HubSpot Sales Hub with a deal-scoring model

About the client

A UK-based B2B SaaS company selling workflow software to mid-market operations teams.

The challenge

The SDR team treated every inbound lead equally. Deal stages were inconsistently used, forecasts were unreliable and leadership could not tell which channels produced revenue.

• No lead or deal prioritisation
• Inconsistent deal stage definitions
• Unreliable revenue forecasts
• Weak attribution between marketing and sales

Our solution

1. Pipeline redesign — Clear stage definitions with entry and exit criteria, enforced through required properties.
2. Data-driven scoring — We analysed three years of won and lost deals to identify the signals that predicted success, then built them into HubSpot scoring.
3. SDR playbooks — Sequences and task queues prioritised by score, so reps start each day with the highest-value work.
4. Attribution and forecasting — Source tracking from first touch to closed deal, with weighted forecasting dashboards for leadership.

Results

The sales team now spends its time on the right deals, and leadership trusts the forecast.

• Win rate up 28% within six months
• New team members onboarded in two weeks
• Forecast accuracy improved significantly
• Revenue attributed by channel for the first time

“The HubSpot lead-scoring model they built changed how our SDR team plans its week. Our win rate is up 28% in six months.”— Ritika Patel, Head of Revenue