How Founder-led sales can be done right? • Founder at Sellestial • 3rd-time Founder • Don't be a stranger, follow me and reach out

Is one of your main projects for 2026 cleaning up your HubSpot data?  Want to run AI in production?

If you answered yes to anything, keep on; otherwise, stop reading this.

👉 How we are different to tackle data hygiene with your internal team only:

1. Deep Data Cleaning & Enrichment Expertise
We're data cleaning and enrichment specialists who know this problem space and its traps inside out. By cleaning and enriching 100+ HubSpot portals, we've developed a deep understanding of edge cases that first-timers don't anticipate. This is not general HubSpot admin work; it's pattern recognition from seeing hundreds of messy databases.

2. Dedicated Bandwidth + Project Discipline
Data cleaning is important but rarely urgent, which means it gets perpetually deprioritized by internal teams. We provide dedicated focus with clear project boundaries that prevent the "cleaning to infinity" trap or arbitrary abandonment that internal teams tend to fall into.

3. Production-Grade AI Expertise for Data Maturity
We've built specialized AI infrastructure designed for accuracy and reliability. We are regularly deploying 7+ different AI models for different parts of the process. We tested and evaluated over 50 LLM models over the course of the last few years, and have a comprehensive understanding of their capabilities and caveats. 

The ROI for you: Your internal teams and HubSpot admins can focus on what they do best while we handle the extremely complex, time-intensive data cleanup and/or enrichment with the AI resources your team doesn't have access to.


👉 Want to talk about Sellestial?
Shoot me a DM, and we can schedule an introductory call to discuss data.

Klemen Hrovat

HubSpot quietly dropped 21 AI agents in beta.
Not one. Not five. Twenty-one.
I went through every single one, so you don't have to.

—
👉 Social Post Agent — turns calendar events into network-optimized social content.

👉 Company Research Agent — pulls news, website, CRM data, and competitors into one pre-call brief.

👉 Deal Loss Agent — analyzes closed-lost deals to surface loss patterns by segment, rep, and product line.

👉 Call Recap Agent — turns transcripts into CRM notes, follow-up emails, and flags unanswered questions.

👉 Blog Research Agent — topic suggestions, SEO research, and draft generation inside Breeze Studio.

👉 Customer Health Agent — scores account health from calls, emails, tickets, and gives you talking points + a draft email.

👉 Cross-sell/Upsell Agent — finds expansion-ready accounts and builds tailored outreach with case studies.

👉 Sales to Marketing Feedback Agent — turns objections and deal patterns into actionable themes for Marketing.

👉 Customer Handoff Agent — assembles every conversation, deal, and ticket into one brief when accounts change owners.

👉 RFP Agent — auto-fills proposals using approved answers from past RFPs and knowledge base articles.

👉 Personalization Agent — finds highest-impact personalization opportunities and generates segment-targeted variants.

👉 Knowledge Base Agent — scans closed tickets for content gaps and writes new articles from existing rep answers.

👉 Developer Tool Testing Agent — sandbox for testing custom agent tools with step-by-step diagnostics.

👉 Video Clip Search Agent — finds trending topics, matches them to clips in your library using transcript search.

👉 Closing Agent — answers buyer questions 24/7 from your sales materials, hands off to reps when needed.

👉 Shopify Store Performance Agent — 360° store metrics with industry benchmarks and action recommendations.

👉 Brand Assistant — reviews drafts and flags tone drifts, jargon, or compliance misses against your brand guidelines.

👉 Audit Analyzer — surfaces user behavior patterns and risky activity from your HubSpot audit logs.

👉 Internal FAQ Assistant — centralizes scattered knowledge into one conversational interface with cited answers.

👉 Sales Coach Assistant — reviews call transcripts and delivers personalized coaching with actionable next steps.

👉 ICP Assistant — role-plays as your ideal customer and gives persona-aligned feedback on your copy and campaigns.
—

21 agents. All in beta. All built by HubSpot.
Some are already more polished than others. 
Some might change how you work.

Which one have you tried already? Share your experience in the comments

#HubSpot #AI #RevOps #CRM #agents

Talks about HubSpot data + AI daily @Sellestial | HubSpot Community Champion

HubSpot Solution Partner Bingo.
If you've onboarded more than 3 clients, you've hit at least 9 of these.

I won't spoil all the squares.

But if "Our data is pretty clean" doesn't trigger war flashbacks - you haven't been doing this long enough.

Free space was easy to pick.

If you got bingo on the first read - you're a real one.

P.S. Which square hit the hardest? 

#HubSpot #SolutionPartner #RevOps

You can tell how many different HubSpot admins a company has had by how many different variations of 'DO NOT USE' or 'OLD - ignore' you find in property names.

You can't create a task in HubSpot with Breeze Assistant.
But you can create it with Claude.

Did HubSpot solve one of the longest-standing campaign frustrations?

You can now manually associate contacts, deals, and tickets with campaigns.

From record pages, index pages, the campaigns tool, and even workflows.

If you've ever run a trade show, a field event, or a partner dinner and wondered "how do I tie this back to a campaign in HubSpot?" - that's how.

But here's where it gets interesting.

The attribution rules aren't one-size-fits-all.

A few things worth knowing before you start associating everything.

1) Once a contact is associated with a campaign, they stay "influenced."
Removing the association doesn't undo that. So think before you click.

2) Deals linked through a manually added contact only get attributed if they close after the contact was added. Standard attribution rules apply.

3) Deals directly associated with a campaign? Always attributed. Even if already closed.

That last one is a big deal for RevOps. It means you can retroactively tie closed revenue to campaigns that influenced it offline.

And the workflow action "Add to campaign" means you can automate all of this based on your own criteria. 

No more manual busywork at scale.

This isn't a flashy AI feature.
It's plumbing.
The kind of plumbing that makes your attribution model reflect reality.

What's the first campaign you're going to retroactively associate deals with?

p.s. Available for Marketing Hub Pro and Enterprise. Enterprise gets the extra toggle to enable or disable attribution for manually associated records.

#HubSpot #RevOps #MarketingOps

RevOps is 10% strategy, 20% systems, and 70% explaining to someone why they can't just 'add a quick property'.

HubSpot pros, how do you feel after a week-long OOO?


btw, what did I miss? Which are your favourite updates from last week?

Managing 250k+ contacts in HubSpot and you're still removing duplicates manually?

You're not behind. You're just stuck in a loop.

Here's what I see in portals at that scale:
You clean up duplicates on Monday.
By Friday, new ones are already forming.

Someone imports a list from an event.
Someone else syncs records from a second system. 
A form submission creates a contact that already exists, but with a different email.

The duplicates aren't the problem. They're a symptom.

The real problem? There's no system that understands what "clean" means to you after data gets into your HubSpot.

When you're managing two platforms, let's say HubSpot and another database, with a combined 350k+ records, the question isn't "how do I find duplicates faster?"

It's "how do I stop creating them in the first place?"

That means:
- Enriching records so you actually know what you're looking at before merging
- Building automated filters that catch bad data immediately after it enters the CRM 
- Defining match rules that account for edge cases, not just obvious duplicates
- Reviewing and fixing all the various data sources, bringing data into your HubSpot

Deduplication is the last step, not the first.

The companies that get this right don't run quarterly cleanups. They build a system that keeps the database clean between the cleanups.

Are you still running data cleanup as a project, or have you turned it into a process?

#HubSpot #DataQuality #RevOps #CRM

You can edit records in HubSpot directly from Claude.

Create contacts and other records, update properties...

I like how powerful these integrations already are.

But here's what I actually want from AI + CRM.

Earlier today, I developed a skill in Claude that helps me classify a LinkedIn contact against our ICP. 

As part of the skill, I instructed it to check HubSpot to see if the contact record already exists, so I'm not creating duplicates.

It found an existing contact record in HubSpot.
Noticed the job title was outdated.
Suggested updating it.
And we updated it.

No tab switching.
No "let me go check HubSpot real quick."
No context lost.

The job title update wasn't even the task.
It was a side effect of something bigger.

That's the difference between "AI can update your CRM" and "AI works inside your CRM while doing actual work."

I have been seriously working on and playing with the Claude <> HubSpot MCP connection over the past few weeks. 

The value isn't in the individual actions.
It's in what happens when those actions are part of a larger process.

The real unlock is when your CRM stays accurate because the system self-corrects while doing other things.

P.S. Anyone else running HubSpot through MCP? Which AI are you connecting it to - Claude or ChatGPT?

#HubSpot #MCP #RevOps #DataQuality

Your reps aren't bad at updating HubSpot.

They're just human.

Every two weeks, your sales leader needs to review the pipeline. 
Every board meeting, someone scrambles to make deals look presentable.
Every 1:1, a rep explains a deal they haven't touched in three weeks.

The problem isn't discipline. It's that manual deal hygiene costs more than anyone tracks.

One team I know lost 40+ hours in January to update deal descriptions and prepare a BoD review slide.

We built them the following process.

A deal summary agent that runs on a schedule (every two weeks, automatically), and writes structured output directly into HubSpot properties:

→ Status & Next Steps: the latest activity and blockers
→ Deal Description: a clean, readable summary for BD and leadership
→ Deal Name: standardized, consistent, no more "ACME - Follow up v3 FINAL"
→ Opportunity Potential: what the best outcome could be, based on full deal context

No manual entry.
No stale data in your pipeline.
No scrambling before the board deck.

The reps get time back.
The managers get signal, not noise.
The BoD gets clarity without a pre-call cleanup sprint.

After seeing it in production, the customer said: "It even looks better than when a human was doing it."

That's one example of how we help RevOps use AI.

The data was always there.
The system just wasn't reading it.

#AIRops #HubSpot #AI #RevOps

“AIRops”  “AI for RevOps”  “HubSpot AI”  “AI RevOps”  “AI-first”  “AI-enabled”
these and many more will be use during the Profoundly kickoff.

If any of these resonate with you, welcome.

It starts on March 12, 2026 at 11 am EST

A free, expert-led virtual event focused on how AI is changing RevOps.

Topics:
- What is AIRops
- How HubSpot AI is changing day-to-day operations
- How to use HubSpot as your context infrastructure and massively scale through purpose-built solutions and production agents
- What admins, RevOps leaders, partners, and consultants need to learn
- Real examples from practitioners

If you are:
HubSpot admin
RevOps and GTM leader
Partner or consultant
this one is for you. 

P.s. you might see me during the event, don’t miss that opportunity 🤣

"We need 100% complete data in our HubSpot"

No, you don't.

I hear this from customers all the time. Can you help us get this property to 100% completion?

Sure.
Tell me which random number I should write as "number of employees"

If that data isn't publicly available, I can give you 1,000.
I can give you 5,000.
I can give you whatever makes the chart look full.

But full isn't the same as useful and relevant.

Here's what actually happens when you force people to fill out fields where there's no data available.

We had a client with a required dropdown.
Five values.
Important property for their reporting.

They made it mandatory before a deal could move forward.

Sounds smart, right?

We ran the analysis.
80% of selections were the first value on the list.

Not because it was the right answer.
Because it was the fastest click.

Complete data.
Completely meaningless.

The real problem is timing.

You're asking a rep to choose a close-lost reason on Monday morning when they're not mentally ready to reflect on it. So they pick whatever gets them past the gate.

Maybe they would've given you a thoughtful answer Friday afternoon when they'd set aside 30 minutes to clean up their pipeline.
But you didn't let them choose when.

Here's how I think about all this.

Not every property deserves the same completeness standard.

No contact should be assigned to a deal without a job title.
That's reasonable. 

But requiring job titles for every newsletter subscriber?
There's no point.

A contact entering your CRM doesn't need the same data depth as one that's a week from closing.

The goal isn't 100% complete. 

The goal is
the right data
at the right stage
for the right reason.

Sparse but relevant beats complete but useless. Every time.

P.S. Do you have a property in your HubSpot that you suspect is generating useless data right now?

#HubSpot #RevOps #DataQuality #CRM

HubSpot's Data Quality duplicate tool finds the obvious ones.

Exact same email, domain, company name.

But these aren't the duplicates that typically bother you.

I had a call today with a RevOps lead managing 14,000 companies. 
She tried HubSpot's native tool to find duplicates.
It caught some - the easy ones.

The hard ones?

A company listed as .com and .de.
Same name, but one has "GmbH" appended.
Two records that look different but are the same business.

It doesn't know.
And honestly - neither can you, without opening both websites.

That's the gap.

To resolve real duplicates, you need data outside your HubSpot.

Is .de redirecting to .com?
Is the "GmbH" version a subsidiary or the same entity?
Is the LinkedIn company page the same for both?

This is where AI agents change the game.

Not the "click a button and magic happens" kind.
The kind that opens both websites, checks redirects, compares LinkedIn pages, and gives you a confidence score before merging anything.

The data inside HubSpot indicates that there might be a duplicate.
The data outside HubSpot helps you decide if it actually is a duplicate.

P.S. What's your experience with the HubSpot Data Quality tool to help you with deduplication? 
#HubSpot #DataQuality #RevOps #deduplication

Stop forcing your sales team to enter clean data.

They won't. And even if they try, it won't be clean.

We work inside HubSpot portals every day.
We see what happens when admins add validation rules, required fields, and dropdowns to "ensure data completeness".

Here's what actually happens:
Sales reps are mid-conversation with a customer.
They need to log a job title in HubSpot.
The process demands a perfectly formatted entry.
They're not thinking about your reporting needs.
They're thinking about closing the deal.

So they type whatever gets them through the fastest.

Or worse, you make it a dropdown.
And 80% of your team picks the first value on the list.

You get complete data.
Completely useless data.

Here's what we suggest doing instead.

Let users enter messy data. Typos and all.
"Chief Tech Officer"
"CTO."
"C.T.O."
"Chief Technology Offcer"
all fine

Let them type what feels the easiest in the moment.

Then let the system standardize it behind the scenes.

A month ago, it clicked for me why HubSpot's default country/state property is a free text field.

Not a dropdown.
Free text.

Because data comes in from integrations, imports, forms, and manual edits.
Every source in a different format.

US
U.S.
USA
United States
United States of America

All valid. All messy. All cleanable.

The job of RevOps isn't to be the data police.

It's to build infrastructure that turns messy input into trusted output.

Your sales team shouldn't be responsible for typo correctness.

They should be responsible for having conversations that close deals.

You take the burden of standardization.
That's your job.

P.S. What's one property in your HubSpot that is causing you a "standardization headache"?

#HubSpot #RevOps #DataQuality #DataIntegrity

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Email throttling has been standard practice in cold outreach for years.
Now it's coming to HubSpot marketing emails.

I've seen what happens when companies migrate to HubSpot and start sending at full speed on day one. 
Bounce rates spike. 
Spam filters trigger. 
Deliverability tanks before the first campaign even finishes.

HubSpot just released a beta called Throttle Marketing Email
and it's a meaningful addition for anyone sending marketing emails via HubSpot.

Here's what it does
When scheduling a marketing email, you can now set a custom send rate under Advanced Settings. 

Instead of blasting your entire list as fast as possible, the system spreads delivery over time at the speed you choose.

Why this matters more than most people think:
- Sending 50,000 emails in 10 minutes looks nothing like normal human behavior to inbox providers. They notice.
- Large volumes hitting a single company domain at once can quietly destroy your reputation with that domain's ESP.
- High bounce rates hurt way more when they arrive in a concentrated burst. Spread them out, and the damage is manageable.

This beta adds another layer of control to that process. 
It's not just about how many emails you send. 
It's about how fast they arrive.
And if they arrive at all.

Deliverability is somewhat a velocity problem.

Available for Marketing Hub Pro and Enterprise.

P.S. Have you tried the beta yet? Did you wish you could set this in the past?

#HubSpot #EmailDeliverability #MarketingOps #RevOps #Marketing

Unified Revenue View part 2

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Today marks a day. For the first time, when I opened my laptop, I went to Claude Code and not to Slack, LinkedIn, or Email 🤯

Dharmesh Shah published his poll results asking his newsletter subscribers: Have you #UninstalledChatGPT and moved to Claude? 

~70% of respondents have switched or are considering switching to Claude.

The results were aligned with what we saw in the chat during the Profoundly kickoff last week. 

I have a follow-up question to this. Do you have Claude Max plan?

Andrej Persolja

Experiencing stagnant growth? DM me to help reposition your tech startup to attract best-fit customers 🚀 Lowered CAC by 52% for my last startup 🏹 Founder, Positioning @ Tangible Growth

You've built a good product. You're growing. But does it feel harder than it should?

Hi. I'm Andrej. I help CEOs in complex industries fix three things that kill growth: unclear positioning, misaligned teams, and spending money on developing products & features users don't buy.

- If you are stuck in alignment calls
- not 100% happy with what your website says
- If your board or co-founders are asking questions you don't know how to answer... I've probably seen (and solved) what you are experiencing.

Because the real cost of these challenges? Isn't just growth. 𝐈𝐭'𝐬 𝐘𝐨𝐮. You're spending mental energy keeping everyone happy. Second-guessing your decisions on a Sunday night. Spending time in meetings instead of enjoying it with family. (You sigh, as you message your group of friends saying you won't make it to your basketball game for the third week in a row).

This 𝐢𝐬𝐧'𝐭 how leading a company should feel like. As a co-founder, I spent 2 years trying every marketing hack in the book chasing growth. Templates, frameworks, books... Nothing changed until we realized the problem wasn't tactics, but positioning. I never wanted to feel that way again, so I got really good at fixing it.

Because here's the truth: This is a 𝐧𝐨𝐫𝐦𝐚𝐥 problem at your stage. Internally, positioning breaks because your company is evolving. Externally, you are competing against teams with bigger budgets that make clear, de-risked decision. Most founders hire consultants hoping for the answer, but their frameworks never get implemented. That's the gap.

I've been fortunate to learn from and work alongside the best in the industry, including Seth Godin, Brian Tracy, and Philip Kotler, which created the foundation of everything I do with founders:

Instead of consulting, I work with your team. We map your market, find your strengths, turn them into a competitive advantage. One that works across your product, marketing, and sales.

The result of that is confidence & clarity on what to build, who to target, and how to win.This approach has:

✔️ Helped a CEO scale their B2B SaaS from $1M to $3M in < 12 months.
✔️ Helped a management team build a defensible strategy for a B2C tech company scaling from $10M to $30M
✔️ Helped a B2B AI team deliver 10 impressive leads (Accenture, Bridgestone, ERM) proving traction before going for Series A. 

I work with max 3 companies per quarter. If you want that to be you, book a call. 

Let's see how we can turn the challenges you are facing into your competitive advantage: https://tidycal.com/tangible-growth/discovery-call

Founder

With Tangible Growth, I want to help you turn poor positioning symptoms:

➡️ You have some loyal customers, but new clients don’t know what you do
➡️ You have long sales processes, low conversion rates
➡️ Clients object your prices.
➡️ You don't get enough or get poor quality leads
➡️ People are leaving your product.

Into a strong positioning strategy, where you will be able to leverage your newly found position to:
💥 Get more high-quality leads at a lower cost
💥 Convert more leads into clients
💥 Charge more
💥 Increase your product's lifetime value
💥 Grow sustainably!

Send me an email to grow@apersolja.com and let's nail your positioning.

That's a wrap for the unlockit conference. Listened to some good keynotes, spoke to a lot of inspiring people. Here are the highlights...

1️⃣ "If you are constantly running, it's difficult to try new things."
- Ravish Agrawal, growth at Gamma

Innovation is important. If you are constantly "on the go", you'll miss the 10x opportunity around the corner. 

2️⃣ "If I say something smart, but you don't have the context / knowledge to "get it", it won't mean anything to you. 
- Nina Lalić, BriefAgency

Goes back to your customers and meeting them where they are. If you don't, they won't get it. (If a customer's house is on fire, they don't care about the car running low on gas). You can have the best product in the world. It will fail. 

3️⃣ "What do we need to stop so we can create space ro learn and innovate?"
- Daan De Wever, Dstny

Connects to the first point. Just had a good chat with Alex, our CEO at Aimfox this morning. We both want to limit the amount of Zoom calls and hands on projects keeping us away from actually moving the needle. 

Thanks to Marija, Sofija, for supporting my introverted self during the conference 😅

// signing off for the weekend

Fractional Growth (CMO/CGO) | Growing Aimfox | 🏂 Fan of snowboarding, motorsports & rock concerts.

Sometimes I love my job. 

Last week at the unlockit conference a CMO came to me and said 'it's impressive what you are doing with Aimfox in the past few months'.

Being at the top - having a CMO / CGO role - is amazing, especially when it's going well, because you get all these people complimenting your work, when in reality, most of the work is being done by your teams.

Aimfox's growth isn't about me. 

Aimfox growth is Alex, our founder, who is making all the right moves and who I learn from on a daily basis.

It's our CTO, Nikola, who is leading the product side of things. 

It's our wonderful client-facing team in Ksenija, Tamara, Marija who are turning prospects into relationships into clients.

It's the designers, and developers, and a lot more people who are doing their jobs so we keep moving forward.

But I get to take most of the credit, so that's why I love my job :)

Who's crushing it with their teams lately?

I'm speaking at the Post Hustle Summit on February 28. Here's what we'll be talking about: 

Most founders think they have a traffic problem.

You don't.

You have a clarity problem.

I work with a SaaS company that went from $200K to $1.5M ARR in 3 months. 

What made the difference? Not spending more on ads, or hire more people into the sales team.

We fixed the narrative and build the funnel around it.

The conversion rate went from 0.35% to 2.14% for a website visitor to a paying user. That's a 7x lift. 

Here's what I see constantly: Founders building amazing products that nobody understands. They're confused why worse products are winning. They think they need to "market better" or "get more traffic."

But the market doesn't buy the best product. They buy the one they understand.

At the Post Hustle Summit, I'm sharing the 3-Step Positioning Framework:
→ Specific - Stop selling to "everyone." Define the segment. 
→ Clear - Remove the jargon. If they have to think, you lose. 
→ Resonant - Does it hit the nerve?

Then we'll do the "Above the Fold" Audit live. You'll open your homepage, look at your headline, and figure out if you have a marketing problem or a positioning problem.

(Spoiler: It's usually positioning, cause I'm biased.)

Join us February 28: https://lnkd.in/d78_Awik

I love that Dipalie Mehta, Zach Hammer, Anita Cavrag will be there 👏

Google and Meta are lying to you. 

The reality is that advertising today is a black box, much like the AI one. 

You are feeding money into Google, Meta, you get back users. What happens in between? Who knows. 

The reality is that iOS doesn't provide click data anymore, gdpr is blocking tracking in Europe, cookie blockers do the rest. 

So Google, Meta are actually collecting data from about 30% of the actual conversions, says Yann A. Skaalen, founder of Digtective. 

So they run on 30% of data. If that sample is big enough (if you are an enterprise compamy), you are probably ok.

But in $10M scaleups? The 30% simply isn't enough, so Google, Meta are working based on bad data. And with advertising... What you put in is what you get out. Put in 💩, yourl get out poo. 

How to solve that? 

The entire episode is out now on 1 Message Away

During my longest fractional CMO tenure, there was 1 topic that always popped into our meetings: 

How many new leads are we generating this month?

Yet through analysis we found that sales had more MQLs to deal with than they could handle (while keeping the quality up).

This might be controversial, but… in most companies… Generating leads isn’t the problem.

When doing audits in companies, we typically find leads that got lost in the process. ($400k worth of them in with the last client). 

And they got lost in the process because the company had clear KPIs for acquisition. But once a prospect was in the pipeline? That’s where the lines between marketing and sales got blurry. And despite ownership was clearly defined, the clients weren’t pushed further in the pipeline.

Where is your bucket leaking?

What's preventing you from forecasting your sales?

A healthy funnel / user journey is the first step  in your growth going on 🔥

At my last fractional CMO tenure, we went from 0% to 37% conversion rate in the PLG funnel. Delivered Accenture, ERM, Bridgestone as leads. 

With Aimfox, the first thing I did was to collaborate with product to redesign the funnel. Went from 0.35% to 2.14% website visitor to paying user. 

7X the conversion rate. 
7X the revenue. 
Want to scale? 

Fix that funnel.

Send to founders that need to hear this or save for later.

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The Battle

Klemen Hrovat

Andrej Persolja

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Engagements

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