Sales enablement tools

Closing deals requires more than conversations. You need to send quotes, collect payments, get contracts signed. Doing this manually - creating quotes in Word, chasing down wet signatures, waiting for bank transfers - adds days or weeks to deal cycles.

HubSpot's sales enablement tools accelerate closing by automating quote generation, enabling instant payment collection, and facilitating electronic signatures. This chapter configures your product library so quotes pull accurate pricing, sets up quote templates that look professional, integrates payment processing so customers can pay immediately, and configures e-signature workflows that get contracts signed in minutes rather than days.

These tools won't replace your dedicated quoting system if you have one (like CPQ software), but for straightforward B2B sales, HubSpot's built-in tools are sufficient and dramatically faster than manual processes.

Your product library contains everything you sell: products, services, packages. When you create quotes, you select items from this library rather than manually typing product names and prices each time.

Create your first product

Navigate to Sales > Products (or Library > Products).

Click "Create product."

Fill in product details:

Product name: What you call this offering. "Enterprise Plan," "Professional Services - Implementation," "Annual Subscription."

Product description: What's included. Example: "Enterprise plan includes unlimited users, priority support, dedicated account manager, and custom integrations."

Price: Default price for this product. You can override this on individual quotes, but having a default saves time.

Currency: If you sell in multiple currencies, select which currency this price is in. (Multi-currency requires configuration in Settings > Account Defaults > Currencies.)

Unit of measure: Each, Month, Year, Hour, etc. Example: "Annual Subscription" uses unit of measure "Year." "Consulting Services" uses unit of measure "Hour."

Tax: Whether this product includes tax or is taxable. Configure tax settings separately (Settings > Products > Tax).

Recurring billing: Toggle on if this is a subscription with recurring payments. Set billing frequency (monthly, quarterly, annually). HubSpot can handle subscription billing if integrated with payment processor.

SKU: Stock keeping unit, if you track inventory or need internal product codes.

Cost of goods sold (COGS): Your cost to deliver this product. Used for margin calculation. Optional but useful for profitability reporting.

Product folder: Organise products into folders. Example folders: "Subscriptions," "One-time services," "Add-ons." This keeps your product library organised as it grows.

Click "Create" to save the product.

Building your complete product library

Create products for everything you sell. This includes:

Subscription tiers: Starter, Professional, Enterprise plans with different price points

Add-on services: Implementation, training, custom development

Support packages: Standard support, premium support with different SLA levels

One-time fees: Setup fees, onboarding fees

Discounts: If you offer standard discounts (e.g., "10% annual prepay discount"), create them as products with negative amounts, or use line item discounts in quotes

Having a complete product library ensures quotes are consistent. Every rep quotes the same price for "Enterprise Plan" rather than making up prices.

Product properties and custom fields

Add custom properties to products if you need to track additional information:

Navigate to Settings > Properties > Product properties.

Create properties like:

• Product category (Software, Services, Support)
• Product line (Core product vs Add-on)
• Commission rate (if different products have different commission percentages)
• Implementation complexity (Simple, Medium, Complex)

These properties enable reporting on which product categories drive the most revenue, which have highest margins, etc.

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Quotes are formal price proposals sent to prospects. Configure quote templates, approval workflows, and default settings.

Quote template design

Navigate to Sales > Quotes (or Settings > Objects > Quotes > Templates).

HubSpot provides default quote template. You can customise it or create new templates.

Click "Create template" (or edit existing template).

Template name: Internal name. "Standard Quote Template," "Enterprise Quote Template," "Partner Pricing Template."

Header: Company logo, company information, quote number (auto-generated)

Quote sections: Design how products appear:

• Line items table showing product names, quantities, unit prices, totals
• Subtotal, tax, total
• Payment terms and schedule
• Terms and conditions
• Signature block

Footer: Company contact information, legal disclaimers, payment instructions

Use HubSpot's drag-and-drop editor to arrange sections. Include merge tokens to pull data from deal/contact/company records:

• {{deal.amount}} - Total deal value
• {{deal.closedate}} - Expected close date
• {{contact.firstname}} - Recipient first name
• {{company.name}} - Company name

Preview the template with sample data. Ensure it looks professional and includes all necessary information.

Payment terms

Configure default payment terms that appear on quotes:

Navigate to Settings > Objects > Quotes > Quote settings.

Payment terms: Net 30, Net 60, Due on receipt, 50% upfront / 50% on delivery, etc.

Quote expiry: How long quotes remain valid. Example: 30 days. After expiry, prospects must request updated quote.

Quote approval: Require manager approval for quotes over certain value? Toggle on "Require approval" and set threshold (e.g., quotes over £50k need approval).

If approval required, create approval workflow (Settings > Objects > Quotes > Approval workflow). Specify who approves and at what deal values.

Multiple quote templates

Create different templates for different scenarios:

Standard template: Most deals, includes standard terms

Enterprise template: Larger deals, includes custom terms, longer payment schedules, SLAs

Partner template: Sales through partners, includes partner margin, different terms

Renewal template: Existing customers renewing, references previous contract, shows year-over-year price changes

Use the appropriate template when creating quotes for each deal type.

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Enable prospects to pay invoices directly from HubSpot quotes. This eliminates waiting for bank transfers or chasing down payments.

Supported payment processors

HubSpot integrates with:

• Stripe
• PayPal
• GoCardless (UK direct debit)
• Other processors via custom integration

Most B2B companies use Stripe for credit card and ACH payments.

Connect Stripe

Navigate to Settings > Integrations > Payments > Stripe.

Click "Connect Stripe account." Authenticate with your Stripe account.

Grant HubSpot permission to create payment links and process payments.

After connecting, configure:

Payment methods enabled: Credit card, debit card, bank transfer (ACH/SEPA), digital wallets (Apple Pay, Google Pay)

Payment timing: Immediate payment, scheduled payment, recurring subscription billing

Invoice settings: Send invoice immediately when quote is accepted, or manually send later

Payment links on quotes

When you create a quote with payment integration enabled:

Add products to quote. Calculate total.

Toggle "Enable payment" on the quote.

Choose payment processor (Stripe).

Choose payment type:

• One-time payment (full amount due immediately)
• Scheduled payment (X% upfront, Y% on delivery date)
• Recurring subscription (monthly/annual billing)

Save quote. Generate payment link.

When you send the quote to prospect, they see "Pay now" button. Clicking it takes them to Stripe checkout page.

After payment completes, HubSpot automatically:

• Marks invoice as paid
• Updates deal to "Closed-won" (if configured in automation)
• Sends payment receipt to customer
• Notifies you that payment received

This eliminates manual payment tracking and bank reconciliation for most deals.

Subscription billing

For recurring revenue (SaaS subscriptions, retainers), configure subscription billing:

In your product library, toggle "Recurring" on for subscription products. Set billing frequency (monthly, annually).

When creating quote with subscription product, HubSpot automatically sets up recurring charge in Stripe.

Customer pays first invoice immediately. Future invoices charge automatically on billing date.

HubSpot tracks subscription status:

• Active subscriptions
• Failed payment attempts
• Subscription cancellations
• Subscription upgrades/downgrades

This enables subscription revenue reporting (covered in Chapter 7).

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Get contracts signed electronically in minutes rather than printing, signing, scanning, and emailing PDFs back and forth.

Supported e-signature tools

HubSpot integrates with:

• Dropbox Sign (formerly HelloSign)
• DocuSign
• PandaDoc

Most B2B companies use Dropbox Sign for simplicity and cost.

Connect Dropbox Sign

Navigate to Settings > Integrations > Dropbox Sign.

Click "Connect account." Authenticate with your Dropbox Sign account (or create one if you don't have it).

Grant HubSpot permission to send documents for signature.

After connecting, configure:

Default signature fields: Where should signatures appear on documents? Configure standard signature block locations.

Required information from signers: Name, email, company, date

Email notifications: Notify you when document signed, when signer views document, when signature expires

Adding e-signature to quotes

When creating a quote, toggle "Require signature" on.

HubSpot converts the quote PDF into a signable document. Signature fields appear where specified in template.

Send quote to prospect. They receive email with "Review and sign" link.

They click link, review quote, sign electronically (by typing name, drawing signature, or uploading signature image).

After signing, both parties receive signed PDF copy via email. Signed copy also attaches to deal record in HubSpot.

Deal automatically progresses to "Contract signed" stage (if configured in automation).

E-signature for contracts beyond quotes

You can also send contracts, NDAs, service agreements for signature:

Upload document to HubSpot Documents library (Sales > Documents).

Associate document with deal/contact.

Click "Send for signature."

Add recipients (who needs to sign).

Add signature fields (drag-and-drop onto document).

Send. Same electronic signature workflow as quotes.

This replaces printing, signing, scanning workflows entirely.

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Your sales enablement tools are now configured. Product library contains everything you sell with accurate pricing, quote templates generate professional proposals instantly, payment integration enables immediate payment collection, and e-signatures get contracts signed electronically in minutes.

These tools compress deal cycles significantly. Instead of "I'll send you a quote tomorrow, you review it, we go back and forth on pricing, then I send a contract, you print and sign it, scan it back" (taking days or weeks), you send a quote with payment link and e-signature in one step. Prospect reviews, signs, and pays in 10 minutes. Deal closed.

Next, we'll configure pipeline management tools that help you work your deals efficiently and identify which opportunities need attention.