About Zopto
Zopto is a cloud-based LinkedIn automation tool that helps sales teams and agencies generate leads through automated outreach on LinkedIn and email. The product was powerful and the user base was growing — but there was no structured sales process behind it. Leads lived in a spreadsheet, follow-ups were inconsistent, and nobody could see the pipeline.
The challenge
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 all tracked in a Google Sheet. Reps had no standard follow-up, no lead scoring, and no way to tell which prospects were worth their time. The company was growing despite its sales process, not because of it.
The marketing-to-sales handoff was the sharpest edge. Marketing drove trial signups, but nothing told sales when a trial user showed real buying signals — so high-intent prospects often went days without contact.
The approach
I built Zopto’s sales infrastructure from the ground up on HubSpot. Custom pipeline stages mapped to their actual sales motion; automated lead scoring driven by product-usage data synced from the app’s database via Zapier; and deal-stage automation that triggered the right follow-up at the right moment.
Clearbit handled real-time enrichment — every signup was tagged with company size, industry, tech stack, and funding, so leads could be qualified and routed instantly. Enterprise went to senior reps, SMB entered a nurture sequence, agencies got their own onboarding. On top sat reporting dashboards, tracked email templates, scheduling, and a clean marketing-to-sales handoff.
Tool stack
The lesson
The hard part was never the CRM. It was making the whole thing invisible — so reps sold, and the plumbing stayed out of the way.
The result
The new infrastructure had an immediate, measurable impact on revenue operations.
