The challenge
This client came to us with a familiar but critical challenge: too many disconnected systems and no single source of truth for sales and marketing. Their team relied on a patchwork of tools — from project management software to paper-based processes — leaving important lead information scattered across silos.
This lack of integration caused major headaches. Leads slipped through the cracks. Multiple team members handled the same opportunities without a clear handoff. Tracking ROI felt impossible, leaving leadership frustrated and questioning the value of their technology investments.
One particular pain point stood out. A key appointment setter was still working with a paper-based intake system, entirely separate from the rest of the team’s digital tools. This not only slowed down response times but also made it nearly impossible to measure the full sales pipeline.
Our approach
We knew the solution wasn’t just dropping a new platform into their hands — it was about building a foundation they could grow on.
1. Building the right framework
We started by designing a custom sales pipeline in HubSpot, with deal stages mapped directly to the way their business actually works. Whether it was tracking generator sales, solar opportunities, or larger commercial projects, every path had a clear home inside HubSpot.
2. Integrating people and processes
Rather than forcing the team to adapt overnight, we introduced HubSpot in phases. We created workflows that automated repetitive tasks — like opening a deal automatically when a scoping meeting was booked — and showed the team how to build templates and sequences for consistent follow-up.
For the appointment setter still using paper, we implemented Playbooks to create a guided process inside HubSpot. This not only streamlined her role but made her contributions visible in the system, helping leadership get the full picture of their pipeline.
3. Training and adoption
We took a hands-on, project-based approach to training. Instead of overwhelming the team with abstract features, we worked on real deals together inside HubSpot. This way, every training session produced something they could use right away.
4. Reporting for clarity and growth
To address leadership’s need for measurable ROI, we set up reporting dashboards that highlighted activity metrics, deal funnels, and conversion rates. We also introduced custom properties like “Work Order #” to help them organize data in a way that aligned with their industry standards.
The results
- Within months, the client moved from scattered systems to a functional, integrated sales hub.
- They now had one centralized place to manage leads and deals, eliminating the chaos of manual tracking.
- The sales team gained clear visibility into the pipeline, from the first phone call to closed business.
- Custom dashboards gave leadership the hard numbers they needed to measure ROI and make strategic decisions.
- Most importantly, they left with a roadmap for continued growth — with processes built to scale as the business expands.
Why this mattered
This client isn’t a small local contractor. They’re a long-standing, veteran-owned business with a 75+ year history in the electrical contracting industry. They’ve built their reputation on integrity, service, and technical expertise, completing projects across government, aerospace, healthcare, and residential markets.
But as the company scaled — with hundreds of employees, multiple offices, and ambitious growth projections — their internal processes hadn’t kept up. By implementing HubSpot with a strategy tailored to their needs, they now have the tools to operate with the same excellence behind the scenes that they deliver on every project.
The takeaway
This case study shows the power of pairing technology with process and training. HubSpot wasn’t the silver bullet on its own. What made the difference was:
- Starting with the fundamentals.
- Meeting the team where they were.
- Building confidence through hands-on wins.
- Creating reporting that leadership could trust.
Now, the client is equipped with a scalable, data-driven sales system — one that matches their reputation for reliability and positions them for their next chapter of growth.
