Understand line item properties
Every line item in HubSpot has default properties: name (inherited from the product), quantity, unit price, unit discount (amount or percentage), net price (after discount), tax, and amount (final total). These cover most B2B quoting needs.
If you need additional fields, go to Settings, then Properties, and filter by the "Line items" object. Create custom properties for: contract start date, contract end date, billing cycle, implementation fee, or any other field your quotes require.
Configure discount behaviour
HubSpot supports percentage discounts and fixed amount discounts per line item. When a rep creates a quote, they choose the discount type and enter the value. The net price calculates automatically.
For standardised discounts, document them in a pricing policy rather than relying on reps to remember. Common approaches: volume discount tiers (5% for 5 to 9 units, 10% for 10+), multi-year commitment discounts (10% for 2-year contract, 15% for 3-year), and bundle discounts (buy product A and B together for 15% off).
If you need approval workflows for discounts above a threshold, build a deal-based workflow: when the discount percentage on any line item exceeds a limit (e.g., 20%), create an approval task for the sales manager before the quote can be sent.
Handle recurring vs one-time pricing
Deals often combine recurring revenue (monthly SaaS fee) and one-time charges (implementation, training). HubSpot handles both in the same quote. When you add line items, the deal's "Amount" field shows the total. But for revenue reporting, you need to separate recurring revenue from one-time revenue.
Create custom deal properties: "Monthly recurring revenue" and "One-time revenue". Build a workflow that calculates these from line items when a quote is published or a deal stage changes. This lets you report on MRR and ARR separately from project revenue.
Set up tax calculations
Go to Settings, then Objects, then Products, then "Tax settings". Configure whether quotes include tax, the default tax rate, and whether tax is calculated per line item or on the total.
If you operate in multiple tax jurisdictions (different VAT rates by country), create tax presets for each jurisdiction. Reps select the appropriate preset when creating a quote. For complex tax scenarios (nexus-based sales tax in the US), consider integrating a tax automation tool like Avalara.
Test your pricing setup
Create a test deal and build a quote with multiple product types: a recurring monthly service, a one-time setup fee, a discounted line item, and a taxed item. Review the calculations: does the total add up correctly? Do discounts apply to the right line items? Is tax calculated on the right base?
Have a colleague review the test quote as if they were a customer. Is the pricing clear? Are line items labelled in a way that makes sense? Fix any confusing labels or calculation issues before your reps start quoting real prospects.
