About the client
Our client runs marketing in HubSpot and sales in Salesforce, and new prospects enter Salesforce as Leads. The same person might show interest in several products or answer different campaigns. A new Lead for every interaction could then create duplicate Leads, and duplicate Contacts after conversion.
What we did
- 1
Created a custom Buying Cycle record for each distinct buying journey. Each product interest stays separate, without a new person record every time.
- 2
Allowed several Buying Cycles to relate to the same person and, where it applies, the same Account.
- 3
Linked each Buying Cycle to the relevant Lead, Contact, Account, Campaign and Opportunity.
- 4
Tracked every journey through its stages: qualification, marketing-qualified lead (MQL), sales-accepted lead (SAL), Opportunity, and Closed Won or Closed Lost.
- 5
Set up Salesforce Flow for selected stage changes, including a notification to Sales when a journey reaches the MQL-to-Sales stage.
- 6
When a disqualified prospect returns with a different need, a new Buying Cycle can track the new journey. The earlier one stays on record.
- 7
Reviewed Lead conversion and the HubSpot field mapping to help keep each person's relationships connected.
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The results
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