CRM Strategy & Sales Process Automation
Most B2B sales teams are good at the first touch. The trouble starts when the lead does not reply.
Growth Geyser designs how your sales team works inside the CRM: the stages, the scoring, who gets which lead, and the follow-up that happens automatically. For B2B teams of 10-100 employees on HubSpot, ActiveCampaign, Attio and Pipedrive.
Adoption first, automation second. A process your reps skip cannot be fixed with more automation.
What we hear on discovery calls
“We're pretty good... at getting a lead and sending out a message, but not very good on if they don't reply back to that message.”
“Most of them are sitting here not being worked because it was somebody else's.”
“We don't know what the problem is when we don't hit it because we don't have metrics.”
“We set that up, like, years ago, and I don't think we've ever looked at it again.”
What a working sales process looks like
Small, standard and visible. It does not need a hundred steps, and we discourage that.
One pipeline per way you sell
Not one per rep, and not the ones someone set up before you were hired. Reps get consistency, managers get one view.
Stages that fit on one screen
Each stage means something a rep did or a buyer said. We recently took a venture capital firm from 13 stages to 9, to their spec.
A task when a deal goes quiet
No activity on an open deal for a set number of days, and the owner gets a task. No deal sits forgotten.
The right lead to the right rep
Routing and round-robin inside the CRM, so a lead is never left waiting because it was somebody else's.
Low-fit leads run on fully automated follow-up. Your reps spend their time on the rest.
Lead scoring that sales trusts
Scoring is for deciding who your reps should not spend time on. Two scores, kept simple.
Fit
Is this the kind of company you sell to? Size, industry, role. Answers who is worth a call.
Engagement
Are they paying attention right now? Visits, replies, bookings. Answers who to call first.
- Start with one or two criteria. Add more once the team trusts the first ones.
- Score prospects, not customers. Closed deals only add noise.
- Review it on a schedule. A score set up years ago and never checked is worse than none.
Setting this up in ActiveCampaign? Our ActiveCampaign page covers the platform detail.
Adoption first
If nobody uses the CRM, no amount of automation will fix it. So your team runs the new process by hand first.
Then we look at who actually follows it. If only half the team does, that is the problem to solve, not the next workflow.
Once the steps are proven, we automate them.
What we will not promise: a revenue number. A sales process can hide problems that take months to fix before it grows anything. We tell you what we find first.
What we have built
Investment pipeline consolidated to the client's own spec, so the board fits on one screen and reports mean something.
An open deal with no activity for 14 days creates a task for its owner.
Points per in-app action, so sales sees which trial users are active.
Lead routing moved out of the scheduling tool and into HubSpot, with no-show rates reviewed every 30 days.
Where this fits with our other services
Need hands-on help without a project?
Buy a block of hours and use it for whatever your sales process needs: a pipeline cleanup, a scoring review, a set of follow-up automations, or training for a new rep.
See Blocks of HoursFrequently asked questions
How many pipeline stages should we have?+−
Few enough to see on one screen, usually five to nine. Each stage should mean something a rep did or a buyer said, so moving a deal forward is a clear decision, not a guess. If you sell in two different ways, use one pipeline per way of selling, not one pipeline per person or product.
Should follow-up be automated?+−
Partly. Low-fit leads can run on fully automated email. Good-fit leads need a person, so the automation's job is to create the task, set the reminder and flag the deal that has gone quiet. No sales process can be fully automated and still work well.
Do we need lead scoring?+−
Only if your reps have more leads than they can call. Scoring is for deciding who not to spend time on. Start with one or two criteria, score prospects rather than existing customers, and review it on a schedule so it does not go stale.
Will my team actually use it?+−
That is the first thing we plan for. The team runs the process by hand first, so the steps are proven before anything is automated. Automation built for a process nobody follows does not work.
Let's Start Improving Your Sales Today
Tell us where leads get stuck today. We will tell you whether it is the process, the CRM, or the follow-up, and what it takes to fix it.
Book Your Free Discovery CallA short form first, then you pick a time on the next screen.