The challenge
For over four decades, this small-to-midsize technology company has built a reputation on strong customer relationships and delivering complex, high-value solutions. Their business thrives on trust, quality work, and the kind of personal service that keeps clients coming back year after year.
But behind the scenes, their sales process wasn’t keeping up with the business they had built.
- Disjointed systems: The sales team used one process, while project managers relied on another. Once a deal closed, visibility all but disappeared. Important details were getting lost in the shuffle, and no one had a complete picture of the customer journey.
- Manual processes slowing growth: Their team still relied on paper-based “site visit sheets” to capture crucial client information. It was inefficient, error-prone, and made tracking leads difficult.
- Adoption hurdles: While one leader was confident in HubSpot, the rest of the sales team wasn’t. Without proper training, the platform was underutilized and left untapped potential on the table.
The leadership team knew this wasn’t sustainable. They needed a streamlined sales system that would support—not slow down—their growth.
The solution
The company partnered with experts to implement a hands-on, project-based HubSpot onboarding designed to bridge the gaps between sales and operations.
- A sales pipeline that worked for them: Together, we mapped out a deal pipeline inside HubSpot that mirrored their real sales process. This brought structure, accountability, and clarity to every stage of the funnel.
- Automating the tedious stuff: Instead of relying on paper site visit sheets, the team adopted a digital HubSpot form that attached directly to each deal. This meant fewer errors, better reporting, and no more digging through stacks of paper.
- Training built into the workflow: Rather than overwhelming the team with theory, we introduced HubSpot features in real-time projects—building forms, setting up sequences, and reviewing sales reports together. By the end, the team wasn’t just trained; they were confident using the system every day.
The onboarding didn’t just stop at setup. They left with resources for continued growth: sales bootcamps, HubSpot’s annual INBOUND conference, and a roadmap for integrating their project management platform down the line.
The results
- A unified sales system: HubSpot became the central hub for sales activity, creating alignment from prospecting all the way through to project handoff.
- Faster, smarter processes: The new automated workflows freed up time and reduced errors, while sequences gave the sales team structure in their follow-up and lead nurture.
- A roadmap for the future: With a foundation in place, the team had a clear vision for integrating more HubSpot features—like marketing, reporting, and even hosting—to support long-term growth.
Why it matters
This story is about more than just technology. It’s about a team stepping out of outdated systems and into a scalable, streamlined process that matched the excellence they already delivered to their clients.
By pairing HubSpot expertise with hands-on, real-world training, the company not only solved today’s challenges but set themselves up for tomorrow’s opportunities.
And for a company built on long-term relationships and trust, this wasn’t just an operational upgrade—it was a way to ensure their client experience stayed as strong and seamless as the solutions they deliver.
