Case Study: Building a Connected Sales System — How One Testing Lab Transformed Its Processes

The challenge: manual systems and mounting friction

The laboratory’s sales team had no central place to track deals or manage their long sales cycle. Each client interaction was handled manually, creating delays and missed follow-ups. The lack of a unified CRM also meant customer data was scattered, making it nearly impossible to generate accurate reports. Onboarding into a new system was further delayed by internal misalignment—different team members had conflicting expectations about what implementation should include.

The solution: hands-on HubSpot onboarding

Working with media junction®, the lab reimagined its sales system inside HubSpot. Together, we designed a custom pipeline that mirrored their actual process, from lead qualification to multiple demo stages. To solve a core data challenge, a beta feature was activated to associate contacts across companies—critical in a field where one buyer often manages multiple projects.

We also introduced automation to replace manual tasks. A workflow now alerts the team when an email bounces. A structured field captures the reason for a lost deal, adding clarity to reporting. And HubSpot forms were embedded on the website, removing the need for manual data entry.

Training that stuck

Instead of building everything behind closed doors, the onboarding prioritized training. Sales reps learned how to use sequences, templates, and snippets to streamline outreach. The operations team gained confidence in importing data from spreadsheets. And with custom dashboards, leadership could finally visualize deal velocity, close ratios, and pipeline health in real time.

The results: efficiency and empowerment

By the end of the project, the testing lab had more than just a CRM—it had a connected sales system. Deals followed a consistent path, supported by automation and clean data. The team felt empowered to manage the system themselves, from updating pipelines to creating new reports. Most importantly, leadership now had a foundation for scaling: cleaner data, better reporting, and a process that supports long-term growth.

Key outcomes at a glance

Why it matters

This case shows what’s possible when a growing company invests in building a sales foundation that reflects how they actually work. The lab’s journey is proof: even highly technical organizations can transform complex, manual processes into scalable systems with the right guidance.

Call to action

Ready to align your systems with your growth goals? media junction® helps teams simplify, scale, and succeed with HubSpot.