Super User Training: Sales - 11 June 2025
Super User Training: Sales - June 11
VIEW RECORDING - 50 mins (No highlights)
@0:00 - Ott Niggulis (Wisnio)
Well, have the tech, right?
@0:02 - Milo den Doop (Assessio)
Which companies are customers and which are prospects?
@0:07 - Ott Niggulis (Wisnio)
Yes and no. It's a bit complicated to set up right now. That's been managed mainly by customer success, and they have their own pipelines set up a bit differently.
But we can take a look at it later today. Hello, Jonathan. Good morning.
@0:25 - Jonathan Riis Gilmartin (sunrise.dk)
I don't know what the conversation was about. I just heard what is a customer and what is a lead and so on.
You do have like the life cycle stage on the company level. It should give you this, at least from upsells.
Yeah, it should.
@0:41 - Ott Niggulis (Wisnio)
But in other countries, there are some discrepancy. Yeah, but that's true.
@0:47 - Jonathan Riis Gilmartin (sunrise.dk)
We've seen in Sweden, for example, that they were a customer in upsells, and we just migrated as it was.
And then they were like, oh, but they're not a customer anymore. Like, okay. you. Then you have to update it, right?
It's the lovely work that you will have fun with in the future. My daughter is home with small chicken pox today, so it's nice.
You need to have it, right? It's a good thing, I guess, but anyway, we're doing the super user training for sales today, which is why we have Milo here.
We had this CSM training yesterday, and now, Milo, I don't know how far you got, because we had a talk on Friday on some stuff, and some of those things were kind of also my plan to walk through today.
So, is there anything specifically you would like to walk through today, or should I steer the agenda?
@1:58 - Milo den Doop (Assessio)
No, it's all yours. you. Uh, there are some things that I often run into and then I'm like, how do I change this or why has it been changed?
And then what's the reason behind it? For example, the dashboards that I've created for all salespersons in the Netherlands, then all of a sudden the date range is now selecting an operator instead of selecting a window of this month or this week, which is kind of strange.
So I'm just then curious how, so how can I potentially change that back? Yeah, there might be the thing, I can share my screen here.
@2:34 - Jonathan Riis Gilmartin (sunrise.dk)
Uh, there might be a thing where some of your dashboards, if you have opened up for people can change the date range themselves, they might go in and do that.
@2:44 - Milo den Doop (Assessio)
It's something I see a lot.
@2:46 - Jonathan Riis Gilmartin (sunrise.dk)
When you have a dashboard where everyone can change it, someone can go in and say, I would like to see what, how much did I do in this specific range?
Yeah. So that might be it. Uh, let me just share my screen. You. You do also have the option to actually see who changed it the last time.
if you want to be really pretty gritty and see who actually did the change, sometimes that can be good.
It's always a little bit slow when I have to visit the sales rep. No, so if you search for Robert.
@3:22 - Milo den Doop (Assessio)
Okay. Next to quick filter, now says date range. Usually I could click on it and then say this month, this week, next month.
But now it's changed into this. So I can't understand.
@3:38 - Jonathan Riis Gilmartin (sunrise.dk)
That's actually a bit weird. That's true. I don't know why that changed. Interesting. We can just see if we can add it again.
Okay. Thank you. You can do these filters. I actually like them a lot because you can combine different properties, but now I just need to remember which properties it is that I needed to have.
Activity date. Pretty sure that's the one. there we go. Because then we have close date, we have activity date, and what other things do we have?
Because it also changed in the sales rep template.
@4:42 - Milo den Doop (Assessio)
I don't know who or why or no.
@4:44 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, but that's actually, that's a thing I see once in a while, which is pretty annoying, that sometimes HubSpot has a system change and that sounds like a system change.
I don't think anyone can actually change this. I've never heard of that as an option. Yeah. Yeah. Let's just go this.
I don't think this makes a difference but I'll try anyway. No, that's annoying. Oh, I got more here, but this, okay.
That's weird. But I have more options now, so I guess that's good. But when you do this research, you just want to check if there's anything else where you're like, okay, these are also dates I need to take into consideration.
@5:40 - Milo den Doop (Assessio)
I think the date range and I'm selecting is this month or this week.
@5:47 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, now for me, this is because when you have multiple dates, you're combining because I have close date now and activity date.
I might also create date, for example, but I don't think create date makes sense to have here. So I think this is...
Actually, but I can see it works now. I don't know what happened. There might be someone who tried to adjust the quick filter.
Yeah, I don't know. But anyway, it seems to work now. Yeah, OK.
@6:19 - Milo den Doop (Assessio)
It seems like I just had to do a refresh of the filter, which is great.
@6:25 - Jonathan Riis Gilmartin (sunrise.dk)
OK, well, what you can do here, you can see actually now you have this limited to super admins and owner only.
Yeah. So I'm guessing maybe you have Robert as the owner. Or can Robert see this? Yeah.
@6:42 - Milo den Doop (Assessio)
OK, well, I assume he does. I shared the link with him. Yeah, OK, but you can share the link with him.
@6:48 - Jonathan Riis Gilmartin (sunrise.dk)
That makes sense. Because because right now it's set to super admin and owner. So unless he's super admin, I actually don't think he can see it.
No.
@6:58 - Milo den Doop (Assessio)
But but anyway.
@7:00 - Jonathan Riis Gilmartin (sunrise.dk)
Maybe you can check it with one thing that actually works quite well in Hotspot, and you are super admins, so you have that option to do that.
If you are in doubt, if a user can see what you want them to see, you can check it without asking them, which I actually like a lot.
You have the option to log in as another user. You can't do stuff because, you know, close deals for Robert, I'll log in as Robert, I'll close deals.
You can't do that, but you can see what would Robert see when he logs in, which is a very nice feature when you're building someone, something for a specific team that has a specific permission set.
Because sometimes you can really do something and be like, oh, this makes sense. But if you don't check it, your colleagues might be frustrated.
And also you don't have to ask them, which I find pretty nice because you don't have to disturb them in their day to day.
So you can hover your mouse over and you can say log in. Only super admins can do this. Robert wouldn't be able to do it the other way around.
then you log in. Oh, wow. Let's see. Something didn't add up. Yeah. Okay. I'm logged in as Robert now.
So you can see now I'm temporarily logged in as Robert. And then I can go to dashboards and I can see if I can see that report.
I can. For some weird reason, actually.
@8:36 - Milo den Doop (Assessio)
Because you see it here, right? Yeah. Yeah.
@8:39 - Jonathan Riis Gilmartin (sunrise.dk)
It's limited to super admin and owner only. But I'm guessing that because you sent him a direct link, then he might be has been assigned the owner of the dashboard.
Then it makes sense. That's fine. As long as it works, you know, in this scenario. And then you can also see if there's any other dashboards that Robert can see.
He can see a lot. It might be a good idea to look at the permissions for dashboards, but, and it's the same thing.
You want to see how his deal pipeline looks, you know, how it looks when he opens up a deal, for example, you can do that.
I'm just opening one from you, Milo, but so you can see that as well. Yeah. That was just an example.
But anyways, I'll log out as, I'll sign out. Yep, then the agenda is yours.
@9:33 - Milo den Doop (Assessio)
Sorry? Then the agenda is yours. Yes. Perfect, perfect.
@9:41 - Jonathan Riis Gilmartin (sunrise.dk)
Yes. Okay. So, we touched a little bit of, we touched, we talked about pipeline on Friday. We didn't talk that much about, like, the standard, you know, creating a property, doing some.
In the pipeline and making an automation and just some of the basics. I know Ott, you also, we covered this with CSM yesterday for their part.
But I think it would be good just to use a little time on that as well. But also use a little time on some of the workflows that are currently, you can say, handing off to sales in general.
What's coming in from the website, what is coming in from the different parts of the mainly websites you can see.
So I thought I would touch upon that and those areas, but also, of course, the pipeline and that part of the setup.
That's where I feel we haven't covered that much, at least. And then reporting, if we had time. I think, I don't know, it seems you are okay with reports right now, Milo, but I'm guessing if you used to do a new report, that would be an interesting exercise or how is
@11:00 - Milo den Doop (Assessio)
How are you with that? I mean, yeah, I'm copy-pasting from existing dashboards.
@11:10 - Jonathan Riis Gilmartin (sunrise.dk)
That's the way to go, but I thought it might just be good as well to do one from scratch, just so you can see how the flow and builder works, and also because this is being recorded, so it'll also be on the training page for future reference, which I think can be quite good.
@11:29 - Milo den Doop (Assessio)
Okay, cool.
@11:31 - Jonathan Riis Gilmartin (sunrise.dk)
So if I go to the deal section, what you will also see is if you are here on the deal section and you click the wheel in the top right corner, you will be directed to the back end of the pipeline, so to speak.
Here you are pretty familiar, Milo, because you've already been working a little bit from this area. But here we have the setup, so managing deal properties.
Thank you. Peace. Managing deal properties, so all the properties we have on the deal level. The default deal amount, which has been set to manual entry.
I don't actually know who changed this. It was something different before. anyway, it's about having a little too many super users, I think.
This was, I think, total contract value before, but you can see here, you can change it. Then we have the create deal section, which I think is actually pretty important to be comfortable with.
Because this is when someone creates a new deal, this is what they see. And people do that quite lot.
So having this section optimized as much as possible is, of course, the ideal here. What you can do is, you can have properties that are either required, have a little star if they're required, and you can hover over and you can see they are required.
And then you can have logic, which I like a lot. If you remember, Milo, this is what we talk about.
When you finish the RFP pipeline, I will remove this logic from here because we don't need it. But right now, you can always do a preview.
So I can select the pipeline, stage. So if I click here, I can then see the logic. So you can always test it live if you want to.
If I click new business, can pick revenue type. can pick platform, Assessio platform. And then there's logic on the Assessio platform.
So I also have to do this. So this is the logic, right, that you can do. Let's go back.
So these are actually some pretty important things to know. They are very simple. It's easy to do them. But when you're comfortable with this, you will be able to tailor the creation flow to the...
So if the business evolves, will be able to say, okay, we need to do something different or we don't need some in the start for new business.
don't need that. Whatever that might be, you have the option to do that from here. And it works very well, I would say.
I recommend doing logic because, again, you don't want too many fields visible at all times. You would rather say, if it's new business, I'm very interested in these areas.
If it's RFP, this is what I'm interested in. If it's an upgrade, I'm interested in this, for example. it's pretty important here.
Yeah, then we have deal owner, close date, and currency. Currency being pretty important because currency is HubSpot's native setup where you do have to pick a currency right from the start.
Because if you don't, the deal will just be in Swedish krona by default because that's the company currency. We don't want that unless you are in Sweden.
But you are not. So that's why this is here. It's a pretty important property. then we have, not mandatory, but you can fill it in if you want to, MR, non-recurring input.
And then we have associations. Can I ask a question?
@15:13 - Milo den Doop (Assessio)
So the wording manual input is something that you've created there, right? Yeah. You can also change that if you want to.
It's just for people to understand.
@15:22 - Jonathan Riis Gilmartin (sunrise.dk)
Like here, we expect you to put in something manually. And when you create the flow from VLOGs, the value will populate automatically.
overwrite what you put in. So that's what's happening now. Because of course, when you've done the VLOGs code, you don't need to fill it in again.
We do that for you or the system do that for you. Yeah. And then we have associations, which is also pretty important.
Because if you create a deal and you don't have a contact or a company, it can be pretty difficult to actually see what is this deal and who is it with.
That's why we require a contact and a company. That's our recommendation to do that. wouldn't change that either. And then you can add more associations.
could say line items, for example. I wouldn't recommend that, but I'm just showing that you can. You can do tickets, can do subscriptions.
I wouldn't add any of these because the line items is what you do in VLOGs. So if we ask here to add line items, it will be double work because you're doing it in VLOGs with data anyway.
So I wouldn't do that. Any questions for this section or does it make sense? No, it makes sense.
@16:41 - Milo den Doop (Assessio)
Perfect. It's very basic.
@16:44 - Jonathan Riis Gilmartin (sunrise.dk)
I just want to make sure we cover it because otherwise you would be like, where do I actually change this at some point?
@16:50 - Milo den Doop (Assessio)
Yeah. And I think where you had the logic as well, because when I often look at the deals in HubSpot, it now says, sometimes it says...
It's qualified lead and the platform. So it has different kind of tags depending on what kind of deal it is.
And I think what we need to work eventually on is streamline a bit that we have the same looking view per card with the most important information on it, such as platform, the deal value, maybe non-recurring as well.
Yeah, I'll actually get to that in a minute because that's deal text, which can be a very powerful tool.
@17:29 - Jonathan Riis Gilmartin (sunrise.dk)
Like the text that has been created now is just from before we actually went live. We did some text we thought made sense to have.
And we might just change it. I can show you how you change it today. It's actually pretty simple. So I'll get to that also.
Some few things in this section as well, just so we cover it, you can apply a default close rate, sorry, close date to deals.
Did I just remove it? So you can say a time from deal creation, 90 days. It's pretty frustrating when you create a deal.
It will be set on today's date unless you do this. that's why I always do it. think 90 days was an okay amount.
After the future, you might want to do more. You can just go in here and change it. Yeah. And then we have a little thing that's interesting because it's being used a little bit by Norway, if I understand it.
There might be other cases where it's interesting, but you have this collaboration here when you have a split deal section on the deal.
You might have seen it. Otherwise, I can just show you. But here you basically allow people to split the deal between them.
So that could be you have a deal where it's 10,000 MRR and then you have two reps on it.
And you can see it very visually that they now share that revenue. between them. So that's just, that's what we have here.
And that's just a set up. Yeah, that's pretty much.
@19:12 - Milo den Doop (Assessio)
Sorry, question? No, that's good. That was what was missing in the upsets. Yeah, that's true.
@19:22 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, Norway were very happy about the session, actually. It's a little bit difficult with the billing, because for some reason, they would also like the billing part should be split somehow.
That was not really possible. So, but I think this part they're happy about as well. So, associations. I know there has been a ticket for this.
I think it was Hilda actually who sent it in. know I've let Lydia know how to do it. So that's kind of my role now.
I'm not allowed to do that much. I have to tell you how to do it, which is fine. I understand.
Um, so I... I've given Lydia how to do it, but I can just show you here as well. As can see here, select object to associate, so deal to company.
It can be the other way around as well, like company to deal. When you get your head around it, it's actually fine.
@20:19 - Milo den Doop (Assessio)
Yeah, because Lydia forwarded me that question. Yes, exactly. We need to get an associate company broker and a partner.
Yes, and was it from company or deal, sorry.
@20:32 - Jonathan Riis Gilmartin (sunrise.dk)
Was it company label or was it deal label? I don't remember. Company.
@20:37 - Milo den Doop (Assessio)
Ah, okay, fair enough.
@20:38 - Jonathan Riis Gilmartin (sunrise.dk)
But this will work the same for companies. I can just go in there and do it for a company.
So you go to the object here on the left called companies. And then you have associate. You can see this looks pretty much the same, right?
You have associations and you can say in configure. So this is company to company. Would that be the case or would it
Is it a label where you want to associate one company with another company?
@21:08 - Milo den Doop (Assessio)
Yes. Okay, perfect.
@21:10 - Jonathan Riis Gilmartin (sunrise.dk)
Then that makes total sense. you can configure association. No, not limit. Label, thank you. So it's company to company and you can see it can be pair, which can be quite nice because you can have child and mother company, right?
Or supplier and contractor. But was it just partner or what was the associate company?
@21:37 - Milo den Doop (Assessio)
So indeed, mother and child and then a broker or partner.
@21:42 - Jonathan Riis Gilmartin (sunrise.dk)
Broker or partner, is that the same or is it two different? No, they should be split.
@21:46 - Milo den Doop (Assessio)
They should be split. Okay. I'll do like this.
@21:51 - Jonathan Riis Gilmartin (sunrise.dk)
But would it be a pair? Because you would have a broker associated to the customer, I'm guessing.
@21:56 - Milo den Doop (Assessio)
Yes. Okay. Then you can have a...
@21:59 - Jonathan Riis Gilmartin (sunrise.dk)
You can have... Broker and then customer, I guess. Many companies can have label customer, yeah, and many companies can have label broker.
I guess that logic sticks in my head. Do you agree? You always change it if you want to. And let's do the other one while we're at it.
@22:24 - Milo den Doop (Assessio)
So that's the same thing.
@22:25 - Jonathan Riis Gilmartin (sunrise.dk)
We have mother and child actually already, so you don't need to create that one. Yeah, I think the partner is a single label.
@22:32 - Milo den Doop (Assessio)
Okay, that's a single label.
@22:36 - Jonathan Riis Gilmartin (sunrise.dk)
We do also have this in a lifecycle stage, just so you know. The lifecycle stage has customer and partner, so they're two different.
I would set them as partners, but now when you create a new company. I went to Sunrise Netherlands. Netherlands.
Our newest branch, or made up, at least, branch. And you can add a company here. You can add sunrise from another branch.
This one. And can see here, then I can add association label. So I could say broker. Save. And then it shows here with broker.
And then when I go in to this one, it will say customer. Yeah.
@23:38 - Milo den Doop (Assessio)
Good.
@23:40 - Jonathan Riis Gilmartin (sunrise.dk)
So it's pretty easy to work with these labels, but you just need to know how it works, as always.
Yeah, so you have to switch for the object.
@23:52 - Milo den Doop (Assessio)
Yes.
@23:52 - Jonathan Riis Gilmartin (sunrise.dk)
Basically, when you are associating or creating a company, you have the option to add these labels to them. Yep.
And you can do the same for deals or contacts or whatever made sense for you. Cool, let's go to the pipeline, because then we can work on the deal tags as well.
Now, I feel you are pretty comfortable with this part, so I won't cover that. I'm also pretty sure you know a lot about this part as well, Ott, so I'm thinking, and I think I have another recording of me and you going through the pipeline, so I think we can share that.
But what we have not covered is the deal tags. So they sit here, and we have some that are standard out of the box that we typically recommend, like overdue and urgent.
And then we have added some ourselves. Then we can see here, target account in lead nurture, sales qualified, platform, platform, recurring.
It's a little. You can see here. Recurring, non-recurring, platform, platform, platform, platforms. That's what I've done so far. They are pretty easy to use or to change.
You just have to go to manage geotechs for some reason. I can't do it here. I don't know why.
It looks like this. You have 80. So we have a lot. But I don't think you need 80. But anyway.
And geotechs can really be seen as a supplement for the four properties we can have in the deal card itself.
But it's a very good way of actually looking at what do we have on this deal. I use it for some customers who also use Medpick.
I have Medpick geotechs where it basically says these criteria are done or these criteria are good. We're missing this and this.
So it becomes very visual that you haven't talked about the customer with pains or you haven't talked about the customer with
With who actually signs the contract, whatever that might be. You can make that very visual on the deal. You can think about that as an option.
If you want to change a deal card, you can just say edit. And then you can see how it looks, right?
And then you can change the name. You can give it a description. The description is shown when you hover your mouse over.
You can see the description there. The color, of course, you can add. Don't have that many colors. That's the thing.
Specific pipeline. So only for a new logo pipeline. And then you can go to the filter and say deal closed is false.
Any company, lifecycle stage is qualified. So that's the filter here. You can just say edit. And this is basically like creating a list or any other way HubSpot works with filters.
This will be the same throughout the system. So that's pretty nice. If you have a new one, we should.
@27:02 - Milo den Doop (Assessio)
No, so I'm just wondering when a certain deal tech is added to the deal in the pipeline because it's not the same everywhere.
So I have a deal in negotiation which says sales qualified, which is obviously the case. So I think that doesn't make sense.
We also have a deal tech recurring, but we also have the amount which or the MR currently, which obviously is the recurring revenue.
So I think some of the techs don't really add up currently. And I think in addition to that, you also have a target account, which could be interesting.
But we also need to select companies as a target account to have them into prospecting in the tool. So there are some elements that I think need to relook at.
@27:54 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, so you basically also mean that it's if everyone has a lot of. If customer has a target account, then it kind of becomes not important.
Exactly.
@28:04 - Milo den Doop (Assessio)
But we do need to set them as a target account to be able to use the prospecting tool. That is true, yeah.
@28:10 - Jonathan Riis Gilmartin (sunrise.dk)
So actually, this filter was created back when you only had like 15 target accounts across the group. So we didn't have that many.
So having the tag was pretty important because you could see, this is target account. But I agree now it might not make sense at all.
What we can do, I mean, we can just delete them. I agree with you, it might not make that much sense to have these.
It was also just created an issue. We delete them. It's fine for me. don't have any. Yeah. Yeah, we delete them.
And this is based on priority, this setup, or is it just a random section of tags?
@28:50 - Milo den Doop (Assessio)
Oh, here? Yeah. So is the one on top the one that shows first?
@28:55 - Jonathan Riis Gilmartin (sunrise.dk)
Or no, that's just. The first tag that is put on the deal is actually just the first tag that shows in the overview.
So it's pretty simple in that scenario. So can you remove the sales qualified lead tag then as well?
@29:13 - Milo den Doop (Assessio)
Because then we can, I think currently we have the basic information in the deal card and obviously we will have another look at it.
But I think then it now at least shows the platform, which I think is maybe the most important part.
@29:26 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, can remove targeted account as well.
@29:31 - Milo den Doop (Assessio)
Yeah, you can do it yourself. I will do it. Well, if I'm not a look. But then, so we do fill in the platform in any deal, but it doesn't always show the deal tag, the platform tag.
Do you know why?
@29:52 - Jonathan Riis Gilmartin (sunrise.dk)
No, it should. I mean, it does show bloom, but I also have another deal where know, It's it.
@30:00 - Milo den Doop (Assessio)
Doesn't show the platform while it is chosen as a deal tag, as a tag.
@30:10 - Ott Niggulis (Wisnio)
Chosen as a tag or it's put in the deal?
@30:13 - Jonathan Riis Gilmartin (sunrise.dk)
It's always put as a property on the deal, right? But I think these tags were created when we didn't ask for platform all the time.
So let me just quickly go through them and make sure we have it. Yes, I have one deal for Bloom.
@30:30 - Milo den Doop (Assessio)
I filled in the Bloom platform as the platform, but it doesn't show the tag in the deal. Okay, maybe you can give me that one in a minute.
@30:40 - Jonathan Riis Gilmartin (sunrise.dk)
just need to... That's the one. Okay, that's fine. That's the one... Let's see. Yeah, I'll take that. Oh, no.
Oh, no. What we don't see. I've used that one. Makes sense. Everything. Okay. Fathom or online, think. Yeah, that's fine.
Okay. Okay. Can you, the deal, the name of the deal, can you just give me that so I can see?
@31:10 - Milo den Doop (Assessio)
It's Cadastre, A-A-D-A. Yeah, there. See, it doesn't show the Bloom tag, but if you click on the deal itself and go look at the left, then it says platform and then Bloom.
Yeah, that's true.
@31:30 - Jonathan Riis Gilmartin (sunrise.dk)
Oh, that one is that one. Interesting.
@31:42 - Milo den Doop (Assessio)
I have another question that just pops up, which I think would be interesting to look into as well, because now we also are selling the Assessio platform in Germany.
So when I create a deal for Germany, then I can only select HRD as the entity, but then I have to fill in the HRD fields.
Thank you. you.
@32:01 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, that's actually the thing with that, so we have been working with the German team to make adjustments, and some of the adjustments now, the last adjustments, I agreed with Lydia that she would do them, but I'm guessing she didn't get to, we can do them, it's simple, we just need to make that change, because yes, what you're mentioning is here, when you create a deal, right, if I pick Let's just go here, make a difference, there's one pipeline, deals like me, I'm sorry, you mean these?
Yeah. But don't you think I still want these?
@32:50 - Milo den Doop (Assessio)
No, so I have to select the entity, which then should be HR diagnostics, but then you can only sell the HRD platform through the entity.
Thank Ah, yeah, because the entity is connected to, yeah.
@33:04 - Jonathan Riis Gilmartin (sunrise.dk)
So that's actually another thing that's good to cover, because that's also some logic that we want to cover today.
Because you can do conditional logic when you create something, but you can also do conditional logic just when someone fills out a certain thing, you can add logic to that.
They sit here on the conditional logic, and you can see we have some different ones. Yours will be connected to entity, so we can just search for.
No, actually, sorry. Yes, we have conditional logic here, but this, I think, sits directly on the property, on the conditional options.
Yes. Controlling for opportunity. That would be my thing, or my thinking. So you create a deal, let me just try it.
@33:56 - Milo den Doop (Assessio)
the one that was below HRD, or wasn't it? Yeah. I just want to create a deal here.
@34:03 - Jonathan Riis Gilmartin (sunrise.dk)
When you create a deal, so we'll do this, because you said that you have to fill out entity. Is that not on the company, you mean?
We don't ask for entity on deal, because we have it on the company. But if you go to companies and try to create that, there we will ask for entity.
You can see here. Here we ask for entity, right?
@34:36 - Milo den Doop (Assessio)
if we then click it, yeah, here we can only select the...
@34:49 - Jonathan Riis Gilmartin (sunrise.dk)
I'm thinking, I just want to make sure, because, of course, we don't want to only be able to pick one platform for...
...for the German team, if you are starting to... Well, the Assessio platform, but as I see it, you should be able to do that.
I don't have any restrictions on this section, at least. Can you try to do it?
@35:11 - Milo den Doop (Assessio)
Maybe it's just in creating a company. I think it might be creating a company. then it sits automatically in the ABC segment, which doesn't make sense with your Assessio platform.
So that's something we...
@35:23 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, I mean, you know, it was a very big, not a big , but they really wanted the ABC segment thing.
And, you know, think, because of getting them into the platform, sometimes you want to give a little bit. So, of course, we can make it different if needed.
But, yeah, it should be okay when you create a deal to add the platform. should be able to do that.
Yeah.
@35:53 - Milo den Doop (Assessio)
Cool.
@35:56 - Jonathan Riis Gilmartin (sunrise.dk)
Okay, sorry.
@35:56 - Milo den Doop (Assessio)
Just going back to the properties, please. Yeah. Because I just want...
@36:00 - Jonathan Riis Gilmartin (sunrise.dk)
To show you the logic path that you can so you can create this logic without being in the create path or anywhere else.
So you can say, if you wanted to create logic, you can just do it here. And you can say what property, it could be platform, for example.
you say platform, if platform is, let's say, Wisnio for the sake, then we can add dependent properties where we say, okay, if we add the platform, Wisnio, we would like to know AR, it's just, we can make it required.
And we would also like to know, if we still have some Wisnio, yeah, we do. So we would also like to know some of these properties, I think we can actually delete, but still, deal type.
@36:48 - Milo den Doop (Assessio)
Yeah, this is something from your old hotspot.
@36:50 - Jonathan Riis Gilmartin (sunrise.dk)
But it's an interesting thing. You can do like this, right? Account helps. If that makes So it's actually a pretty powerful way to make sure your colleagues fills out the right information at the right time.
We use this logic for, for example, the close-lost and find it. So if you can see here, so close-lost reason is equal to competitor.
Then we ask, okay, give us the competitors. So it's a pretty good use case because you don't want to always have close-lost reason drop-down, which is broad.
And then also have to show competitors and reason we lost to competitors. It's better that we say, okay, when you pick competitor, you then see these two and they are required.
So they will be mandatory for you.
@37:52 - Milo den Doop (Assessio)
So they have the option here to fill in other and then have free text. So what happens with the free text?
to Facebook, check Just Bye Bye Where is it? I mean, obviously, going forward, I think this will land at Ott his fate.
I assume. Yeah, well, I don't know.
@38:11 - Jonathan Riis Gilmartin (sunrise.dk)
I also assume. So we have a couple of these data points that right now sits in the dashboard to monitor.
We have the same for our MedPick. We give people the option to actually say, I need this in our MedPick setup.
So I can send that to you afterwards so you can see. We do actually get some data in here.
That's pretty nice. So that's good.
@38:36 - Ott Niggulis (Wisnio)
When it's like this, why did we lose to the competitor? So it's a free field. You can write whatever there.
And so this field would not make sense in a report because you can write whatever. So the report would just look really messy.
But is there a way to export only the answer to this question? Why did we lose to the competitor to have like, I don't know, like an Excel file or whatever with all of
Presents in one file.
@39:01 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, but the report is a table, so you are seeing it like an Excel, almost like an Excel file, but yes, you can also export it, yes.
@39:12 - Ott Niggulis (Wisnio)
Okay, but then you need make, like, in the report, you need to make it, and then I can export that report.
@39:18 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, there is a report where you can just export that report, actually. I'll send it to you.
@39:24 - Ott Niggulis (Wisnio)
Report to export the report. That's a lot of reporting. Yeah, there's a lot of reports, I agree.
@39:31 - Jonathan Riis Gilmartin (sunrise.dk)
But we do store the data, so we can actually use it to...
@39:36 - Ott Niggulis (Wisnio)
Yeah, that's the thing with, like, three, like, whatever, right in there, so it's a bit harder to do that analysis, but you just need to export all of it to make sense of any of it.
Yeah, exactly.
@39:48 - Jonathan Riis Gilmartin (sunrise.dk)
It is, like, a last resort, because they have already received, like, they can pick a competitor, and they can pick a reason, and if they pick other again, then we have Vitex, right?
Yes. Yeah, it's a little down the line. But again, I like these conditional logics a lot because they are simple, but they actually can help our colleagues and ourselves to make sure we put in the right data at the right time, which I think is a huge advantage.
Okay, being mindful of time. I will just go to deals again. And I just want to make sure that we cover all of these sections today.
So I will also just cover the record customization because I think it's actually pretty important. Also because I'm just about to roll out the section we talked about on Friday, Milo, to the rest of the team.
because we've done a revised deal section. And you can see here we have a default view and I have a new deal layout.
So this here can look a little much. It's actually quite good to get comfortable with, because if you can make these changes, if you know how to do properties, you know how to change the pipeline, you know how to do logics, you know how to work with the create flow of the new deal, and you are comfortable in this section, you get a lot of the basics are in place.
So here, this is actually how the dual card looks, right? But it's in a wireframe setup. So we have on the left, we have about our section and the different custom sections that we've created.
You can see, yeah, click here, and then you can see the data that's in there. And here you can add properties.
So you could say, you want to add another property, you can find it here and search for it and say, nonrecurring, for example, or platform, if that was what you wanted to add here, and you can see it live.
Here on the right side as well, so you do a preview, you can also preview it for a specific deal, if you want to, just don't save that.
And if you want to create a new card, you can also do that from here. So Hotspot has, here you are always creating a new card for yourself.
Basically Hotspot doesn't have like standard cards here for deals, so you can just say create, and you can do a property list.
And the reason you want to have different cards is just to make the experience better for our colleagues. If you have like one long card with all the information, our colleagues are not really able to, you know, you can toggle them so they become small.
So some of the cards, maybe they become small, you don't want to see that right now, but the rest of the cards you can see.
So that's these sections here. Then you have the middle. Let's go. Let's Let's In the middle you can actually do a lot of things.
Also a lot of things I haven't shown anyone else. You'll be the first to see some of this stuff.
You can see we have the deal score now, which feels like it's being used. Correct me if I'm wrong, I think some are looking at it.
We have the MedPick qualification. We still need to roll out MedPick even more. know you're doing a great job here Milo.
We do have this section here so you can see it. Then we have recent activities, contacts, companies, services, and subscriptions.
This section can be customized. You can add a card here if you want to. Here Housebot has some standard cards.
You can see here they have a record summary. They have a timeline, payment schedule. I wouldn't use them, but anyway.
So Housebot has some standard fields here, but you can also create your own by saying create card. And here you can see we have actually some quite interesting.
Questions that you might think into. For example, we have statistics. So you can show calculated data for associated records.
We have a stage tracker. So that could be the pipeline progression. If you wanted to see it here in the middle, you could do that.
You could also create a report. For example, you can have a report that's only showing this customer. I'm thinking of doing it for usage data, for example.
Having a report that actually shows a little bit more visual, I think can be great. You can do a lot of things.
@44:36 - Milo den Doop (Assessio)
And the stage tracker, so does that show the time frame, how many days it took before jumping into another stage?
@44:47 - Jonathan Riis Gilmartin (sunrise.dk)
So you can. And so that, yes, it gives you that. I'm pretty sure it gives you that. You can see here as well.
So this is how it looks.
@44:59 - Milo den Doop (Assessio)
And then you can add. I've seen this on the right side of some deals.
@45:07 - Jonathan Riis Gilmartin (sunrise.dk)
Yeah, I actually don't know how many properties I can put in here, but anyway, but if you wanted to take the time in each stage, you could actually create a card that was just a, let's see here, you could do a data highlight, for example, you could say, and then you can add, I'm pretty sure we can add, let's see, you can say, date entered, exited, last time in, so you could say, date, exited, for example, here, you could have the next step in the pipeline, that's, mm-hmm.
... ... Date exited, yeah, I think you get the picture anyway, but, yeah, so you can do, yeah, so you can basically say, date created in the pipeline, and date to closed one, or closed one.
Yes, exactly, you can have your whole pipe, you can have your timeline here, basically, it can be exited, it can also be entered, it could be entered, as well, so Hockbot has these system fields for all stages in your pipeline, so you always have entered, exited, total time in, and last deal stage or something, think.
Yeah, which is great, because beforehand, you had to do that yourself, with automations and custom properties, which was a drain, so getting that out of the box is pretty nice, but, yeah, so you can.
Create these sections, and you can use them to give your colleagues and yourself overviews. Yeah. And then we have the right side, just summing up and rounding off as well.
We have the right side where we have also, this is associations, but also tools. So VLOGs sits here, for example.
OneFlow sits here. In general, just, yeah, the associations, yeah, is a pretty... Also important and powerful setup to make sure we want to have the least possible here on this side.
Right now, this is for us, this is the scenario, but you you don't want to have too much on the right side.
You just want to have enough that everyone knows and can find what they need to find.
@47:51 - Milo den Doop (Assessio)
Yeah. Cool.
@47:54 - Jonathan Riis Gilmartin (sunrise.dk)
I'm running over time, but any questions for these things?
@47:58 - Milo den Doop (Assessio)
It was, it was basic.
@48:00 - Jonathan Riis Gilmartin (sunrise.dk)
Today, but I think it's important to cover. And we also kind of saw the ticket while we did it, right?
Yeah, no. Yeah, exactly.
@48:08 - Milo den Doop (Assessio)
So I think this is great. There are a few more things that I'd like to walk through. And one of them is, for example, setting up a playbook.
Yes. I now need to build one for Germany specific, which should only be visible for people in Germany. I'm assuming that would be possible since we have created a handover for sales to CS and for Bloom only.
Yes. So these things and also how we can set up the alumni flow for other countries. These kind of things would be maybe on another session.
Yeah, we can take that on another session.
@48:50 - Jonathan Riis Gilmartin (sunrise.dk)
I think the playbook part is pretty straightforward, I would say. So I just you can just you can control who can see it by saying.
@49:08 - Milo den Doop (Assessio)
I would just go in and create a new one.
@49:11 - Jonathan Riis Gilmartin (sunrise.dk)
You can also clone some of the work that has already been done if you want to use that.
@49:16 - Milo den Doop (Assessio)
otherwise start from scratch and play around with it.
@49:18 - Jonathan Riis Gilmartin (sunrise.dk)
That would be my recommendation anyways. Otherwise you can always just open up one of the playbooks and see how they are structured.
Like, how is this actually, like, what is this? This is a question section. Okay. That makes sense. Like it's, um, yeah, you can also ask AI to help you.
@49:37 - Milo den Doop (Assessio)
Yeah. Good. Okay. Cool.
@49:41 - Jonathan Riis Gilmartin (sunrise.dk)
Thank you for your time today. And, uh, I'll ask Lidia to schedule another time so we can do the other things.
@49:48 - Milo den Doop (Assessio)
Yeah. Perfect. Thank you very much. Very helpful. Thank you. Have a nice day. You too. Bye-bye. Bye-bye.