9 Most Underused Tools in HubSpot's Sales Hub

HubSpot’s Sales Hub is packed with powerful features that can streamline your sales process, improve communication with prospects, and ultimately boost conversions. However, while many businesses are familiar with its core tools like CRM, email tracking, and sales reporting, there are several underused features that could significantly enhance your sales strategy if utilised effectively.

In this blog, we’ll explore the nine most underused tools in HubSpot’s Sales Hub and how incorporating them into your workflow can drive better results.

1. Sequences

Why It’s Underused: Sequences allow you to automate a series of personalised follow-up emails and tasks. Despite its potential to streamline outreach, many sales teams either underuse or overlook this tool, preferring manual follow-ups.

How It Can Help: With Sequences, you can stay on top of your lead nurturing by setting up automated follow-ups. If a prospect doesn’t reply to your first email, the sequence can send a second or third email automatically, without you lifting a finger. This ensures you don’t let valuable prospects slip through the cracks.

Tip: Customise each email within the sequence for a personal touch and adjust based on the lead's actions or responses.

2. Email Templates

Why It’s Underused: Email Templates save you time by allowing you to create reusable email structures for common messages, such as meeting requests or product introductions. Yet, many salespeople still manually draft similar emails over and over.

How It Can Help: By using Email Templates, you can save significant time on routine communications while ensuring consistency and professionalism across your outreach. You can also track which templates perform best, giving you valuable data on what resonates with prospects.

Tip: Regularly update and refine templates based on the responses they generate, and personalise them to maintain an authentic feel.

3. Document Tracking

Why It’s Underused: HubSpot’s Document Tracking feature allows you to upload, send, and track documents, such as sales proposals or product brochures. Despite this, many sales teams still email attachments directly, missing out on valuable insights.

How It Can Help: By sending documents through HubSpot, you can see when and how often a prospect views them. This provides critical data on the prospect's level of interest and can help inform your follow-up strategy. For example, if a prospect spends a lot of time reviewing a pricing document, it might be the perfect time to reach out.

Tip: Use this tool to track the interest level of leads in real-time and time your outreach accordingly for maximum impact.

4. Sales Playbooks

Why It’s Underused: Sales Playbooks allow you to standardise your sales process by providing your team with proven strategies, scripts, and best practices. Unfortunately, many businesses neglect to set up or regularly update their playbooks.

How It Can Help: Sales Playbooks ensure consistency across your sales team, giving them access to useful resources, strategies, and scripts that can improve conversions. It’s especially useful for onboarding new team members, helping them get up to speed faster.

Tip: Regularly update your playbooks based on what’s working and include input from top-performing reps to continually optimise the sales process.

5. Meeting Scheduling

Why It’s Underused: The Meeting Scheduling tool allows prospects to book time directly with you, based on your availability. Many sales teams, however, still spend too much time going back and forth over email to arrange meetings.

How It Can Help: This tool simplifies the scheduling process for both your team and prospects. By sharing your personalised scheduling link, you can eliminate the hassle of coordinating calendars and increase the likelihood of securing meetings with leads.

Tip: Include your meeting link in email signatures or in follow-up messages, making it easy for prospects to book time with you.

6. Snippets

Why It’s Underused: Snippets are short, reusable text blocks that you can insert into emails or live chat conversations. Salespeople often overlook this time-saving feature and instead rewrite common responses or pieces of information.

How It Can Help: Snippets allow you to quickly respond to common questions or provide key information without rewriting the same messages repeatedly. This can significantly speed up your response time and improve efficiency in your outreach.

Tip: Create Snippets for FAQs, product descriptions, pricing, and meeting scheduling, and use them across both email and chat interactions.

7. Pipeline Management

Why It’s Underused: While most sales teams use HubSpot’s Pipeline Management to track deals, many don’t fully utilise the tool’s advanced features, such as deal stages customisation and automation.

How It Can Help: Customising your deal stages allows you to reflect your unique sales process more accurately. You can also automate certain actions—like sending follow-up emails or updating deal properties when a prospect moves through stages—saving time and improving efficiency.

Tip: Regularly review and refine your pipeline stages to ensure they align with your current sales process and add automation wherever possible to reduce manual work.

8. Task Queues

Why It’s Underused: Task Queues help you organise and prioritise your tasks, but many users continue to manage their daily workload using external tools or scattered reminders, missing the benefits of this built-in feature.

How It Can Help: By using Task Queues, you can stay focused and efficient, tackling your most important tasks one after the other without distraction. This feature is especially useful for following up with multiple leads at different stages, ensuring that no task is overlooked.

Tip: Set up daily task queues for outreach, follow-ups, or proposal reviews to streamline your workday and increase productivity.

9. Lead Scoring

Why It’s Underused: Lead Scoring helps you rank your leads based on their engagement with your content and interactions with your team. Despite its powerful ability to identify hot leads, many businesses overlook this feature or don’t set it up correctly.

How It Can Help: Lead Scoring helps your sales team focus their efforts on the most engaged prospects who are more likely to convert. This ensures you’re spending time on the leads that matter, improving efficiency and success rates.

Tip: Collaborate with your marketing team to define key actions that should increase a lead’s score (e.g., attending a webinar, downloading key content) and adjust the scoring model based on conversion data.

Unlock the Full Potential of HubSpot’s Sales Hub

HubSpot’s Sales Hub is much more than a CRM or basic email tracker. By using its underutilised features like Sequences, Document Tracking, and Lead Scoring, you can dramatically improve your sales process, boost productivity, and increase conversions. Integrating these tools into your day-to-day workflow will give your sales team a competitive edge and ensure you’re getting the most out of your investment in HubSpot.

So, don’t let these valuable features go to waste—start exploring and implementing them today to enhance your sales strategy.