HubSpot training session with BluePoint ATM covering integrations (Fathom, CallRail, LinkedIn Sales Navigator), email automation and drip campaign workflows, competitor tracking setup, and CRM interface customization. Asymmetric team members Mark Hope and Melissa Cusumano led the session with Wade Zirkle and Mike Stebbins.
Attendees:
- Wade Zirkle — BluePoint ATM (wade@bluepointatm.com)
- Mike Stebbins — BluePoint ATM (mike@bluepointatm.com)
- Mark Hope — Asymmetric (mark.hope@asymmetric.pro)
- Melissa Cusumano — Asymmetric (melissa.cusumano@asymmetric.pro)
Fathom was already connected to HubSpot. The current workflow requires a manual "Sync to CRM" button click from within a Fathom recording — functional but not fully automated. Mark noted that the HubSpot AI assistant (top of the interface) can be used to search synced call notes.
Tip shared: Copy full Fathom transcripts into a Google Doc and use ChatGPT to search across all calls — useful for finding specific discussions from past sessions.
Mike was advised to enable the Fathom sync from within his own HubSpot account settings.
Mark recommended CallRail for call tracking and attribution, particularly given BluePoint's interest in an AI answering service for machine stickers and inbound lead calls.
Key features discussed:
- Dynamic number insertion — replaces website phone numbers per visitor session, tying calls back to specific ad clicks and search keywords
- Call recording + AI analysis — automatically categorizes calls (complaints, sales, service)
- Attribution — closes the gap between digital ad spend and phone call conversions
- HubSpot integration — confirmed available
- Pricing — under $100/month for multiple numbers and full feature set
- Forwarding — CallRail numbers forward to existing phones; no new hardware needed
Previously discussed in context of state landing pages using unique area codes per page.
"With CallRail, you'll know exactly [which campaign drove the call]." — Wade Zirkle
The HubSpot integration was located under Settings → Connected Apps → LinkedIn Sales Navigator. Mike connected the app during the session, but received an error:
"Need a LinkedIn Sales Navigator Advanced Plus contract to access this integration."
Pricing comparison:
| Plan | Price |
|---|---|
| Advanced (current) | ~$1,800/yr |
| Advanced Plus (required) | ~$1,600/yr |
The upgrade is a marginal cost difference and likely worth pursuing for the CRM sync benefit (LinkedIn profile data surfaced directly on contact records).
Mark clarified the distinction between three types of email sends in HubSpot:
Marketing vs. Informational emails:
- Marketing emails require contacts to be flagged with Marketing Contact Status = true and count against subscription limits
- Informational emails (e.g., holiday closures) have fewer restrictions but limited formatting options
Drip campaigns: Wade and Mike clarified their use case — staying on the radar of inactive or "not interested" leads via periodic outreach. Mark confirmed this is achievable via HubSpot Workflows (Automation → Workflows). An existing entertainment vertical workflow was shown as an example: email → 7-day wait → delay to Tuesday/Friday → next email → branch logic based on opens.
Melissa confirmed Asymmetric's Chris can build the workflows once BluePoint provides the decision tree logic.
Wade raised the need to track which venues/locations are held by competitors (currently ~4 major competitors in the reverse ATM space).
Recommended approach:
- Create Company records for competitor venues (e.g., "American Family Field")
- Add a custom field: Account Status (dropdown: Our Account / Competitor Account / No Vendor / Not Applicable)
- Add a linked field: Competitor Name (dropdown of known competitors), shown conditionally when Account Status = Competitor
- Create a Competitor segment/view to filter and monitor by competitor
Additional suggestion: Set up Google Alerts for competitor names and paste relevant news into the company record notes — keeping HubSpot as the single source of truth.
"Best practices is for HubSpot to become your single source of truth. If you learn something, put it in HubSpot." — Mark Hope
Contact record layout:
- Click the gear icon on a contact record to add/remove property cards and reorder sections
- Click the pencil icon on "About this contact" to reorder individual fields
- Layouts are per-user by default (Mike and Wade can have different views); a global layout can be set if needed
List/view columns:
- Use Edit Columns (upper right of any list view) to add, remove, or reorder columns
- Right-click any record → "Open in new tab" to avoid losing list context while reviewing individual records
Dropdown field options:
- Navigate to Actions → View All Properties → Manage Properties to edit dropdown values
- Changing a value affects all records already using it — proceed carefully
Permissions note: Mike was upgraded to Super Admin mid-session after being unable to access "Manage Properties." Full access confirmed; logout/login may be required.
Mark gave an overview of the three ways to monitor data:
"Just tell us what you want. We'll make it for you." — Mark Hope
Goals can be created under Reporting → Goals and compared against actuals.