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Beginners' HubSpot Analytics - Which Marketing Activity Drives Sales?

Posted in analytics by Jon Payne on 05-Jun-2017 14:47:30

Understanding which channels are responsible for sales leads, particularly for B2B or Professional Services businesses is much easier in HubSpot than it is in Google Analytics. Here's how to find the relevant data.

  1. Log in to HubSpot
  2. Navigate to Reports > Sources
  3. Tick "Show Offline Sources" above the graph
  4. Sort the table below the graph by the Contacts column.

The table should look something like this:

hubspot leads by channel


What's different to Google Analytics in this HubSpot report?


If this were a Google Analytics report, you'd think the "Contacts" column showed the number of times a goal had been completed - and, in Google Analytics a single web visitor can legitimately trigger multiple goals (maybe they sign up for a newsletter, then download a whitepaper - that's two goals).

BUT - This is HubSpot, so the number of Contacts shown is the number of new unique contacts that are added to your HubSpot CRM. So, while one new contact might download multiple whitepapers and content offers, they'll only show up as one contact in this report. Much cleaner, much better.

Offline Sources

Of course Google Analytics doesn't measure Offline Sources - it's ONLY a web analytics tool. HubSpot (because it ties directly to your CRM) shows how many contacts have been added from other sources that Google can't track - such as event attendees, people who call on the phone, or maybe drop by the showroom.


Normally only e-commerce businesses can attribute new customer numbers and revenue directly to a marketing channel, but HubSpot helps you measure the conversion from visit through to sales lead and finally to new customer. This gives you great insight on where to focus your marketing efforts.

But - don't turn off Google Analytics

Yes, HubSpot gives you some amazing data but Google Analytics remains incredibly useful. Don't delete it from your site - if nothing else you can use it to compare like for like data from the time since you installed it, and going forward. This way, you've got a secondary source of visitor data, and you won't neccessarily be tied in to your new favourite CRM vendor.

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Tags: analytics

Jon Payne

Jon Payne

Founder and Technical Director of Noisy Little Monkey, Jon blogs about SEO and digital marketing strategy.

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