🏔 The Challenge
Zopto was a sales automation tool with no sales infrastructure of its own. The irony wasn't lost on anyone. Leads from the website, product trials, and partner referrals were tracked in a Google Sheet. Sales reps had no standardized follow-up process, no lead scoring, and no way to see which prospects were most likely to convert. The company was growing despite its sales process, not because of it.
The disconnect between marketing and sales was particularly acute. Marketing would drive trial signups through content and paid campaigns, but there was no automated handoff to sales when a trial user showed buying signals. High-intent prospects often went days without contact.
🎯 The Solution
I built Zopto's entire sales infrastructure from the ground up using HubSpot as the CRM foundation. The implementation included custom pipeline stages mapped to Zopto's specific sales motion, automated lead scoring based on product usage data (synced via Zapier from the app's database), and deal stage automation that triggered the right follow-up at the right time.
I integrated Clearbit for real-time lead enrichment — every new signup was automatically enriched with company size, industry, technology stack, and funding data. This allowed instant lead qualification and routing: enterprise leads went to senior reps, SMB leads entered an automated nurture sequence, and agency leads received specialized onboarding content.
The system also included automated reporting dashboards, sales email templates with tracking, meeting scheduling integration, and a complete handoff workflow between marketing and sales.
🧑💻 Tool-stack
HubSpot
Clearbit
🔥 Result
The new sales infrastructure had an immediate and measurable impact on Zopto's revenue operations.
34%Increase in demo-to-close | 52%Reduction in sales cycle | 28%Increase in average deal size |
