Dialer + CRM stack

JustCall + HubSpot: conversations next to the deals that followed

Count JustCall outgoing calls and connected calls per agent next to HubSpot meetings, deals and pipeline, and let a call to a known contact take credit for the deal it led to.

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The question this page answers

Are the JustCall conversations my agents log turning into HubSpot meetings and deals?

Why JustCall and HubSpot do not line up on their own

JustCall knows which agent made each outgoing call, the outcome, the disposition the agent chose and the notes they wrote. It has no record of what happened to the account afterwards.

HubSpot knows the deal, its amount, stage and create date, the contacts and company associated with it, its owner, and the meetings and calls logged against those contacts. It does not show, on its own, how many dials and conversations each rep made to get there.

Depending on how your native sync is set up, JustCall calls may also be logged on HubSpot contact records. Whether those logs carry an outcome you trust, and whether they add up to dials, conversations, meetings and pipeline per rep, depends on that setup.

JustCall agents record a disposition and notes on each call. HubSpot records what happened to the account afterwards. The disposition says how the call went; only the CRM says whether it mattered.

How OutboundManager joins JustCall and HubSpot

Each JustCall agent is a dialer seat, and each seat is mapped to a rep. HubSpot owners are mapped to reps the same way, so one rep row holds their JustCall seat and their HubSpot owner.
Outbound JustCall calls sync with their outcome. A call counts as connected when the call was answered and had at least 10 seconds of conversation. Inbound calls are skipped.
When JustCall has an email address for the contact, the call is attached to the contact with that key: the same contact HubSpot associates with its deals. Contacts are de-duplicated on email address, then LinkedIn URL.
HubSpot meetings count for the rep mapped to the meeting's owner. Deals sync with amount, stage, create date and their associated contacts and companies.
Each deal is credited to the most recent email sent, LinkedIn invite, LinkedIn message or call to any of the deal's contacts, before the deal was created and no more than 120 days before it. When that touch is a JustCall call, the deal goes to the rep who called.
With write-back on, the source campaign, channel, rep and touch date are written to four OutboundManager properties on the HubSpot deal.

A worked example

An agent works a call list in JustCall. Some calls ring out, some reach voicemail, and a few are real conversations that the agent dispositions and annotates. Every outgoing call is synced, and the answered ones with at least 10 seconds of conversation count as connected. When one of those prospects, whose email JustCall holds, later appears on a HubSpot deal, that call can be the touch the deal is credited to.

What you can see once both are connected

Outgoing JustCall calls and connected calls per agent, on the same row as that agent's HubSpot meetings and pipeline
Each synced call kept with the agent's disposition and call notes
Calls and connected calls per rep beside meetings and pipeline, each against a weekly target
Deals whose last touch was a call shown with call as the source channel, credited to the rep who dialled
A weekly report that includes calls, connected calls, meetings and new pipeline

Rep scorecard: four reps with sends, LinkedIn touches, replies, meetings, pipeline and won revenue, each shown against a weekly target

The rep scorecard: one row per rep across every connected tool. With a dialer connected, each rep also gets calls and connected calls. Demo data.

Set it up

Connect JustCall

In JustCall, an admin opens Settings → Developers (APIs & Webhooks) and copies the API key and the API secret.
In OutboundManager, an admin opens Settings → Connections and clicks Add connection.
Pick JustCall. Enter the API key in "JustCall API key".
Paste the API secret. It is checked against the tool automatically; click Save once it shows Key works. The key is stored encrypted.
Open Settings → Reps & senders and give each dialer seat a rep, so calls land on the right row of the scorecard.

JustCall integration: what syncs and its limits JustCall documentation (opens in a new tab)

Connect HubSpot

In HubSpot, a super admin creates a private app (Settings → Integrations → Private Apps; newer accounts list private apps under Development → Legacy apps).
Give it these scopes: crm.objects.deals.read, crm.objects.contacts.read, crm.objects.companies.read, crm.objects.owners.read and crm.schemas.deals.read. For write-back, also crm.objects.deals.write and crm.schemas.deals.write.
Copy the private app's access token.
In OutboundManager, an admin opens Settings → Connections and clicks Add connection.
Pick HubSpot. Paste the access token. It is checked against the tool automatically; click Save once it shows Key works. The key is stored encrypted.
Map HubSpot owners to reps in Settings → Reps & senders. To write attribution back to deals, turn on write-back on the HubSpot connection; it is off until you do.

HubSpot integration: what syncs and its limits HubSpot documentation (opens in a new tab)

After both are connected

Map senders to reps. In Settings → Reps & senders, give every mailbox, LinkedIn account, dialer seat and HubSpot owner a rep. Re-mapping later moves the history with the sender.
Set weekly targets per rep on the same page, so the scorecard shows each number against a target and the overview flags reps under 60% of it.
Optional: turn on write-back on the HubSpot connection. It is off by default and needs the two deal write scopes; it then fills four OutboundManager properties on each attributed deal.

Good to know

JustCall + HubSpotOutbound calls logged in HubSpot are counted as calls too. If JustCall also logs each call to HubSpot, the HubSpot copy is matched to the JustCall call (same person, within two minutes) and counted once.
JustCall + HubSpotCalls are counted in their own columns. They are not added to the sends that reply rates are divided by.
JustCallJustCall's API only gives the last 3 months of calls, so that is the whole history you can backfill.
JustCallRequests are paced for JustCall's Team plan limit (30 a minute), so large accounts take several runs to backfill.
JustCallConnected means answered with at least 10 seconds of conversation. JustCall counts machine pickups as answered; the floor filters most.
JustCallIncoming calls are skipped.
HubSpotDeal stage history is not synced, only the current stage.
HubSpotInbound calls are skipped, and cancelled meetings are removed.
HubSpotHubSpot search returns at most 10,000 results per query; long deal backfills are read in slices, which takes a little longer.
HubSpotWrite-back only touches deals with an outbound attribution, in a property group named OutboundManager.

JustCall + HubSpot questions

How far back do JustCall calls go on the first sync?

About three months. That is all JustCall's API returns, and the first sync backfills up to 90 days. HubSpot deals from the same window are matched against those calls.

Does a JustCall disposition decide whether a call was connected?

No. Connected means the call was answered and had at least 10 seconds of conversation. The disposition and notes are kept on the call, not used for the count.

Do I have to switch off my existing JustCall to HubSpot sync?

No. OutboundManager reads from JustCall and from HubSpot separately, each with its own API key, and does the join itself. It does not depend on, replace or interfere with any sync you already run between them.

Can OutboundManager change anything in JustCall or HubSpot?

It only reads from JustCall. In HubSpot it writes nothing unless you turn write-back on; then it fills four deal properties in a group named OutboundManager.

The two tools on this page

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See JustCall and HubSpot in one set of numbers.