Outbound was running on ZoomInfo with no sequencing discipline.
HubSpot held junk contact data with no validation layer before entry.
Trade show contacts were being managed manually with no structured follow-up.
SDR and AE activity had no visibility — no dashboards, no conversion tracking.
Sales cycle length and lead-to-close speed were unmeasured.
Audited the existing HubSpot instance and mapped junk data for cleanse.
Built HubSpot dashboards tracking lead volume, conversion rate, and speed of conversion.
Set up Apollo as the outbound sequencing layer — all initial outreach runs through Apollo, not HubSpot.
Designed a validation gate: only positive responses and qualified leads get pushed into HubSpot, keeping CRM data clean.
Ran a 1–2 week dry run to gather baseline data before dashboards went live.
Delivered two knowledge transfer sessions and full documentation for handoff
