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      tradiespec

      Driving Sales Efficiency and Customer Success

      tradiespec (1)

      Situation

      TradieSpec, a vehicle rental business, had adopted HubSpot but were using it only as a basic CRM. Advanced features such as workflows, automation, attribution, and Service Hub functionality were underutilised. The sales team relied heavily on manual processes, which slowed their response times and left valuable leads unattended.

      Marketing and customer success teams also lacked visibility and automation, preventing TradieSpec from gaining a full picture of their sales funnel, campaign performance, and customer lifecycle. With growing ad spend and increasing demand, leadership needed stronger insights, accurate forecasting, and a structured sales process to support sustainable growth.

      The Problem

      TradieSpec encountered several operational challenges that limited performance:

      Limited Use of Automation

      Limited Use of Automation

      Workflows were not configured, leaving follow-ups and lead nurturing to be handled manually.

      Leads often went cold due to delayed responses.

      No Lead Scoring or Prioritisation

      No Lead Scoring or Prioritisation

      All leads appeared equal in HubSpot, with no scoring model in place.

      Sales teams could not focus efforts on high-intent opportunities, resulting in missed conversions.

      Lack of Reporting and Attribution

      Lack of Reporting and Attribution

      Reporting within HubSpot was underdeveloped, with no campaign attribution set up.

      Despite heavy ad spend, leadership had no visibility into ROI or which channels delivered qualified customers.

      Poorly Configured Sales Pipeline

      Poorly Configured Sales Pipeline

      Deal skippage between stages was possible, creating gaps in the funnel and inaccurate reporting.

      Revenue fields were not tracked on deals, making forecasting impossible.

      Underuse of Service Hub

      Underuse of Service Hub

      Renewals, onboarding, ticket management, and customer health scoring were not automated.

      Retention processes remained reactive and inconsistent.

      Missed Opportunities with AI and Integrations

      Missed Opportunities with AI and Integrations

      No use of AI assistants or external integrations.

      Repetitive tasks such as email drafting and deal handoffs were performed manually, reducing productivity.

      Impact

      These inefficiencies had measurable consequences:

      Slower Sales Cycles

      Slower Sales Cycles

      Manual follow-ups increased sales cycle length and reduced velocity.

      Missed Revenue

      Missed Revenue

      Lack of prioritisation meant high-intent leads were overlooked.

      Inefficient Client Segmentation

      Poor Visibility

      Leadership could not track marketing ROI or forecast revenue accurately.

      Slow Response Times

      Inefficient Retention

      Customer success remained reactive, limiting opportunities for renewals and upsells.

      Resource Drain

      Resource Drain

      Sales and support staff spent excessive time on repetitive, manual work.

      Solution: Optimising HubSpot for Growth

      ScaleStation partnered with TradieSpec to restructure and optimise their HubSpot environment. Key initiatives included:

      • Restructured the sales pipeline to remove deal skippage and enforce a consistent process.
      • Standardised revenue fields on deals to provide accurate revenue tracking and forecasting.
      • Mapped lifecycle stages for better conversion measurement.
      • Implemented a custom lead scoring model combining demographic data (location, business size, company email) and behavioural signals (form submissions, site visits).
      • Provided the sales team with a clear view of high-value opportunities.
      • Integrated Google Ads and Facebook Ads with HubSpot.
      • Configured automatic tagging of incoming contacts with source attribution.
      • Updated existing records with bulk workflows to improve reporting accuracy.
      •  Configured Service Hub to manage renewals, onboarding, and ticket automation.
      • Built workflows to track customer lifecycle stages and improve retention visibility.
      • Introduced HubSpot AI tools for email drafting, task creation, and deal handoffs.
      • Reduced repetitive work and increased team productivity.

      Outcome: Faster Sales Cycles and Better Forecasting

      Within the first quarter of implementation, TradieSpec achieved measurable results:

      Pipeline Velocity:

      Improved from 64 to 54 days.

      Sales Cycle Length:

      Reduced from 67 to 60.8 days.

      Win Rate:

      Increased from 0.12% to 13.89% following lead scoring and automated nurture workflows.

      Lifecycle Conversions:

      Lead-to-opportunity rose from 31% to 32.8%, and opportunity-to-customer from 0.88% to 7.47%.

      Key Takeaways

      TradieSpec’s transformation demonstrates valuable lessons for businesses seeking to maximise HubSpot:

      Customise Sales Pipelines

      Customise Sales Pipelines

      Standardised processes create reliable data and accurate forecasting.

      Leverage Lead Scoring

      Leverage Lead Scoring

      Prioritisation ensures sales teams focus on the right opportunities.

      Configure Attribution

      Configure Attribution

      Connecting ad platforms directly to HubSpot provides critical ROI insights.

      Activate Service Hub

      Activate Service Hub

      Automating retention processes reduces churn and supports growth.

      Adopt AI Tools

      Adopt AI Tools

      Automating routine tasks boosts productivity and keeps teams focused on high-value work.

      By optimising HubSpot across sales, marketing, and service, TradieSpec moved from a basic CRM setup to a streamlined, data-driven system that supports growth, improves forecasting, and enhances customer success.

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      Thank You for the Details!

      That was super helpful. We've received your requirements and we appreciate you reaching out to us.

      We also appreciate everyone’s time; so while we review your details(it will be quick), are you ready to take the next step?

      Schedule a meeting with our team to discuss your needs and explore how we can best assist you. Check below to book a meeting at your convenience.