Top 10 Questions When Using HubSpot Sales Hub

Whether you’re just getting started or scaling a sophisticated sales operation, HubSpot Sales Hub can be a game-changer — if you know how to use it effectively. As a marketing professional in the tech or SaaS space, you’ll likely encounter questions as you onboard your team, build your pipeline, and integrate tools.

Here are the top 10 frequently asked questions about HubSpot Sales Hub — answered in plain English, with no jargon.

1. What is HubSpot Sales Hub, and how is it different from the CRM?

Definition: HubSpot Sales Hub is a sales enablement platform that sits on top of HubSpot’s free CRM, offering extra tools for automation, prospecting, reporting, and pipeline management.

Why it matters: Think of the CRM as your contact database, and Sales Hub as your sales team’s toolkit for closing deals faster.

2. How do I set up a deal pipeline that actually works?

Customising deal stages to reflect your real-world sales process is key. Tailor your deal stages to your buyer journey - this may mean avoiding using HubSpot's default deal stages - and make sure each stage has clear criteria.

💡 Pro Tip: Use automation to assign tasks or send reminders when a deal moves stage.

3. What’s the best way to automate follow-ups?

Use Sequences (automated email + task workflows) for 1:1 outreach. These save reps hours each week and help ensure timely follow-ups.

Did you know?: Sales reps spend nearly 65% of their time on non-selling tasks. Sequences help claw back that time.

4. Can I personalise emails at scale?

Yes! With personalisation tokens and conditional content. You can insert first names, company names:s, recent page views, or last interaction to make each email feel 1:1, even when sent to 100 contacts.

💡Pro Tip: Overusing tokens without context = spam email. Always review before you send.

5. How can I track what prospects are engaging with?

Use the prospect tracking tool, activity timelines, and notifications to see when someone opens an email, visits a webpage, or clicks a link.

💡Pro Tip: Combine this data with lead scoring to prioritise the hottest leads.

6. How do I use lead scoring effectively?

Lead scoring ranks leads based on activity, demographics, and fit. You can use manual scoring or predictive scoring (Sales Hub Pro+). Set clear thresholds to qualify leads for sales.

Example: Score 10 for opening an email, 20 for booking a meeting, minus 15 for unsubscribing.

7. Can I integrate Sales Hub with Outlook, Gmail, or my ERP system?

Yes. HubSpot integrates natively with Gmail and Outlook, and offers APIs and third-party connectors for ERP, quoting tools, or customer support platforms.

💡Pro Tip: For deep integrations (e.g. with SAP or NetSuite), you’ll want Sales Hub Enterprise or middleware like Zapier or Workato.

8. What is ABM in HubSpot, and how do I use it?

ABM (Account-Based Marketing) tools in Sales Hub allow you to target specific high-value companies. You can set ideal customer profiles, use company scoring, and tailor outreach.

💡Pro Tip: Create a workflow that alerts your team when a target account visits a pricing page.

9. How do I build reports that give my sales team insight, not headaches?

Use Custom Reports Builder to track metrics like conversion rates, time in stage, and rep performance. Avoid dashboard clutter — focus on 3-5 KPIs that actually drive growth.

Popular Reports: HubSpot comes with many standard sales reports, including sales pipeline velocity, activity vs deal outcome, and deal forecast.

10. How do I get my team to actually use it?

Start with training and quick wins. Build templates, define your process, and lead by example. Reps adopt tools they see saving time, not adding clicks.

💡Pro Tip: HubSpot implementations involve more than just installing the software. Use Playbooks and Snippets to speed up note-taking and email writing.

Final Thoughts

HubSpot Sales Hub is packed with powerful features, but the real magic comes from knowing which sales levers to pull and when to pull them. By getting the basics right and adopting a few advanced tricks, you can supercharge your sales process and create a better experience for your team and your leads.