No prospect priority
With more than 160,000 companies, reps had no scoring model to show which accounts deserved attention first.
Staffing & workforce solutions
Turning HubSpot into a sales performance engine for a growing BDR team.
ClientNational staffing organization
Scoring, segmentation, automation, reporting, and AI tools that helped reps prioritize the right accounts and leadership see performance in real time.
01 · Context
The business behind the portal.
The client is a national staffing and workforce solutions company with BDRs, recruiters, and sales managers across multiple U.S. markets. Under new sales leadership, it was expanding its BDR team, opening territories, and sharpening its go-to-market approach.
Hubjoy deployed a four-person team across a 16-week engagement. Discovery mapped the sales process across five industry verticals, the firm’s tiered prospecting model, and the different ways reps and leaders needed to use HubSpot.
02 · Pressure
What had to change.
Years of HubSpot usage had created volume, but not enough intelligence. The team needed to preserve useful institutional knowledge while adding structure that could support rapid growth.
Limited sales visibility
Leadership lacked live dashboards for activity, pipeline movement, and goal attainment.
Operational complexity
Pipelines, meeting types, stages, sequences, and workflows had accumulated without consolidation.
Data without context
Legacy imports created record volume without the enrichment, persona, or territory context needed for action.
03 · What Hubjoy built
A system shaped around the work.
Hubjoy layered an intelligence system onto the portal the team already used. Weekly working sessions kept the build close to the business, including a mid-project shift that put scored lists in the hands of three new reps within days.
ICP scoring across two verticals
Built two Ideal Customer Profile models that sorted 160,000+ companies into three actionable outreach tiers.
Persona-based segmentation
Automatically tagged contacts by persona and combined that context with ICP tier for two-dimensional prioritization.
Pipeline consolidation & automation
Reduced eight pipelines to two and added stage automation plus a governed disqualification cascade.
Sales dashboards with goal tracking
Created results and activity dashboards with rep-by-rep weekly targets across seven BDRs.
CRM hygiene at scale
Cleaned 500+ sequences and 100+ workflows, consolidated meeting types, and right-sized the HubSpot subscription.
AI-powered sales tools
Deployed HubSpot’s ICP Persona Agent and Company Research Agent for prioritization and pre-call intelligence.
04 · Results
Evidence the business could use.
Companies scored
Accounts are segmented across two ICP models into useful prospecting tiers.
BDRs visible
Leadership now sees rep-level activity and weekly goal progress in live dashboards.
Sequences cleaned
Unused assets and more than 100 workflows were removed from the portal.
Personas auto-tagged
Contacts across five active territories receive consistent persona context.
HubSpot cost
Sales and Marketing Hubs were right-sized from Enterprise to Professional.
AI agents live
Reps gained faster account research and persona intelligence before calls.
Sixteen weeks in, the portal does far more than track activity. Reps prioritize scored account lists instead of guessing, leadership sees pipeline and performance without manual pulls, and new hires can ramp against a clearer operating model.
Hubjoy built the intelligence layer the team had outgrown without forcing a disruptive rebuild of everything underneath it.
“It was really helpful—it has our sales team members knowing who to target.”
Build the next customer story
Bring us the operating pressure behind your HubSpot portal.
We’ll map the process, data, architecture, and adoption gaps—then build the system that helps your team move forward with confidence.
Talk to Hubjoy