Fractional sales leadership
CRM setup and pipeline management
A working CRM is the single source of truth on every business you work with or want to work with: key contacts, firmographic data and how well each fits your ideal customer, so leads can be scored, ranked and routed. I build or clean up HubSpot, set pipeline stages and run weekly pipeline reviews.
Signs your CRM is holding you back
- Records hold a company name and not much else
- Deals sit in the wrong stage for weeks
- Nobody trusts the pipeline number
- Leads go to whoever is free, not whoever fits
- The weekly sales meeting is spent updating the CRM instead of discussing deals
What do I do?
I set up or rebuild the CRM around how you sell: pipeline stages that match your process, the properties that matter, fit scoring against your ideal customer and enrichment so records arrive complete. Then I run the weekly pipeline review until your team runs it without me.
What you get
- HubSpot pipeline stages, properties and views matched to your process
- Ideal customer fit scoring and lead routing
- Enrichment built on ideal customer situation signals, not demographics alone
- A weekly pipeline review, and a forecast the board can trust
- Documentation so anyone can see how it works
Worth knowing: A CRM only works if the team uses it, so the weekly reviews and coaching are part of the job rather than an extra after go-live.
How it runs
An audit of the CRM you have, then the rebuild, then weekly pipeline reviews until your team owns them. Start with the free weekly pipeline review template. The pipeline only helps if the sales process behind it is clear.
From experience
Seehab AhmedFounder, Stratus Growth
Before the CRM transformation I led, each client record could hold one status and nothing beyond a company name and domain. It now runs on HubSpot, with enrichment from tools including Clay.
A modern CRM has to be the single source of truth on every business you work with or want to: key contacts, owners, directors and people of interest, firmographic data, and how each business fits your ideal customer, so leads can be scored, ranked and routed to the right rep.
I built the business case for a £40k CRM transformation, sold it to the board and ran the 15-seat pilot.
Related
- ServiceFractional sales leadershipFractional commercial leadership gives a founder-led business a senior sales leader for a day or two a week. I find what's broken in your sales system, or build it from scratch, and make the people already selling more successful. You get a working system you can see and run, and you own all of it.
- ServiceSales process and playbookThe stages, qualification and handovers written down, so every lead gets handled the same way.
- ServiceFractional sales directorA senior sales leader in your business one day a week, running the system, coaching the team and working live deals.
- IndustryRecruitment businessesI founded a recruitment business, built an AI recruitment platform and billed at PageGroup.
- Free toolHire cost calculatorThe first-year cost of a full-time sales director: salary, employer National Insurance, pension, recruitment, your own time and the months before they hit target.Cost a full-time sales hire
- BookFree scoping call60 minutes on what's happening in your business and whether I'm the right person to help. If I can't help, I'll tell you what would.
Questions people ask
Which CRM do you use?
Who pays for the tools?
Two ways to start
Free
You're weighing up ongoing help
A 60-minute call to work out what's going on and whether I'm the right person to fix it. If I'm not, I'll say so on the call and tell you what would help instead.
£150 · One hour · No VAT is charged
You have one question that needs a straight answer
Bring the question. You leave the hour with my answer and the reasoning behind it, with no retainer and no obligation afterwards.
Not sure which? Answer three questions and I'll point you to the right one.