HubSpot Sales Hub Prospecting and Automation Training Course

Course overview

Sales teams often adopt HubSpot Sales Hub but continue prospecting from disconnected spreadsheets, sending inconsistent follow-ups, and relying on individual memory to manage calls, emails and next steps. The result is uneven activity quality, incomplete CRM records, low sequence adoption and limited visibility into whether pipeline is being created through the right outbound motions. This course addresses the operational gap between having Sales Hub licences and running a repeatable, measurable prospecting process inside the platform.

Participants learn to configure and use HubSpot Sales Hub for account research, contact prioritisation, task-driven outreach, email templates, snippets, documents, meetings, calling and sequences. They build prospecting workflows that route leads, create follow-up tasks, enrol qualified contacts and notify owners without losing human judgement. The course also covers lifecycle stages, lead status definitions, activity logging, dashboards, sequence reporting and practical data-governance rules that make sales reporting trustworthy.

Instruction combines guided platform demonstrations with realistic B2B prospecting scenarios, configuration labs and review sessions. Participants work in a HubSpot Sales Hub environment to design a prospecting playbook for a defined territory or segment, including an ideal-customer profile, target-account criteria, sequence map, templates, task queues, automation rules and performance dashboard specification. They leave with a documented Sales Hub prospecting and automation blueprint that can be adapted for their team’s live portal.

The programme is designed for sales professionals and managers who already work with CRM-based selling and need to standardise outbound execution in HubSpot. It is particularly useful where leaders need greater confidence that activity volume, response data, meeting creation and pipeline conversion can be measured from consistent CRM records.

Course objectives

By the end of this course, participants will be able to:

• Configure HubSpot prospecting workspaces, saved views and task queues for prioritised daily outreach
• Build buyer and company records using contact properties, lifecycle stages, lead status and association rules
• Create reusable email templates, snippets, documents and meeting links for approved sales messaging
• Design multi-step HubSpot sequences with email, call, task and LinkedIn touchpoints
• Build workflow automation for lead assignment, task creation, internal notifications and sequence enrolment safeguards
• Apply enrolment criteria, suppression rules and consent checks to reduce inappropriate automated outreach
• Construct Sales Hub dashboards and reports for activity, sequence engagement, meetings and pipeline conversion
• Produce a documented prospecting and automation blueprint for a defined sales segment

Benefits of attending

Target competencies

Who should attend

• Sales Development Representatives — who need a repeatable HubSpot workflow for researching, contacting and following up with prospects
• Business Development Representatives — who manage outbound account lists and need to convert activity into qualified meetings
• Account Executives — who need structured follow-up, meeting scheduling and visibility across active opportunities
• Sales Managers — who need consistent prospecting standards and reliable activity-to-pipeline reporting
• Revenue Operations Specialists — who configure lifecycle rules, routing logic and sales automation in HubSpot
• Marketing Operations Managers — who need sales hand-off processes that preserve lead context and consent controls

Requirements and prerequisites

Participants should be comfortable with day-to-day B2B sales concepts, including prospects, accounts, qualification, pipeline stages and follow-up activity. Experience using a CRM to view or update contacts, companies, deals and tasks is expected; prior HubSpot Sales Hub use is helpful but not essential. Participants should understand their organisation’s basic sales process and bring examples of typical outreach messages or lead-routing issues where possible. No coding, API development, HubSpot certification or advanced reporting expertise is required. The course explains Sales Hub configuration logic before participants build sequences, workflows and dashboards.

Training methodology

The course is delivered through instructor-led Sales Hub walkthroughs, short configuration demonstrations and hands-on labs in a training portal. Participants work from a B2B account scenario to segment target contacts, create sales assets, build sequences and test workflow outcomes against defined business rules. Small-group reviews compare routing and follow-up designs, while reporting exercises use activity and pipeline data to identify operational gaps. Each day closes with a practical build task, culminating in an application plan that maps the participant’s prospecting blueprint to their own HubSpot portal.

Course outline

Day 1: Sales Hub prospecting foundations and CRM structure

• Sales Hub tools, permissions and sales workspace navigation
• Prospecting workspace views and daily task management
• Contact, company, deal and ticket association principles
• Lifecycle stages and lead status operating definitions
• Custom properties for prospect qualification and segmentation
• Saved views, filters and record prioritisation rules
• Activity logging standards for calls, emails, notes and meetings

Workshop: Participants configure a prospecting workspace and create a prioritised contact view for a defined target territory.

Day 2: Targeting, research and sales engagement assets

• Ideal customer profile and target-account selection criteria
• Buyer role mapping and contact research fields
• Email templates with personalisation tokens and approval controls
• Snippets for objection handling and call-note consistency
• Sales documents, tracking and content engagement signals
• Meetings scheduler configuration and qualification questions
• Calling tools, call outcomes and disposition reporting

Workshop: Participants build an approved outreach asset library and a target-account contact plan for a B2B sales scenario.

Day 3: Sequences and structured multichannel follow-up

• Sequence purpose, limits and appropriate use cases
• Sequence enrolment criteria and contact readiness checks
• Email, call, task and LinkedIn touchpoint design
• Branching follow-up based on replies, bookings and outcomes
• Personalisation methods that retain representative judgement
• Sequence pause, unenrolment and reply-handling rules
• Sequence performance metrics and experiment design

Workshop: Participants create and test a five-touch prospecting sequence with email templates, call tasks and exit conditions.

Day 4: Workflow automation, routing and governance

• Workflow triggers using contact, company and deal properties
• Lead ownership assignment and rotation logic
• Automated task creation and escalation deadlines
• Internal notifications for high-intent prospect actions
• Workflow branches, delays and re-enrolment controls
• Suppression lists, consent status and automation safeguards
• Testing, troubleshooting and change-control documentation

Workshop: Participants build a lead-routing workflow that assigns owners, creates follow-up tasks and prevents unsuitable enrolment.

Day 5: Reporting, optimisation and implementation planning

• Sales activity metrics and data-quality checks
• Sequence engagement and meeting-conversion reporting
• Contact-to-deal and deal-stage conversion analysis
• Custom report builder for prospecting performance questions
• Sales dashboards for representatives and managers
• Diagnosing bottlenecks in routing, follow-up and qualification
• Prospecting automation rollout plan and adoption measures

Workshop: Participants present a Sales Hub prospecting and automation blueprint containing their sequence, workflow, dashboard specification and 30-day adoption plan.

Tools & standards covered

HubSpot Sales Hub, HubSpot Workflows, HubSpot Custom Report Builder, LinkedIn Sales Navigator

A typical training day

Live online deliveries follow the same structure in the East Africa Time zone, with shorter screen blocks and longer breaks.

What the fee includes

How you can take this course

Certification

Participants who complete the full five days receive the Skillset Development Certificate of Completion, stating the course title, course code, dates and delivery format — suitable for professional-development records and employer reimbursement.

Frequently asked questions