Case Study: Building a scalable sales system for a complex logistics provider

The challenge: disconnected systems and stalled adoption

The organization was running its sales process on a mix of Salesforce, spreadsheets, and a legacy platform. Deals were tracked inconsistently, leading to silos that made it impossible to see the full pipeline at once.

Complicating things further, they had unique data requirements. Their system needed to track deals at the company level rather than the contact level, but many contacts lacked email addresses. Outlook was also connected in an unauthenticated way, further disrupting adoption.

Cultural barriers also played a role. A sales team accustomed to older methods resisted change, and onboarding stalled without a clear strategic plan. Their leadership grew frustrated that despite investing in a new CRM, they still lacked visibility and structure.

The solution: hands-on guidance and smart automation

• Building a tailored pipeline: The engagement began by setting up a deal pipeline in HubSpot that mirrored the company’s existing process. Clear import paths helped transition data from Excel, and workflows were introduced to maintain integrity—such as copying company state information to contact records.
• Empowering the team: Hands-on training allowed the sales team to own their CRM experience. Automation replaced manual lead routing through a round-robin workflow that assigned contacts by region. HubSpot’s AI tools, including note-taking and content remix features, were introduced to reduce administrative burden.
• Establishing data governance: Instead of importing messy data as-is, the team was trained on best practices. Custom dashboards gave leaders visibility into deal velocity, push rates, and close ratios. This emphasis on clean data ensured the system could serve as a trusted source of truth.

The results: adoption, clarity, and scalability

• A centralized, functional CRM: A sales pipeline designed to scale replaced spreadsheets and disconnected tools.
• Cleaner data: A repeatable import process reduced errors and improved reporting accuracy.
• Automated workflows: Manual lead assignments were eliminated, saving the team time and improving consistency.
• Empowered adoption: Sales reps became confident using HubSpot day-to-day, driving stronger teamwide adoption.

The shift was more than technical. What started as a stalled rollout transformed into a self-sufficient sales organization with a clear roadmap for growth. With better visibility, leadership could make data-driven decisions while the sales team gained efficiency and focus.

Key company profile

Why this matters

This story highlights a lesson relevant across industries: technology alone doesn’t solve sales challenges. Without adoption, governance, and a tailored rollout, even the most advanced CRM can fail. But with guided onboarding and an empowered team, businesses can unlock the visibility and scalability they need to grow.

At media junction®, we help organizations make that leap—turning disjointed systems into powerful, unified engines for growth.