Sales pipeline

A properly configured CRM runs your sales process automatically, surfaces hot leads, forecasts revenue accurately, and prevents opportunities from slipping through the cracks.

Qualify prospects and uncover needs through structured discovery conversations that build trust, surface pain points, and position your solution as the obvious choice.

Keep deals moving forward with automated outreach cadences, task reminders, and nurture sequences that prevent qualified leads from going cold or slipping through the cracks.

Close qualified opportunities with proposal formats that clearly communicate value, address objections before they arise, and make buying decisions straightforward.

Run tests across all growth engines using proper hypothesis formation, test design, and statistical significance. Build learning loops that compound improvements over time.

Identify repetitive tasks draining time and build workflows that run without you. Use HubSpot and Zapier to automate lead routing, follow-ups, notifications, and data entry.

The percentage of discovery calls where the prospect is confirmed as a qualified sales opportunity.

The percentage of qualified opportunities that receive a formal proposal or quote.

The percentage of proposals sent that result in a signed contract.

The 10X rule

Grant Cardone

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A filter for action and attitude. Use big goals wisely, pair with systems and avoid noisy busyness.

Spin selling

Neil Rackham

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A clear walkthrough of Situation, Problem, Implication, Need payoff with examples that match complex deals.

The Science of Selling

David Hoffeld

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Research backed techniques for discovery, framing and closing that marketers can support with better assets.

Use specific tactics that ask for the sale and overcome final hesitation to convert qualified prospects who need a clear signal that it's time to commit.

Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.

Sequence multiple touchpoints across channels and time to increase response rates through persistent but respectful follow-up that prospects don't perceive as harassment.

Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.

Gradually collect information across multiple form submissions rather than overwhelming new leads with long forms that decrease conversion rates.

Conduct exploratory conversations to understand prospect situations and qualify fit before investing time in demos or proposals that might waste both parties' time.

Qualify leads systematically by assessing budget, authority, need, and timing to focus sales effort on high-potential opportunities.

The percentage of qualified opportunities that receive a formal proposal or quote.

Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.

The percentage of proposals sent that result in a signed contract.

Require email addresses in exchange for valuable content to generate leads whilst ensuring the asset provides enough value to justify the friction.

Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.

The percentage of discovery calls where the prospect is confirmed as a qualified sales opportunity.

Offer specific downloadable resources related to blog content to convert readers into leads by providing deeper value on topics they're already interested in.