Manufacturing, 25 salespeople. Building deal qualification directly into HubSpot.
An in-house training program nobody used. HubSpot was already in place, but there was no pipeline structure and no trust in the numbers.
We built Strategic Account Planning and a deal qualification process directly into HubSpot. Deals could only advance when reps answered qualifying questions, built into the workflow, not bolted on as admin.
Two reps put the process to work. One walked away from a strategic account review with $630k£500k in new pipeline. Another closed a client they had never won before, for $380k£300k. Both in the first month.