Conversation Intelligence from HubSpot for Sales and Service: What’s New

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Published on: June 22, 2022 Updated on: July 08, 2024 views Icon 697 Views

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Gaurav Rajpoot
Gaurav Rajpoot LinkedIn

Sr. Director - MarTech

Gaurav Raajput, with 15 years of experience, specializes in B2B marketing, campaign management, marketing automation (Marketo, HubSpot, Eloqua), and sales operations (SFDC admin, custom apps). He excels in SQL, CRM integration, database management, reporting, and SDLC. His expertise includes lead nurturing, data warehousing, customer targeting, and financial reporting. Gaurav's specialties are MS CRM 3.0, business process analysis, data mining, and marketing strategy.

Article Reviewed By: Rahul Sharma LinkedIn

Table of Contents

Sales teams are always talking—with customers, leads, or partners. While they are at it, they continuously take notes and record conversations to ensure nothing slips through the crack. Though this old-school approach is a proven way to close more deals, it is inefficient and time-consuming. 

HubSpot’s new Conversation Intelligence features—Call Transcription and Coaching—in its Sales Hub & Service Hub Professional provide a solution to this problem. In the first blog, we discussed how HubSpot Playbooks helps create a robust sales enablement strategy by simplifying the process of searching and sharing relevant content. And in this second in a three-part series blog, we’ll look at Call Transcription and Coaching in more detail. 

But first, what is Conversation Intelligence?

Conversation intelligence is an AI-driven solution that turns conversations into actionable insights. It provides insights by:

  • Recording and transcribing calls
  • Searching keywords in recorded calls and transcripts
  • Associating call records and transcripts to the timeline of a contact
  • Allowing team members to share transcripts with the team
  • Identifying parts of transcripts for coaching and mentoring

The Power of Conversation Intelligence with HubSpot CRM

HubSpot is a leading customer relationship management (CRM) software that brings together all aspects of customer interactions and conversation tracking into one powerful platform. In today's highly competitive business landscape, managing customer relationships is more important than ever, and HubSpot CRM provides the perfect solution to help businesses effectively manage and optimize these interactions.

With HubSpot CRM, businesses can track and analyze conversations across various channels, such as emails, phone calls, meetings, and social media interactions. This advanced conversation intelligence offered by HubSpot empowers businesses to gain valuable insights into customer preferences, pain points, and purchase behavior, enabling them to tailor their offerings and deliver a more personalized experience.

By leveraging HubSpot's conversation intelligence, businesses can improve customer engagement, increase sales conversions, and enhance overall productivity. Additionally, the CRM software offers seamless integration with other HubSpot tools, enabling businesses to manage their marketing, sales, and customer service efforts all in one place. This streamlined approach fosters better collaboration, enhances communication, and ultimately drives business growth.

Don't miss out on the tremendous benefits of effective conversation intelligence. Explore the world of HubSpot CRM today and revolutionize the way you manage customer interactions!

Understanding Conversation Analytics

Conversation analytics is a crucial tool that provides insights into voice and text-based conversations. With the help of advanced technology, it allows businesses to understand and analyze the interactions between their sales teams and prospects.

By leveraging conversation analytics, businesses can gain valuable insights that can be used to optimize their sales and marketing strategies. It helps in identifying patterns, trends, and best practices that can be replicated across the organization to drive better results.

Through conversation analytics, companies can analyze the effectiveness of their messaging, identify gaps in their sales process, and uncover areas for improvement. By understanding the key metrics associated with conversations, businesses can make data-driven decisions to enhance their sales and marketing efforts.

Furthermore, conversation analytics enables businesses to identify the most effective sales techniques and messaging strategies. By analyzing successful conversations, organizations can train their sales teams to replicate those strategies and increase their chances of closing deals.

Why Conversation Intelligence? 

HubSpot introduced Call Transcription and Coaching for two main reasons:

Higher visibility: Getting real-time visibility into a sales rep’s performance is difficult. How do you understand why a customer was lost or won? How many times was your competitor mentioned, and why? Is there a section in the calling script that can be tweaked for closing more deals? Gain insights into these and more of such pressing questions.

Better coaching: How do you ensure a steep learning curve for new sales rep in your team? Scaling a team is a problem without Conversation Intelligence since listening to each person’s 30-45-minute call and giving feedback is inefficient and extremely tedious. 

Sales Enablement through Conversation Intelligence in HubSpot

As businesses strive to enhance their sales effectiveness and close more deals, conversation intelligence plays a vital role in providing sales teams with the necessary tools, content, and training. By leveraging the power of conversation intelligence in HubSpot, sales enablement becomes more efficient and effective.

Exploring the concept of sales enablement and its connection with conversation intelligence

Sales enablement is the process of equipping sales teams with the resources they need to effectively engage with prospects and close deals. Conversation intelligence, as a key component of sales enablement, focuses on analyzing and extracting insights from sales conversations.

The role of conversation intelligence in providing sales teams with the right tools, content, and training

Conversation intelligence in HubSpot equips sales teams with valuable insights into their conversations, enabling them to identify areas of improvement and optimize their sales strategies. By understanding customer pain points, objections, and buying signals, sales teams can tailor their approach and deliver relevant content and training to enhance their effectiveness in closing deals.

Through conversation intelligence, sales teams can identify common objections and find ways to overcome them. They can also determine which sales tactics are most effective in various scenarios, allowing them to refine their approach and increase their chances of success.

With conversation intelligence, sales teams can access transcripts and recordings of their calls, providing them with a wealth of data to analyze and learn from. This helps in identifying trends and patterns, which can be used to develop best practices and improve sales performance.

Furthermore, conversation intelligence in HubSpot enables sales teams to easily share successful sales conversations and techniques with others, fostering collaboration and knowledge sharing within the team. This promotes a culture of continuous learning and improvement.

Overall, sales enablement through conversation intelligence in HubSpot empowers sales teams with the right tools, content, and training, enabling them to enhance their effectiveness, build stronger customer relationships, and close more deals.

AI-Powered Insights in Conversation Intelligence

Conversation intelligence platforms, including HubSpot, utilize artificial intelligence (AI) technologies to extract meaningful insights from conversations. By leveraging AI, these platforms are able to provide valuable information and analysis to help businesses optimize their sales and customer service efforts.

Examples of AI-Powered Features

HubSpot's conversation intelligence offers a range of AI-powered features that can significantly enhance the analysis of conversations. Some notable examples include:

  • Sentiment Analysis: AI algorithms analyze the tone and sentiment expressed in conversations, allowing businesses to gauge customer satisfaction, identify potential issues, and improve customer experiences.
  • Keyword Recognition: AI algorithms can identify and highlight keywords and phrases that are relevant to specific topics or sales strategies. This helps sales teams focus on key points and tailor their approach to individual customers.
  • Transcription Services: AI-powered transcription services automatically convert spoken conversations into written transcripts. This not only improves accessibility but also enables easy searching and analysis of conversations.

These AI-powered insights provided by conversation intelligence platforms enable businesses to gain valuable knowledge about their customers, identify trends, and make data-driven decisions to drive better sales and customer service outcomes.

Leveraging Call Tracking in HubSpot

HubSpot's conversation intelligence capabilities extend beyond just analyzing online interactions. With the inclusion of call tracking features, businesses can now gain valuable insights from their phone conversations as well.

Measurement is a crucial aspect of any marketing campaign, and call tracking allows businesses to accurately measure the effectiveness of their various marketing efforts. By tracking which campaigns are generating phone calls, businesses can make data-driven decisions on where to allocate their marketing resources for the best return on investment.

Furthermore, call tracking in HubSpot's conversation intelligence hub enables businesses to assess lead quality. By analyzing the content and context of customer conversations conducted over phone calls, businesses can gain a deeper understanding of their leads and identify which leads are most likely to convert.

Analyzing customer conversations also provides businesses with valuable insights into customer preferences, pain points, and objections. This information can be used to refine sales and marketing strategies, improve customer service, and drive business growth.

In addition, call tracking in HubSpot allows businesses to integrate their offline interactions with their online interactions seamlessly. By capturing and storing customer conversations in one centralized location, businesses can have a holistic view of the customer journey and ensure consistent and personalized experiences across all touchpoints.

All in all, leveraging call tracking in HubSpot's conversation intelligence capabilities opens up a world of possibilities for businesses. From measuring marketing campaign effectiveness to assessing lead quality and analyzing customer conversations, call tracking is a valuable tool that can drive business success.

Enhancing Marketing Automation with Conversation Intelligence

As marketers, we know the importance of utilizing automation to streamline our processes and improve efficiency. And with HubSpot's Conversation Intelligence, we can take our marketing automation efforts to the next level.

Integration of conversation intelligence into marketing automation workflows

The integration of conversation intelligence allows for seamless communication between your marketing automation tools and the insights gathered from customer conversations. By syncing this valuable data, you can better understand your leads and tailor your marketing efforts accordingly.

The impact on lead nurturing, audience segmentation based on conversation data, and achieving personalized and effective communication strategies

Conversation intelligence provides you with a treasure trove of information about your leads. By analyzing their conversations, you gain insights into their pain points, preferences, and needs. With this data, you can segment your audience based on their interests and create targeted, personalized campaigns that resonate with them on a deeper level.

Additionally, conversation intelligence aids in lead nurturing. By understanding where each lead is in their buyer's journey, you can deliver the right content at the right time, nurturing them towards a purchase decision.

This level of personalization and effective communication is crucial in today's competitive landscape. With conversation intelligence, you can stand out from the crowd and provide a truly exceptional customer experience.

Conversation intelligence also empowers your marketing automation efforts by helping you identify potential upsell and cross-sell opportunities. By analyzing conversational data, you can identify patterns and behaviors that indicate the likelihood of a lead being interested in additional products or services. This enables you to create targeted campaigns that drive upsells and maximize your revenue.

Moreover, conversation intelligence provides you with valuable customer feedback that can be used to optimize your marketing automation workflows. By understanding the pain points and objections raised in conversations, you can improve your messaging, offer more relevant content, and fine-tune your automation sequences.

By harnessing the power of conversation intelligence, you can enhance your marketing automation efforts, achieve greater personalization, and ultimately drive better results.

Fostering Team Collaboration through Conversation Intelligence

The role of conversation intelligence in promoting team collaboration.

Collaboration between sales and marketing teams is crucial for the success of any business. However, ensuring effective collaboration can be challenging, especially when teams work in silos with limited visibility into each other's activities.

Conversation intelligence plays a significant role in fostering team collaboration by providing shared access to call recordings, conversation notes, and insights. This shared access eliminates the need for back-and-forth communication between the sales and marketing teams, saving time and promoting alignment.

How shared access to call recordings, conversation notes, and insights boosts alignment between sales and marketing teams.

  • Call Recordings: By giving both teams access to call recordings, sales and marketing professionals can listen to and analyze customer conversations together. This shared understanding of customer pain points, objections, and preferences enables both teams to align their strategies and messaging.
  • Conversation Notes: With shared access to conversation notes, sales reps can provide important context about the customers they interact with. This allows marketing teams to create targeted campaigns and content that resonate with the audience.
  • Insights: Conversation intelligence tools generate insights based on customer interactions and trends. Both sales and marketing teams can access these insights, enabling them to make data-driven decisions and optimize their strategies.

In addition to fostering collaboration between sales and marketing, conversation intelligence also promotes cross-departmental collaboration. It allows teams like product development and customer support to gain valuable insights from customer conversations, enabling them to improve their offerings and support services.

Measuring Performance Analytics in Conversation Intelligence

The importance of measuring and analyzing conversation intelligence metrics for assessing and improving team performance

Conversation intelligence goes beyond just recording and transcribing calls. It provides valuable insights into the effectiveness of sales and marketing efforts and helps in optimizing business strategies. Measuring and analyzing performance analytics is an essential aspect of conversation intelligence, allowing businesses to make data-driven decisions.

By understanding the metrics associated with conversations, businesses can gain valuable insights into customer behavior, sales techniques, and overall team performance. This analysis helps in identifying areas of improvement and implementing strategies to enhance productivity and revenue generation.

Examples of performance metrics include:

  • Call duration: Tracking the duration of a call provides insights into how long conversations typically last. This metric helps in identifying trends and patterns, allowing teams to optimize their conversations.
  • Call outcome: Analyzing the outcome of a call, such as a successful sale, lead qualification, or customer objection, helps in understanding the effectiveness of sales techniques and identifying areas of improvement.
  • Conversion rates: Measuring the conversion rates helps in assessing the efficiency of sales efforts. By analyzing the percentage of calls that result in a sale or desired action, businesses can optimize their strategies to maximize conversions.
  • Revenue generation impact: Conversation intelligence provides insights into the revenue generated from calls, allowing businesses to assess the return on investment (ROI) of sales and marketing activities. This metric helps in evaluating the success of campaigns and making data-driven decisions for future strategies.

By measuring these performance analytics, businesses can track the effectiveness of their conversation strategies, identify areas of improvement, and make data-driven decisions to optimize team performance and drive revenue growth.

Integration Ecosystem of HubSpot's Conversation Intelligence

HubSpot's Conversation Intelligence offers seamless integration capabilities with various tools and platforms, allowing businesses to streamline their communication processes and maximize their sales efforts. By integrating with other systems, businesses can leverage the power of conversation intelligence across multiple channels and gain valuable insights to drive meaningful conversations with their customers.

Exploring Integration Possibilities

HubSpot's conversation intelligence can be easily integrated with different customer support systems, sales dashboards, and communication channels. This integration ecosystem enables businesses to enhance their existing workflows and optimize their sales and marketing efforts.

Integration Examples

Here are some examples of the integrations supported by HubSpot's conversation intelligence:

  • CRM Integrations: By integrating with popular CRM platforms like Salesforce, businesses can ensure that all conversation data is automatically synced between the two systems. This allows for a seamless flow of information and provides sales teams with a holistic view of their customer interactions.
  • Slack Integration: Integrating conversation intelligence with Slack enables teams to receive real-time notifications and updates on important conversations. This fosters collaboration and ensures that everyone is always informed about the latest customer interactions.
  • Customer Support Integrations: Integration with customer support systems like Zendesk or Help Scout allows support teams to access relevant conversation data directly from their support platforms. This ensures a consistent and personalized support experience for customers.
  • Sales Dashboard Integrations: Integration with sales dashboards like Microsoft Power BI or Tableau helps sales teams analyze conversation data alongside their sales metrics. This provides valuable insights to drive informed sales strategies and optimize revenue generation.

These are just a few examples of the integration possibilities offered by HubSpot's conversation intelligence. With an extensive integration ecosystem, businesses can leverage the power of conversation intelligence across their existing tools and platforms to drive better customer interactions and increase overall efficiency.

How HubSpot Conversation Intelligence Solves These Challenges

With HubSpot’s Conversation Intelligence, you can better coach your teams by setting real-time insights into sales calls with automatic recording and transcription. It also provides complete visibility into customer conversations and lets you review, comment, and search transcripts. And the best part, the new features are simple to use, even for a non-tech-savvy salesperson.

Other benefits include:

1. Sync Data with CRM

Seamlessly transfer all the voice data into your CRM without having your reps do it manually. Conversation intelligence automatically enters properties after every call and links all the relevant data to the record, thereby saving valuable time of reps.

2. Data-Driven Coaching

Conversation intelligence allows you to review your top performer’s script and share it with new reps to level up their game. Also, with all the data recorded and transcribed, you can understand what transpired between the sales rep and customer/prospect without relying on handwritten notes, hunches or memory. You can also set up weekly meetings to review the efficacy of sales tactics and scripts.

3. Analytics and insights

With all the data saved in the CRM, get the analytics and insights into your sales department or the entire business. It also helps improve your business strategy or make data-backed decisions. Equipped with such insights also makes it possible to consolidate all the information across the enterprise to get a bird’s eye view of discussions between sales reps and prospects.

The new features of Conversation Intelligence are now available for Professional SKU. It includes: 

  • Call transcription (750 hours per portal every month)
  • Call review and commenting
  • Global and local transcript search

The Enterprise SKU, however, has remained unchanged. It includes:

  • Call transcription (1,500 hours per portal per month)
  • Call review and commenting
  • Global and local transcript search
  • Tracked terms

Our last blog will focus on the third feature—Inbound Calling—of the of Sales & Service Hub Professional. Be the first to read about it by subscribing to our blog.

And if you have any follow-up questions about Conversation Intelligence or need help to get started, contact us today at

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