Introduction
According to a study, almost a third of B2B companies use webinars to generate leads. And according to the research results, 2.7 million webinars are held annually using the GoToWebinar platform. And GoToWebinar is only the fourth most frequently mentioned platform: Zoom Events and Webinars, Microsoft Teams, Livestorm and then GoToWebinar.
Why are webinars so popular? Because they work. Because according to another study, the conversion rate from lead status to sales opportunity for webinars is 17.8 percent.
Webinars therefore offer a platform for interactive and engaging communication with potential customers. But how do you use webinars effectively and how can you optimally combine the functions of Microsoft Teams with HubSpot CRM? This article shows you how to use webinars strategically in lead and deal management and how to get the best out of both worlds by integrating MS Teams and HubSpot CRM.
By the way, you can find an overview of our current webinars here.
Webinars in lead management
Webinars are an effective way to generate and qualify leads. Here are a few tips on how you can make the most of them:
1. target group-specific content
Create content that is specifically tailored to the needs and interests of your target group. A detailed target group analysis before the webinar will help you to identify the topics that offer your potential customers the greatest added value.
2. registration and data integration
Use the registration page of your webinar to collect important information about your leads. Questions about company size, position in the company or specific interests will help you get a clearer picture of your attendees.
3. active involvement and interaction
Make your webinar interactive. Use polls, Q&A sessions and live demos to engage participants. This not only increases attendee satisfaction, but also gives you valuable insights into their preferences and needs.
4. follow-up strategies
After the webinar is before the lead nurturing. Develop a strategy to keep attendees engaged with follow-up content such as eBooks, whitepapers or a follow-up meeting. This strengthens the relationship and increases the chances of conversion.
Webinars in deal management
Once leads have been generated, webinars can also be used effectively in deal management:
1. product demonstrations
Use webinars to show your products or services in action. Live demonstrations allow potential customers to ask questions and clarify objections directly during the conversation.
2. customer loyalty
Regular update webinars for existing customers on new features or best practices help to strengthen customer loyalty and increase cross-selling potential.
3. expert webinars
Host webinars with industry experts or product specialists to build trust in your brand and product offering.
Integration of MS Teams and HubSpot CRM
Integrating Microsoft Teams and HubSpot CRM can significantly increase the efficiency of your webinar activities.
Here are steps for integration:
- HubSpot KB article"Linking HubSpot and Microsoft Teams"
- HubSpot KB article"Use HubSpot and Microsoft Teams webinars"
1 Automated lead capture
The integration allows you to transfer the data from the webinar registrations directly into HubSpot CRM. This automatically turns attendees into leads or contacts in your CRM.
2. track activities and communication
Link your MS Teams communication with HubSpot to record all interactions with your leads and manage them centrally. This provides a better overview and allows you to develop personalized communication strategies.
3. advanced analytics
Use HubSpot's advanced analytics features to measure the effectiveness of your webinars. Track registration rates, attendance rates and engagement during the webinar directly in the CRM. Each piece of information is a so-called marketing event that is visible in the activities in HubSpot:
1: The contact was automatically created from the webinar registration
2: The registration for the selected webinar was registered
3: The contact was identified as a lead.
4. automate workflows
Create automated workflows in HubSpot to manage the follow-up of your webinars. From the automatic sending of thank you emails to specific follow-up campaigns that are tailored to the behavior and interests of the participants.
Conclusion
Webinars are a powerful tool in the modern marketing and sales mix. Through their strategic use in lead and deal management as well as the seamless integration of MS Teams and HubSpot CRM, you can increase the efficiency of your measures and strengthen the bond with your customers. Use the technical possibilities to achieve your goals and optimize your sales and marketing strategy.
