The challenge
This regional security integrator was transitioning from a corporate HubSpot instance to its own localized system. While the business relied heavily on referrals and repeat customers, its sales process lacked structure. Without centralized tracking, reporting accuracy suffered and growth planning was difficult.
Key constraints included:
- 1,700 contacts and companies to import, with uncertain deal associations.
- Required integrations with Office 365 and proprietary software.
- A desire to align sales with Sandler methodology, but no clear HubSpot strategy.
The approach
Media Junction designed a phased onboarding, beginning with foundational CRM setup and building toward long-term scalability.
- Custom pipeline design: Developed a deal pipeline reflecting the client’s actual sales stages, from referral to close.
- Structured imports: Guided the import of contacts, companies, and deals to ensure accurate associations and clean data.
- Automation: Implemented workflows to generate deals from meeting events, reducing manual effort.
- Sales enablement: Introduced sales sequences, calling tools, and templates for consistent outreach.
- Training & governance: Delivered hands-on training in sequences, reporting, and data governance practices to prevent duplicates and maintain accuracy.
The results
- Centralized CRM: The franchise successfully transitioned to its own HubSpot instance, creating a functioning sales hub.
- Improved reporting: Clean data and dashboards gave leadership visibility into rep performance and pipeline health.
- Efficiency gains: Automated deal creation and standardized processes saved time and reduced manual tracking.
- Empowered team: Hands-on training built confidence, enabling reps to manage their CRM independently.
Why it matters
This wasn’t just a software migration—it was a transformation in how the sales team worked. By creating structure, automating busywork, and improving reporting clarity, the company positioned itself to grow with confidence. The phased approach reduced risk while ensuring adoption, proving that even a lean team can scale effectively with the right foundation.