How a lead moves through HubSpot
Six stages, from source → entry → qualification → sales → close → retain. This view shows the target state after the current optimisation work, not today's state.
🔮 = not yet built (proposed)
✓ = already in place
Everything else = existing but being improved
1. Lead Sources
- BuyerZone
- Thumbtack
- LeadBlast
- Bark.com
- Website form
- Chatbot
- Buyer's Intent
- 🔮 UpLead / Apollo.io
- Referrals
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2. Lead Entry
- Auto-create contact
- Parse email/form (Zapier/Make)
- 🔮 AI extract core fields
- 🔮 HS Data Enrichment
- 🔮 Auto-associate contact → company → deal
▶
3. Qualification
- 🔮 ICP matching
- 🔮 Vertical sub-type (research agent)
- 🔮 Multi-location flag
- Auto-create deal
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4. Sales
- 🔮 Speed to lead (instant ack + SLA)
- Video walkthrough received (BDR pre-qual)
- Quote via PandaDoc / 🔮 HubSpot Quotes
- 🔮 Follow-up sequence
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5. Close
- Closed Won → Welcome
- 🔮 Provider auto-assigned
- Closed Lost → Re-engage
- ✓ Closed Lost = Not now / Follow up later → prompt deal owner for follow-up date
- ✓ Task auto-created for deal owner on follow-up date
- ✓ SNE number (required)
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6. Retain & Expand
- Satisfaction survey
- Google review nudge
- Cross-sell RS↔SS
- 🔮 Multi-location expand
- 🔮 Renewal tracking
- 🔮 Referral request
Priority focus
Stages 2 (Lead Entry) and 4 (Sales) — reducing data entry duplication and improving speed to lead. These are the client's top two priorities.
Where vertical logic lives
Stage 3 (Qualification) — research agent identifies vertical sub-type and flags multi-location opportunity. Feeds lead scoring and sequence enrolment (starting with schools summer deep-clean).