Adam Sharrow 🤙🏼's Linkedin Analytics

Everyone wants to automate. Most teams shouldn’t yet. If your CRM can’t track: Your buyer journey Funnel conversion rates Sales velocity Win rates by segment You don’t need more automation. You need clarity. Fix the system first. Then add scale.

Thinking about connecting AI to your CRM? Be careful. AI tools don’t know when your data is wrong....they just run with it. Bad lifecycle stages? Deal not updated? Duplicate Companies? Your AI will summarize, score, and send... confidently and incorrectly. Messy CRM data isn’t just a nuisance anymore... it’s a liability. Clean it up before you plug it in. I'm all in on using AI. We just gotta make sure when we use it, we know what it's analyzing.

Can AI help me? Can I automate this? Could this be a workflow? an Agent? It’s become instinct—“AI first” thinking. Not every task needs it. But the ones that do? They unlock a whole new level of leverage. Anyone else feeling this shift in the way they think or am I the only one stuck in the AI vortex?

What your pipeline stages should tell you (but don’t): They should tell you: - What has already happened - What must happen next - Who owns the next move - Why is this deal still alive - What signal moves it forward Instead? They tell you: - What someone clicked - What box got checked - What forecast stage of finance wanted to see - What’s "sort of" happening, but no one can explain it - Or worse: nothing Most pipelines we see are: Built for reporting Ignored by reps Decided by “how we’ve always done it” The fix? Rebuild your pipeline around buyer intent and exit criteria, not internal activity. That’s how you create a sales system that runs, not one you have to chase.

A PE-backed SaaS company had a problem: Their entire sales motion relied on a poorly converting free trial form... …that was buried on an outdated web page, took 15+ fields to complete, and failed silently when submissions broke. No tracking. No error messages. No dev time to fix it. Just lost leads. Quick win. We rebuilt the entire flow, fast, using only HubSpot tools. No middleware. No third-party integrations. Just smart workflows and clean UX. ✅ We built a conversion-focused HubSpot landing page ✅ Simplified the form from 25 fields to 6 ✅ Integrated their legacy webhook for real-time provisioning ✅ Added front-end validation to prevent bad inputs ✅ Captured UTM + GCLID for attribution ✅ Built error-handling branches to catch and respond to failed submissions The result? - 30–40% increase in trial signups - 100% elimination of silent failures - Fully trackable, repeatable, and scalable They now have a reliable flow and a framework to scale. If your trial or demo flow is held together by duct tape and wishful thinking, we should talk.

AI isn’t about replacing roles. It’s about multiplying execution. We use AI to... - Summarize client call notes - Draft project updates - Streamline discovery workflows - Standardize internal documentation Each small win makes the team faster and frees our team for the thinking work. That’s how AI-first actually looks inside a consulting team. Don’t build an “AI strategy.” Build AI muscle, one use case at a time.

Happy 4th of July!

Keeping up with HubSpot’s pace is brutal. New features every week. AI tools are dropping left and right. And the world is expecting you to be the expert on everything, instantly. What’s working for us? - We don’t memorize every update. - We build systems for staying smart: – Internal Slack threads with update summaries – Dedicated “beta watchers” – Bookmark-worthy links (like Kyle Jepson’s Monday Tips) Here’s the truth: - You don’t need to know everything. - You just need to have awareness and know where to look when the moment comes. What’s your system for staying sharp?

The reason most internal projects stall? No one owns the finish line. We get called in when: - There’s a half-built HubSpot instance - A pipeline rebuild started but never made it live - Dashboards were promised but never connected to reality It’s not because the team lacked talent. It’s because no one was cleared to finish. Everyone’s in meetings. Priorities shift. The last 10% is the part that makes it usable, gets pushed. That’s where Process Pro creates real value: - We show up with a deadline. - We move the work forward. - We ship what internal teams can’t prioritize. If it’s sitting half-built in a Notion doc or stuck in Slack threads, we’ve probably seen it. And we’ve probably finished it. What internal project has been “almost done” for a little too long?

Sunday is for golf, not GTM. No dashboards. No workflows. No pipeline stages. Just greens, bad reads... And that one good shot that keeps me coming back

When your CRM, ERP, and eComm systems don’t talk to each other, your team ends up speaking different languages. That’s the problem we helped a fast-growing manufacturer solve. Their challenge: Data was scattered across HubSpot, Sage 100, and Magento. Reporting was fragmented and inconsistent. Teams were wasting time on duplicate entry and manual processes. We mapped their full customer journey, from sales to delivery, and designed a scalable integration strategy to unify their tech stack. Instead of stitching together point-to-point tools, we implemented Syncari, a centralized data automation platform that keeps all three systems in sync. Now, every team sees the same real-time data in HubSpot: quotes, invoices, shipments, and order statuses—automatically updated and fully connected. ✅ Sales knows what’s shipping ✅ Finance has AR and forecasting in real time ✅ Customer support can track and manage orders without leaving the CRM The results? Unified reporting across all revenue streams No more double entry More time spent on high-value work Most importantly, their systems are now built to scale, and new tools and channels can plug into a single data model. This is what scalable RevOps looks like.

My new daily habit: talking to my computer like it’s a person... And no, I’m not losing it.... I’m using Wispr Flow. Imagine just hitting Ctrl + Windows and speaking your thoughts... and having them instantly show up as clean, contextual, editable text. That’s it. That’s the magic. No awkward transcription. No robotic errors. No weird formatting. Just your real voice, turned into real, usable words - emails, notes, docs, messages. I’m literally using Wispr Flow to write this post right now. It’s hands down the best $15 tool I’ve added to my personal stack in the AI era If you're not using it, you're wasting time. We talk to our teammates. We talk to our clients. Now I just... talk to my computer too. It works in Slack, Asana, Hubspot, and on my phone And it works really, really good 😉 Highly recommend checking it out, link in the comments

Don't be the hero who launches a CRM before Christmas or, worse ye,t on New Year's Eve. Welcome to Q3 and post 4th of July weekend, friends. If a migration or implementation is on your year-end wishlist... consider this your friendly, slightly panicked PSA: 👉 Start. Planning. Now. Because while your vendor might say, “Oh yeah, we can implement in 90 days…” That doesn’t include: Data migration nightmares Cross-team alignment End-user meltdowns OR That one guy still using a spreadsheet from 2007 You can go live by December. But if you want people to use the thing in January? You're gonna need a plan. And a head start. So go ahead, be the office legend who didn’t ship a broken system over the holidays.

Campaign reporting in Salesforce is powerful - but only if the data makes it there. That was the core challenge for a RevOps team using Hubspot + Salesforce at a scaling SaaS company. Their marketers were running events, generating leads, and adding contacts to campaigns... but sales was engaging with new leads outside of that flow. Meaning key data never made it back to the campaign records. They needed a way to associate leads with campaigns, even when the connection happened after a lead was created. We helped them: ✅ Design a custom object that tracks campaign influence across all leads and contacts ✅ Build automation to populate it without manual work ✅ Deliver reporting that shows true campaign ROI If you’ve ever tried to backfill campaign attribution in Salesforce, you know how painful it can be. This approach made it seamless.

The HubSpot Sales Workspace is becoming a true powerhouse for reps' daily workflows. Two big updates dropped that are worth checking out 👇 𝗞𝗮𝗻𝗯𝗮𝗻 𝗕𝗼𝗮𝗿𝗱 𝗳𝗼𝗿 𝗗𝗲𝗮𝗹𝘀 It is now available directly within the sales workspace, providing a visual pipeline view with drag-and-drop functionality to manage deal progression. 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗲 𝗗𝗮𝘀𝗵𝗯𝗼𝗮𝗿𝗱𝘀 𝗶𝗻 𝘁𝗵𝗲 𝘄𝗼𝗿𝗸𝘀𝗽𝗮𝗰𝗲 You can now add multiple dashboards in your sales workspace and assign them to specific users or teams, all from the workspace settings. Admins have powerful new controls to customize dashboard visibility and apply dynamic filters. Sales Reps will see dashboards with the relevant filters automatically applied - no manual setup required. 𝗣𝗿𝗼 𝗧𝗶𝗽: Reps, this is your new homepage. Set it and streamline your day.

One of the most frustrating things about HubSpot revenue reporting? It’s always been tied to deal close dates, even when revenue doesn’t start until weeks or months later. 𝗧𝗵𝗮𝘁 𝗷𝘂𝘀𝘁 𝗰𝗵𝗮𝗻𝗴𝗲𝗱 with Line Item Revenue Reports HubSpot just rolled out recurring revenue reports based on billing start dates — and it’s a game-changer for any team tracking ARR/MRR. 𝗬𝗼𝘂 𝗰𝗮𝗻 𝗻𝗼𝘄: Forecast recurring revenue by product Separate closed vs open deal revenue streams Track revenue timing accurately, without custom objects or external tools 𝗪𝗵𝗲𝗿𝗲 𝘁𝗼 𝗳𝗶𝗻𝗱 𝗶𝘁: Reports → Sales Analytics → Forecast & Revenue Look for: - Closed Won Recurring Revenue - Open Recurring Revenue - All Closed Won Revenue And yes, it breaks revenue down by line item, spread across the billing period. This fixes a huge gap in native revenue visibility for GTM teams. If you’re still forecasting from spreadsheets, this one’s for you.

If your Head of Sales is fixing HubSpot instead of closing deals, you’ve already got a problem. It’s not just about “being scrappy.” It’s about missing the whole point of RevOps. Picture this: Your top sales lead is buried in reports. Your marketers are guessing at what’s working. No one knows where the pipeline’s leaking -but everyone’s too busy to find out. That’s not ambitious. That’s broken. Sales leaders should lead. Marketers should create demand. Neither should be stuck glueing together integrations at midnight. The companies that actually grow fast? They invest in RevOps before the chaos starts. They know that band-aid fixes don't work. So if you think your sales or marketing heads should “just figure it out”... you’re setting them up to fail. You’re growing admin, not revenue. Early RevOps isn’t a luxury. It’s the only way to scale without burning everyone out. Is your team leading, or drowning in process? What would change for you if RevOps actually ran the stack?

The biggest mistake I see in RevOps today? Automating before understanding. Your CRM is a mess. Your buyer journey isn’t mapped. Your sales process has 10 stages, and no one can explain the difference between stages 4 and 5. But you’re triggering automations on entry and exit? That’s how bad data becomes exponential. Here’s what we tell clients: Don’t automate until you’ve made the system understandable without it. If it’s confusing without automation, it’ll break worse with an unstructured process.