A sales handoff is the point at which a lead or deal passes from one owner to the next — marketing to sales, an SDR to an account executive, sales to customer success. It sounds like a routine transfer. It’s actually the single highest-risk moment in your funnel, because every change of ownership is
Here’s a real one, anonymised. A company was generating solid qualified demand and closing a respectable share of what sales worked — yet growth kept stalling for reasons nobody could pin down. The cause was a single handoff quietly losing close to a third of qualified leads between “marketing done”
Adding Salesforce alongside HubSpot is one of the most consequential — and most over-made — decisions in a scaling B2B SaaS stack. Sometimes it’s the right call. Often it’s a large integration project bought to solve a problem the existing setup could have handled. Here’s the honest split, both side
Lead routing is the process of assigning each incoming lead to the right owner — the correct rep, team, or queue — based on defined rules like territory, company size, product interest, or account ownership. Done well, it’s invisible: the right lead lands on the right desk in seconds. Done badly, it
You don’t need me to find your most obvious leaks — you can run a first-pass self-audit in an afternoon and surface the big ones yourself. Here’s how, step by step, with the trap that catches most people at each stage. It won’t be as thorough as a full audit, but it’ll tell you whether…
The HubSpot–Salesforce connector fails quietly, not loudly. The field mapping mistakes that silently corrupt funnel data — and the audit that catches them.
Here’s the claim: most tool purchases in revenue operations are attempts to fix a process problem with a product, and they don’t work — they just make the broken process run faster. If your handoff leaks, a better tool leaks at higher throughput. The software was never the constraint.
Here’s a real one, anonymised. A company’s biggest opportunities — enterprise inbound, exactly the leads reps fight over — were all landing on the wrong desk for months. Not lost, just misrouted, worked as ordinary mid-market by people who didn’t know what they were holding. One rule did it. Let’s t
Here’s a claim that lands badly in marketing meetings: your MQL target is the single biggest reason sales doesn’t trust the leads you send. Not the channels, not the creative, not the reps’ attitude. The number you set at the top of the funnel quietly corrupts everything below it.
Most routing is built for the org chart on the day it’s written. Then someone splits a territory, a rep leaves, a segment gets added — and the rules break, leads misroute, and someone spends a fortnight patching. Routing that survives a reorg is built on roles and rules, not on named people and hard