The challenge: manual processes and messy data
For over 30 years, a US-based industrial manufacturer specializing in harsh-environment identification solutions built a strong reputation for innovation. Yet behind the scenes, its sales process was running on outdated, manual methods. Spreadsheets, disconnected systems, and poor-quality data slowed growth and frustrated employees.
When the organization’s leadership decided to modernize, they partnered with media junction® to implement HubSpot. What followed was not just a software rollout, but a shift in how the company managed data, empowered its team, and prepared for scalable growth.
Before the transition, sales reps managed their own books of business with minimal automation. Without a centralized process, the company saw high email bounce rates (30%) and low open rates (10%).
Two major hurdles stood out:
- Disconnected systems: Their Life Sciences business unit tried to use HubSpot alongside a legacy CRM, but without clear handoff rules, data became fragmented and unreliable.
- Poor-quality imports: An initial data load from Seamless AI brought in large numbers of invalid emails, dragging down campaign performance.
The lack of a clear sales framework and an internal HubSpot champion meant onboarding stalled early. Even with leadership support, adoption hit resistance.
The solution: structure, training, and automation
The onboarding process with media junction® began by laying a foundation: a structured deal pipeline aligned with the sales process.
- Cleaning the data: The team introduced verification tools like Kickbox to improve list quality, ensuring campaigns reached the right people.
- Automating routine tasks: Workflows were built to automatically create deals when meetings were booked. Two types of scheduling links simplified how prospects engaged with the team.
- Hands-on training: Instead of building everything for them, the consultant taught the team how to configure user permissions, customize data properties, and manage imports.
- New tools for a modern team: HubSpot’s AI prospecting agent, Breeze Intelligence, was introduced to help time-strapped reps identify and pursue opportunities more efficiently.
This approach gave the company both structure and independence. Instead of relying on outside experts long-term, the sales team gained the confidence to manage and evolve their CRM on their own.
The results: a functional, scalable sales system
- Centralized system: Sales activity moved from siloed spreadsheets to a clear, integrated pipeline that provided visibility across the team.
- Cleaner data: Verification tools and standardized import processes reduced bounce rates and improved reporting accuracy.
- Empowered team: Reps gained the skills to manage HubSpot themselves, using sequences, reporting, and meeting tools to run their day-to-day sales activities effectively.
In short, what began as a disorganized, manual sales process evolved into a streamlined system that positioned the company to scale with confidence.
Key project takeaways
| Metric |
Value |
| Email bounce rate before HubSpot |
30% |
| Email open rate before HubSpot |
10% |
| Employees (band) |
120 |
| Revenue (band) |
$15M–$33M |
Why this matters
For many B2B organizations, sales systems grow messy over time. Reps find their own ways of working, legacy databases linger, and marketing campaigns underperform because of poor-quality data.
By focusing on building a structured pipeline, cleaning up bad imports, and empowering the sales team through training, this manufacturer not only modernized its sales process—it built a platform for growth.
