💼 About the Client
Company: Mid-sized UK Workwear & Uniform Supplier
Industry: Branded Workwear & Uniforms
CRM Stack: HubSpot (Sales, Marketing, and Service Hubs)
Client Team Leads: Sales Ops Manager, Director, plus internal Sales and Marketing stakeholders
This long-established workwear supplier serves a diverse B2B client base ranging from sole traders to large factory groups. With ambitions to grow outbound sales and better retain leads, they needed a CRM overhaul—fast.
Before our engagement, HubSpot was a cluttered, underutilized mess: legacy Mailchimp syncs, overlapping lifecycle stages, and minimal automation. Sales reps were working hard—but flying blind.
🚫 The Challenges We Inherited
- No consistent lead follow-up process: thousands of contacts, but no visibility into who needed attention.
- Confusion between Contact Lifecycle Stage vs Deal Stage, leading to reporting nightmares.
- Heavily manual workflows, especially for email nurturing and sales sequences.
- Sales and marketing misalignment: different teams operating in silos.
- CRM usage fatigue: team members weren’t trained or confident in using the tool effectively.
- Legacy Mailchimp integration causing double handling and list chaos.
- No segmentation to distinguish B2B personas (e.g. marketing assistant vs managing director).
🚀 Our Solution: A Four-Phase HubSpot Transformation
Phase 1: Discovery & Planning