Collette Health Sees Notable Improvement in Operations, Enhanced Visibility, and Broader Lead Pools



Collette Health faced a significant challenge with their HubSpot instance, which was brimming with Sales Qualified Leads lacking crucial context. The absence of clear qualification criteria made it difficult for the team to trust the data within their HubSpot account, raising concerns about the authenticity of leads and their current status. They urgently sought a solution to distinguish between leads qualified by team members and those that had grown cold, aiming to streamline their lead management process and enhance overall efficiency.

What we did

To address the issue, we conducted a thorough examination of Collette Health's contacts, companies, lifecycle stages, and workflows. Our investigation revealed that a significant number of contacts and companies had been incorrectly classified as Sales Qualified Leads through a combination of bulk updates, imports, and workflows. Utilizing data analysis techniques, we identified patterns and trends to distinguish between genuinely qualified SQLs and those that had been inaccurately labeled. This analysis shed light on a substantial problem: a considerable portion of the contact database was inaccessible to the BDR team due to flawed data. In response, we devised and implemented cleanup workflows aimed at resetting the lifecycle stage of these contacts and companies, ensuring a more accurate representation of qualified leads in their HubSpot account.


Following the data cleanup initiative, Collette Health experienced a notable improvement in their operations. With enhanced visibility into the lifecycle stages of their contacts and companies, the BDRs gained access to a broader pool of leads to engage with. This increased abundance of leads not only provided the team with more opportunities for outreach but also instilled a greater sense of confidence in their ability to leverage HubSpot data effectively. Moreover, the cleanup effort enabled the generation of comprehensive reports on various metrics, including Marketing Qualified Leads progression through the funnel, SQLs generated, and leads earmarked for prospecting. Overall, the outcome of the cleanup initiative empowered the Collette Health team with actionable insights and improved efficiency in their lead management processes.

Hear It From Our Clients

FullFunnel provided us with the sales and marketing strategies, processes, and experts we needed, and were instrumental to the growth at EnableSoft. Their team became an extension of our team and were invested in our success. I’d recommend FullFunnel to any company interested in scaling their business.

Craig Petersen

COO, Enablesoft

I have been impressed with FullFunnel’s ability to quickly learn and acquire the needed acumen to pitch our technical services. FullFunnel was able to accelerate our outreach beyond our existing resources and thus strike the delicate balance between optimized at-scale outreach with the critical aspect of personalized sales.

Jason Youmazzo

Director of Sales Operations, NTS

When your personal name is attached to revenue goals, you have to have the right outside partners by your side. They have to be strategic thinkers, have the technical expertise, bring the right attitude, and combine it all with a business acumen to understand your business and that of your prospects. FullFunnel brings that and more. We are enormously grateful for their partnership, agility, doggedness, and even candor when needed. I know they won’t stop until we reach our goals and everyone is happy.

Kristin Richardson

Chief Sales & Marketing Officer, PartnerMD

"The FullFunnel team has exceeded expectations and has proven to be a great partner, providing the resources, support, and expertise we needed to hit our growth targets."

Lucy Levy

VP of Global Acquisition, Zumba

Request a Strategy Session

Your RevOps journey starts here.

In your free strategy session, we’ll discuss how FullFunnel can help your firm engineer sales and marketing success and lay the groundwork for growth.