The problem: outdated systems holding back growth
For many life sciences organizations, groundbreaking research is only half the battle. Scaling that success often depends on whether sales and client management processes are as advanced as the science itself. One mid-sized drug discovery research company recently faced that challenge head-on. Despite decades of expertise in preclinical studies, their internal sales processes were stuck in the past—manual, fragmented, and inefficient.
The company relied on a heavily manual CRM approach. Every lead had to be entered by hand, outreach was inconsistent, and a broken integration between their email and calendar prevented them from using core HubSpot features like meeting links and sequences.
These roadblocks weren’t just technical annoyances—they directly impacted the business. With a complex, relationship-driven sales model, the team needed reliable ways to nurture clients while also attracting new opportunities. But the lack of automation meant wasted time, missed connections, and a sales pipeline that didn’t match their ambitions.
On top of that, the team was new to HubSpot. With little understanding of the difference between software training and process training, they struggled to adopt the tool effectively. A faulty Outlook integration added yet another layer of frustration.
The solution: strategic integration and hands-on training
Rather than jumping straight into complex configurations, the onboarding process started with the biggest barrier: Outlook. The recommendation to move the team fully to Google Workspace created a clean foundation, allowing HubSpot’s automation tools to work as intended.
From there, the consultant introduced hands-on, project-based training. Instead of theory-heavy sessions, the team practiced building workflows directly tied to their daily activities. They learned to use sequences for automated outreach and meeting links that automatically created deals in the CRM. This approach not only solved immediate pain points but also gave the team confidence to expand into more advanced features.
Additional guidance included:
- Training on HubSpot’s prospecting tool to track and manage leads.
- Standardizing the sales process with quotes and playbooks.
- Establishing a repeatable framework to automate outreach and follow-ups.
The results: an empowered sales team with a clear roadmap
Within weeks, the company moved from a fractured, manual system to a functional and automated HubSpot sales hub. Meetings now triggered deals automatically, outreach could be scaled with sequences, and data management improved significantly.
Most importantly, the team was no longer dependent on outside expertise for every adjustment. With hands-on practice and clear processes, they left the engagement empowered with a roadmap for ongoing growth. The foundation was laid not just for smoother sales today but for long-term expansion into marketing automation, A/B testing, and beyond.
Key outcomes
| Metric |
Outcome |
| Email + calendar integration |
Fixed by shifting from Outlook to Google Workspace |
| Outreach automation |
Implemented via HubSpot sequences |
| Meeting → deal creation |
Automated workflow successfully adopted |
| Data management |
Improved lead tracking with HubSpot prospecting tool |
Why this matters
For companies operating in complex, high-stakes industries, every inefficiency compounds over time. By addressing foundational integration issues and building confidence through practical training, this research organization transformed HubSpot from a confusing software investment into a driver of sustainable growth.
The lesson is simple: technology only works when people know how to use it, and sometimes the best results come from slowing down, fixing the basics, and empowering teams step by step.
