How to Set Up Tracked Terms in HubSpot Calling

Are you tired of feeling like you're flying blind when it comes to your sales calls? Do you wish you had a way to instantly understand the key pain points and opportunities hidden within those conversations?

Many businesses struggle with gleaning actionable insights from their sales calls, leading to missed opportunities and inefficient coaching. This is where HubSpot's hidden gem, "Tracked Terms," comes into play, transforming your call data into a powerful source of strategic intelligence.

Here's a step-by-step guide to unlocking this powerful feature:

Step 1: Accessing HubSpot Calling and Transcription Settings 

1. Navigate to your HubSpot settings by clicking the gear icon.
2. Locate and select "Calling" within the tools menu.
3. Review your general call setup options.
4. Crucially, find the "Transcription and Analysis" section and ensure it is enabled.
5. You'll also see an option to "Help them improve your transcriptions," which is optional but can enhance accuracy.

Step 2: Editing Tracked Terms 

1. Within the "Transcription and Analysis" settings, locate the "Track Terms" section.
2. Click "Edit my track terms."
3. You'll see any existing tracked terms, such as "purchase order" and "proposals" (often referred to as "buying signals").

Step 3: Adding New Tracked Terms

1. Click the option to add a new category.
2. For example, create a category named "Discounts."
3. Enter the specific terms you want to track, such as "discount," "reduction," and "cheaper."
4. Add any other relevant terms specific to your business needs.

Step 4: Saving and Utilising Tracked Terms 

1. Click "Save" to apply your tracked terms.
2. These terms will now be actively monitored in your call transcriptions.
3. Leverage these tracked terms for:
   • Coaching: Identify patterns in rep behaviour, such as excessive discounting.
   • Workflow Automation: Trigger automated actions based on specific phrases, like sending a brochure when a rep says "I will send you a brochure."
   • Sales Cycle Analysis: Understand the frequency of key terms like "proposal" to refine your sales strategies.
   • Experimentation: Test different sales approaches and analyse the resulting term frequency.

By actively listening to your conversations through AI-powered transcription and analysis, you can unlock hidden opportunities, refine your sales strategies, and empower your team to achieve unprecedented success. Are you ready to stop guessing and start knowing? The power to transform your sales lies within your conversations; all you need to do is listen.

Author: Chris Grant

CRM & HubSpot Consultant