, sales
leaders and their marketing counterparts can unlock new insights into lead
pipeline efficiency and prospecting effectiveness.
○ Lead reports, including lead source reports and contact rate reports
(currently in public beta), give marketers insight into the impact of their
leads and give sales leaders visibility into how their reps are engaging
with high-value leads.
○ Prospecting activities reports give sales leaders a holistic view of rep
outreach effectiveness, including conversion rates and activity metrics.
● Intelligent deal management and forecasting: New AI-powered features
enable sales teams to better prioritize efforts and predict outcomes.
○ AI Forecasting (currently in private beta) uses HubSpot’s predictive AI
and historical sales to project future sales. Early testing showed that AI
Forecasting helped some teams improve accuracy up to 95%.
○ Deal insights help reps prioritize their deals with ease by providing
contextual insights into the health of their pipeline and sales process.
○ Deal tags programmatically categorize deals through colored labels and
quick presets, enabling reps to focus on the right deals.
● Seamless scheduling and handoffs: With Sales Hub, no matter where an
opportunity originates, the prospect will experience a smooth handoff to the
right rep.
○ Reps can book meetings on behalf of others, enabling streamlined
handoffs between sales development and sales.
○ Lead form routing (currently in public beta) ensures website leads are
qualified and routed to the right reps, quickly and automatically.
● Expansion of HubSpot’s relationship with LinkedIn across marketing &
sales: We’re enabling sellers to be smarter and more efficient in how they
prospect, build relationships, and close deals by syncing HubSpot’s Smart CRM
with LinkedIn Sales Navigator (currently in private beta). HubSpot Sales Hub
and LinkedIn are bringing two critical data sources for sales teams closer
together.
“Ceros has reached a critical stage in our growth as we scale from a single product to a
content design suite,” said Douglas Botchman, Director of Revenue Operations at
Ceros. “That means we’ve needed to pivot our sales strategy to focus on quality over
quantity, and empower our sales team to better connect with customers and prospects.
HubSpot’s new prospecting workspace within Sales Hub unlocked that much-needed
productivity for our reps, and we were able to grow our database by 345%.”
“With buyer behavior evolving quickly, the old playbook of adding more headcount,
more activities, and more point solutions to drive sales no longer delivers,” said Michael
Walton, VP Product, Sales Hub, at HubSpot. “We reimagined Sales Hub to help sales
teams unlock greater productivity while deepening customer connection. From
prospecting and lead reporting to deal management and forecasting, we’ve doubled
down on building the modern sales solution sales teams need to win today and in the
future.”
In addition to the launch of HubSpot AI and new Sales Hub features at INBOUND 2023,
HubSpot also shared the following releases:
● Commerce Hub developments***: HubSpot customers in the U.S. can use
Commerce Hub to streamline their opportunity-to-revenue process. This means
they’ll get paid faster, increase revenue, and save time with payment links,
quotes, and native or integrated invoicing with their choice of processor
(currently in public beta).
● Mobile messaging: HubSpot’s SMS feature offers marketers an easy, instant,
and personalized way to communicate with customers, allowing them to build
stronger relationships and improve campaign effectiveness—all from a single
platform. Mobile messaging is available to customers with U.S.-based SMS
numbers for messaging into the U.S. and Canada, and globally with HubSpot’s
WhatsApp integration.
● New Smart CRM customizations: Customers can now model, configure, and
extend data with greater flexibility using HubSpot’s Smart CRM, easily adapting
HubSpot to better match their unique needs and processes.
*Sales Leader Market Research, HubSpot, March/May 2023
**Why Connection Matters, Customer Research, HubSpot, January – May 2023
***Commerce Hub is the next iteration of HubSpot Payments which now includes either native or integrated
invoicing, choice of payment processor, along with other new features and functionality.
