The Challenge
Sales Qualified Leads that weren't actually qualified.
Collette Health's HubSpot instance 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, raising concerns about the authenticity of leads and their current status. They urgently needed a way to distinguish between leads genuinely qualified by team members and those that had simply gone cold.
The Approach
Diagnose the mislabeling, then clean it up systematically.
FullFunnel conducted a thorough examination of Collette Health's contacts, companies, lifecycle stages, and workflows.
Layer 1
Root-cause analysis
Investigation revealed a significant number of contacts and companies had been incorrectly classified as Sales Qualified Leads through a combination of bulk updates, imports, and workflows.
Layer 2
Pattern identification
Used data analysis techniques to distinguish between genuinely qualified SQLs and those inaccurately labeled, revealing that a substantial portion of the contact database was inaccessible to the BDR team due to flawed data.
Layer 3
Cleanup workflows
Devised and implemented cleanup workflows to reset the lifecycle stage of affected contacts and companies, ensuring an accurate representation of qualified leads.