If you have correctly Setup your HubSpot integration, you are ready to use workflows with HubSpot!
Understanding how to efficiently find and nurture leads is key to scaling your business efforts. Mathilde from Captain Data introduces a comprehensive method that combines the power of LinkedIn's Sales Navigator with HubSpot's CRM capabilities, all through the automation provided by Captain Data. This guide explains how to automate the process of finding leads with emails, enriching your CRM with detailed prospect information, and ensuring your outreach campaigns are as effective as possible.
The process involves two primary steps: identifying potential leads using LinkedIn Sales Navigator and then enriching, organizing, and integrating this data into HubSpot. This method not only saves time but also significantly improves the quality of your lead data.
Pre-requisite
You have the following prerequisites to use the workflow:
- A Sales Navigator account synchronized to Captain Data
- Configure the Email Cascade with either bundled credits or your API keys
- Synchronized your HubSpot integration (API Key): Setup HubSpot
Understanding the Workflow
The process involves two primary steps: identifying potential leads using LinkedIn Sales Navigator and then enriching, organizing, and integrating this data into HubSpot. This method not only saves time but also significantly improves the quality of your lead data.
Step 1: Identifying Leads with Sales Navigator
Initially, the focus is on utilizing the "Find Leads with Emails from Sales Navigator Search" workflow in Captain Data. This tool allows you to specify your search criteria based on your ideal customer profile (ICP), ensuring that you're targeting leads that are most likely to convert.
Key Elements of the Workflow:
- Sales Navigator Search: Begin with a detailed search on Sales Navigator, focusing on criteria such as geography and industry to find companies and contacts that align with your ICP.
- Profile and Company Extraction: Captain Data then visits these profiles and extracts relevant company information.
- Email Cascade: An email cascade optimizes the process of finding email addresses, utilizing different providers to ensure coverage.
Step 2: Enriching and Integrating Data into HubSpot
Once leads are identified, the next step involves enriching this information and integrating it directly into HubSpot, following specific rules to eliminate human error and avoid duplicates.
The Integration Process Includes:
- Creating or Updating Company Information: Based on the domain, Captain Data either updates existing company information in HubSpot or creates new entries.
- Creating HubSpot Contacts: Contacts are created in HubSpot with a rule that prevents duplicates by checking if a contact with the same email already exists.
Practical Application and Setup: Configuring the Workflow
- Input Sales Navigator Search URL: Copy and paste your Sales Navigator search URL as the initial input for the workflow.
- Account Rotation and Lead Limit Settings: Use automatic account rotation for seamless operation and set a lead limit, considering the potential for new leads if scheduling the workflow for regular updates.
- HubSpot Integration: Connect your HubSpot account and focus on mapping specific properties between Captain Data and HubSpot to ensure data accuracy and utility.
Companies & people are two different objects in Hubspot which is why you have to map the data for both objects.
HubSpot Company Mapping
To configure your HubSpot workflow, use our Company Mapping function to make the match between our fields and your HubSpot's properties 👇
By mapping your fields in the workflow configuration, you'll be able to import all the collected data in the right place 🔥
HubSpot People Mapping
To configure your HubSpot workflow, use our People Mapping function 👇
By mapping your fields in the workflow configuration, you'll be able to import all the collected data in HubSpot inside the right fields 🔥
⚠The property hubspot_company_id is very important as it allows to link the Contact we're adding to the right Company in Hubspot.
Mapping Default Values
You can force some properties with value in case we return no value or, for instance : HubSpot Owner ID allows assigning contacts and companies to a specific owner.
In order to find the “Owner ID”, first navigate to your HubSpot account.
Then, go to Settings > Properties > Contact Properties > Contact Owner. You will then have access to the list of Owner ID for each of your users : 
There are other properties where you can set default values such as the LeadLifeCycleStage or even custom properties you might have added 🤷
What you get 👇
Aggregate all the data you need and push them into your HubSpot CRM - with accurate people and company data, while assigning them to the right members of your teams. Genius right? 🎩
You can create an account list on Sales Navigator, which you can use to exclude certain companies from your searches.
Check out this article to help you: Create an account list on Sales Navigator.
🪄 This will ensure that if a profile from your search already exists in the CRM with the same email address, the contact won't be created in HubSpot.
The synergy between LinkedIn's Sales Navigator for lead identification, Captain Data for automation and data enrichment, and HubSpot for CRM integration represents a powerful toolset for modern sales teams.
This approach not only streamlines the lead generation process but also ensures that your outreach efforts are backed by accurate, high-quality data.