RevOps & HubSpot Consultant

Results-oriented RevOps and HubSpot Consultant with a robust background in:
- Strategic Planning
- Sales & Marketing
- Sales Enablement & Sales Process Design
- Instructional Design for Adult Learning
- Public Speaking

Experienced in delivering large-scale workshops and fostering cross-cultural understanding. 

Supported a wide range of businesses including: 
- SaaS / Tech
- Food Production
- Wholesale Trading
- Travel
- Education
- Staffing
- Coaching
- Sports
- E-commerce

Passionate about creating a positive social impact through supporting SMEs, education providers.

These are my favorite books on sales

Each one of them taught me something new and useful about the profession. 

If you’re in sales or growing a company, these books bring together decades of practical experience from some of the most respected people in the field.

In no particular order:

Sell the Way You Buy by David Priemer
Great for anyone who wants to sell the way modern buyers actually make decisions. Clear, practical, and grounded in actual buyer behavior.

To Sell Is Human by Daniel Pink
Ideal for people outside traditional sales roles. Daniel teaches you how much of everyday life involves selling to others.

Predictable Revenue by Aaron Ross & Marylou Tyler
A must-read for founders and revenue leaders building an outbound engine and aiming for repeatable results.

Fanatical Prospecting by Jeb Blount
Best for anyone who needs to boost their pipeline. A straight-talking guide to consistent prospecting across different channels.

Gap Selling by Keenan .
Great for sales pros who want to diagnose instead of pitch. Strong focus on understanding the buyer’s current state, desired state, and the space in between.

The New Model of Selling by Jeremy Miner & Jerry Acuff
For sellers dealing with skeptical, research-heavy buyers. Human-first, conversational, up-to-date method for today’s environment.

New Sales. Simplified. by Mike Weinberg
Excellent for anyone responsible for new business. Easy to understand, focused, and practical.

The Sales Acceleration Formula by Mark Roberge
Perfect for data-minded sales leaders. Shows how HubSpot built a scalable, metric-driven sales machine. One of my personal favourits.

The Challenger Sale by Matt Dixon & Brent Adamson
A staple for B2B teams. Great for sellers who need to teach and reframe, not just respond.

$100M Leads by Alex Hormozi
For early stage entrepreneurs and marketers who need straightforward, actionable lead-gen tactics that work at any scale.

SPIN Selling by Neil Rackham
Foundational reading for anyone in complex or consultative sales. Neil provides timeless frameworks.

Pitch Anything by Oren Klaff
Great for founders, fundraisers, and salespeople who present high-stakes offers. Strong framing concepts.

High-Profit Selling by Mark Hunter
the legendary sales hunter. Ideal for those who focus on making fewer, highly profitable delas, not volume.

Influence by Dr. Robert Cialdini
A true classic. Not strictly a sales book, but essential for understanding why people say yes.

How to Sell Anything to Anybody by Joe Girard
The first book on sales I ever read. A timeless reminder of the human side of selling. Personal, story-driven, and refreshing in a world full of AI and automation.

Revenue Architecture by Jacco van der Kooij
A RevOps masterpiece that provides an overview of the entire sales process. Great for understanding how to design a system that actually works end to end.

Which one is your favorite? 
Which book should I add to my reading list?


#bestbooks #sales #revops

Mike Handa

10x Business Coach leveraging several years of experience in successfully managing and consulting SME business operations, creating business and digital marketing strategies. 
Former Krav Maga self defense school owner and coach.

I watched a sales team drown in September.

Not in work.

In busy work.

Their CRM had 847 open tasks.

Pipeline review took 4 hours.

Half the day went to updating fields nobody looked at.

The VP asked me: "How do I get my team selling again?"

Here's what I told him.

80% of revenue comes from 20% of sales activities.

But most teams spend 80% of time on the wrong 20%.

The math is brutal.

Average rep spends 2.5 hours daily on admin work.

That's 12.5 hours per week NOT selling.

50 hours per month lost to spreadsheets.

Meanwhile, the activities that actually close deals?

Calling qualified leads at the right moment.

Following up with hot prospects before they go cold.

Focusing energy on deals that are winnable.

These get squeezed into whatever time is left.

You see, the solution isn't working harder.

It's working on what matters.

This is where automation becomes the unfair advantage:

Task queues that surface ONLY the highest-priority actions each morning. No more scrolling through endless lists wondering what to do first.

Deal scoring that tells you which opportunities deserve attention today. Stop wasting time on tire-kickers pretending to be buyers.

Automated workflows that handle follow-ups and data entry and pipeline updates while you're actually having conversations.

One client went from 847 tasks to 12 priority actions per day.

Same team.

Same leads.

Different system.

Their close rate jumped 34% in 60 days.

Reps finally had time to do what they were hired for.

Sell.

Here's the question that changes everything:

What would your team accomplish if they could spend 80% of time on the 20% that drives revenue?

Not someday.

Not after the next hire.

Right now with the team that you have.

After all, the companies winning in the market aren't working harder.

They're working on what moves the needle.

And their CRM is handling everything else.

Want to see what the 20% should actually look like?

Let's map it out.


#crm #salesautomation #salesdirector

Grant Cardone, the author of the book "10X Rule", built an empire on relentless sales, obsession with action, and unapologetic ambition.

Whether you agree with his philosophy or not, the book sold millions, influenced a generation of salespeople, and sparked more debates than almost any sales book in the last decade.

Some people swear by him.

Others can’t stand him.

But here is the part most people don't know:
He crushed the sales game by running his entire operation on HubSpot.

Love him or hate him, even a broken clock tells the right time twice a day.

If one of the most notorious sales personalities in the world chooses HubSpot to power his machine, it should tell you something.

But this is not about Grant Cardone or 10x. It is about you and your revenue goals for 2026.

If your sales are middling, if you think your team could be doing better, and if you want a system that raises sales performance to your ambitions, HubSpot is the obvious choice.

You do not need to agree with Grant's style.

You just need a proven tool that delivers.

Just ask yourself one question:
If the biggest names in sales trust HubSpot to drive results, why shouldn’t you?


#10x #sales #CRM

Over two decades ago, I was a gatekeeper.

After more then 20 years later, I still remember the best call I’ve ever received.

The caller wasn’t nervous, he wasn’t reading a script, he didn’t beg.

He immediately understood that he was talking to a younger man who is probably pretty bored at his job and who gets hundreds of calls a day from people trying to talk to his boss.

So he started a conversation with me.

He told me he was actually calling for my boss but now that he’s got me on the phone he wanted to ask a couple of questions.

I was surprised. 

As a gatekeeper usually you get treated as an obstacle, not as human.

He told me he was calling from overseas and he has never been to London.

He asked me how did I feel about living there.

He went on to ask about my job.
He demonstrated an understanding of the position I was in and how I “probably felt about it”.

He was spot on.

Then he asked about my interests outside of work and shared a relatable story about himself.

Still, I couldn’t put him through. I wasn’t allowed to. 

We parted by him asking if I would be kind enough to forward his email to my boss and pass on a message.

Sure enough, my boss got that message.

A week later I received a company letter addressed to me.

He mailed me a small gift. It wasn’t a pen or some promo material. It was a photo of Sean Connery.

In our conversation I told him I enjoyed watching James Bond movies in my spare time :)

Now that’s some 007 cold caller skills!

If you are in sales running cold calls, you have an agenda. 
Just remember you are talking to humans.

Yesterday I read a LinkedIn post from a sales director who helped to scale a company to $27M revenue using nothing but Excel.

It was a great story about grit, accountability, and a young team that cared enough to make it work.

I respect that. Many strong companies were built on imperfect systems and a lot of determination.

But there is another side to this story that doesn't get mentioned.

When people celebrate “we built everything on spreadsheets”, they often forget what it actually cost those doing the work.

Reps working late into the evening due to lack of efficiency.

Managers piecing together reports from different data sources.

Unnecessary pressure due to the lack of visibility and transparency.

Deals slipping because follow ups depend on memory.


Over time it creates a toxic high-pressure environment where people are expected to work harder to compensate for the lack of proper tools.

The result is predictable:

Burnout.

High employee turnover.

Frustration that has nothing to do with talent or attitude.

And in some cases, experiences that shape how people feel about sales for the rest of their careers.


It's not that Excel is bad. The lesson is that efficiency matters because people matter.

When sales teams have the tools to work with structured information instead of chaos, everything changes.

They know what to do without having to search for data.

They follow up faster.

They succeed more consistently.

They carry less stress home with them.

And the company benefits from a stronger and more stable team that translates into more revenue.

Providing the right systems is not about making it “easy”.

It is about removing unnecessary friction so the work becomes healthier, more sustainable, and more rewarding while also making more revenue.

If you care about your employees and revenue, investing in efficiency is one of the simplest ways to support both performance and well-being.


#SalesPerformance #SalesDirector #Sales

The hardest part of growing a small business is not the work.

It is trusting someone else with the work.

Many founders know they should stop doing everything alone.

Yet they hold back for a few common reasons:

-> It feels risky to hand over your “baby” to someone else
-> Hiring or outsourcing takes time, and time already feels scarce
-> Results are not guaranteed, and nobody cares as much as you do

All valid concerns.

But here is the secret:
Choosing to delegate starts with confidence in yourself, not in the supplier.

-> Confidence that you can interview, vet and select the right people.
-> Confidence that you can lead the process.
-> Confidence that you can communicate what success looks like.

Because the alternative is staying stuck in the loop of “I’ll just do it myself,”

..and that loop has a hard ceiling.


How to choose the right supplier?
Here are some practical steps you can use right away:

1. Look for specific industry experience
 This saves you weeks of explanation, onboarding and trial and error.

2. Observe how well they listen
 Do they ask relevant questions?
 Do they note down what they heard?
 Do they show an understanding of your goals and constraints?

3. Ask for examples and references that match your situation
 Not generic praise.
 Real outcomes for businesses like yours.

4. Speak to the person who will actually execute
 Not just the salesperson.
 Execution quality determines everything.

5. Look at how they structure projects
 Clear milestones, timelines and deliverables are signs they know what they are doing.

Finally, here is the expectation most founders miss:


Even the best supplier still needs input from you.


They are not inside your business.

They are not inside your head, don't know your clients or the dynamics of your business.


You will need to allocate time.
You will need to share information.
You will need to answer questions.

This is not a sign of incompetence. It is part of the process.

You are not outsourcing decisions. You are outsourcing execution.

Delegating is uncomfortable at first.
So is hiring your first full-time employee.
So is letting go of the urge to control everything.

But every business that grows beyond a one-person operation goes through this stage.

There is no Fortune 500 company built by one person doing everything alone.
Not one.

If your vision is bigger than your capacity, the path forward is this:

-> Own your time.
-> Hire the right people.
-> Guide them well.


And allow your business to grow beyond what you can do by yourself.

Final tip:
Begin by delegating the tasks that do not generate revenue, so you can focus on customer acquisition and service delivery. 
The two areas that directly impact your earning potential.

One of the most expensive lessons in business is realizing you cannot do everything yourself.

Most small business owners learn this the hard way.
Not because they lack discipline.
Because they value frugality over their own time.

Yes, financial sustainability matters.
Yes, you cannot outsource everything.
And yes, you can probably do, or learn to do, most tasks yourself.

But the real question is:
Should you?

Every hour spent on low value tasks is an hour taken away from the only two things that keeps you in business:

A. Revenue generating activities
B. Service delivery

When you outsource or hire, it is not an expense.
It is an investment that buys back your time at a lower rate so you can close more deals, serve clients better, and create repeat business.

If you are spending your time on €50/h tasks, that is the value you are placing on your time.
And your results will reflect it.

Being frugal is smart.
Being frugal with the value of your time is smarter.

Time is the one thing you never get more of.
We all have the same 24 hours a day.

The difference is how we use them.

When I joined LinkedIn 10 years ago, it was a social media platform where professionals who met at networking events, conferences and expos connected with each other, kept in touch, shared photos and interesting ideas from the events.

It was also a platform where I could connect with more experienced people and ask for advice or look for providers, read and read about their case studies.

However, the purpose of LinkedIn has changed, especially during the pandemic when people were involuntarily forced online.

Our beloved professional social media turned into a prospecting tool which led to its current state.

Hustlers got on it, burned a bunch of people, users became increasingly cautious about who they engage with, which forced credible providers to also become content creators, that they never intended to be.

Most content on LinkedIn today lacks originality with all the AI written posts. 
Even “Top LinkedIn Voices” with hundreds of thousands of followers write their posts with AI, making the average person think: “why bother?”

Most professionals just want to get on with their trade or delivering on their expertise and they only post content out of necessity. 

It’s a weird experience reading AI written posts followed by AI written comments and responses.

As the saying goes: “Don’t blame the player. Blame the game.”

It makes me wonder what the future of LinkedIn will look like?

They certainly won’t be able to police their way out of it because it would only hurt the users that want to participate in the conversation, but lack the time or the skill to do so.

Your fastest growing competitors haven't hired twice the staff.

They've cracked how to use LEVERAGE in their business.

Here's what most B2B leaders get wrong.

They think: “growth = more people”.

More SDRs.
More AEs.
More coordinators.

But adding headcount without leverage just creates expensive chaos.


So what IS leverage?

It's 10x output from the same input.

It's making your team exponentially more productive.

It's scaling results without scaling costs.


Here are 3 that actually move the needle:

1. AUTOMATION LEVERAGE

Your sales team shouldn't log calls manually.
Or think about who to follow-up with next.
Or update spreadsheets and compile data for reports.

Every manual task is money left on the table.

Automated workflows handle the repetitive stuff and let’s your team focuses on high-value conversations.


2. STRUCTURED PIPELINE LEVERAGE

When every deal follows a clear path from contact to close, you get rid of the guesswork.

Your team stops getting distracted while thinking about what to do next.

One optimized pipeline multiplies efficiency with each rep, across every deal, every day.


3. STANDARDIZED PLAYBOOK LEVERAGE

Your top performer has a formula.

The question: can your entire team apply it?

Document what works.
Turn individual success into team training.
One effective approach can be leveraged across the entire sales team.

The breakthrough companies right now?

They're not outspending you on talent.

They've built systems that multiply effort.

They've eliminated operational chaos.
The disconnected tools.
The inconsistent processes.

They've created leverage.

And here's what most sales directors learn too late:

You MUST scale efficiency before you scale staff.

After all, hiring more people into a broken system doesn't fix it.

You just break it faster.
At a much higher cost.

The good news?

Leverage is a choice.

It starts with one question: Which repetitive manual tasks take the most time? 
Solving that alone has a huge impact on your revenue.

What's one aspect of your business where your team could use more leverage right now?

Most sales teams working in Excel are drowning in the run up to Christmas.

Late nights. Weekends. Endless list of tasks.

It's not the volume. It's the SYSTEM.

Three things happen every December that shows you that your system is not sustainable:

1. LEAD LEAKAGE MULTIPLIES
Inquiry volume spikes. Your scattered tools can't keep up. Leads get missed. So do follow-ups. Your team doesn't even know what they're missing.

2. REPORTING BECOMES A NIGHTMARE
Leaders want forecasts and year-end numbers. Your team spends hours pulling data from copies of Excel sheets. They could be spending that time on working deals instead. Every forecast? Pure approximation.

3. HANDOFFS BREAK DOWN
Marketing runs holiday campaigns. Sales gets flooded. But there's no clear process. No automated workflows. No transparency over the customer journey.

The result?

Your best sales people work 12-hour days doing tasks that shouldn't even exist.


When you use a pro HubSpot set up customized to follow your processes:

• Every lead gets tracked automatically
• Your team sees real-time pipeline data in seconds
• Follow-ups happen based on behaviors and triggers
• Reporting takes minutes, not hours


One of our clients switched from managing sales in Excel after going through two Q4s he described as “living hell”. 
He decided he won’t go through it the same way ever again.

His sales team was logging everything (if they had time or felt like it) manually prior to their HubSpot set up. They were working double shifts during Q4 just to keep up.

We built a HubSpot setup for them in 38 days, that automated reporting and logging, markting to sales handoffs, task management and semi-automated parts of their client communications. It runs in co-pilot mode now. 

Their Q4 looks and feels very different this year.

Same volume. Half the stress. No more double shifts.

Because their system works FOR them.

If your team's grinding through long hours right now, ask this:

Are they working on revenue generating activities?

Or fighting with your broken processes?

The next sprint is coming sooner then you think.
Q1 ramp up. Mid-year push. Year-end again.

You can keep slapping Flex Tape on your broken system. Or fix it once and scale without chaos.

Do you really want to go through the next Q4 the same way as you feel right now?

Who’s going to stick it out with you and be there if you don’t change?

SALESDOCk  just dropped the pre-results of their outbound report with 500 SaaS sellers, and the message is loud and clear: 

Quality and human connection are winning the game!

What stood out the most is that 76 percent prioritise quality above everything else.
Not speed.
Not volume.
Not clever tools.
Quality.

And budgets reflect it.

AI outbound, cold calling and mass automation are getting cut, while relationship-focused spend is climbing fast. 

But here’s the interesting part: 

This does not mean AI and automations are going away.

It means teams are finally waking up to what they should be used for.

The data shows that referrals, communities, partnerships and events outperform cold outreach on every metric.

In other words, meetings are being won through trust, not templates.

Which brings us back to the real opportunity.

If sales teams want better conversations, stronger trust and higher conversion, they need time!

And that time has to come from somewhere. 

This is where AI and automations can be best leveraged for to win back time for improved communications:

-> research
-> data enrichment
-> logging
-> reporting
-> task management 
-> pipeline hygiene

Everything that slows reps down but does not require human nuance.

Free the humans from the back office, and they can finally do the work the data shows actually moves revenue:
high-quality conversations, meaningful follow-ups, deeper relationships.

Outbound’s future is human.
AI just needs to handle the parts that shouldn’t require humans.

CEO at SALESDOCk - Building the #1 SaaS Sales Training Firm

These are the pre-results of the outbound report, co-created with 500 SaaS sellers. Here’s what surprised me the most and what didn’t:

WHAT SURPRISED ME

1) QUALITY IS THE UNDISPUTED PRIORITY
- 76% put quality above everything else
- Scalability barely cracks half the votes
- Trust matters more than automation now
- Uniqueness has almost zero impact

I expected a mix, but nearly everyone agrees: quality trumps clever features and tech hype. Teams are driving hard after substance rather than “faster, cheaper.​

2) MANUAL TACTICS ARE LOSING BUDGET

- AI outbound and cold calling slashed heavily
- Relationship-focused spend jumps 30%+
- Events funding split - teams either double or drop
- Personal branding budgets now outpace events

The speed at which budgets are leaving manual and automated outbound shocked me. Leaders want resources aimed at building trust and connection, not just blasting messages.​

WHAT DID NOT SURPRISE ME

1) CLIENT REFERRALS SMOKE COLD OUTREACH

- Referrals top the pipeline creation chart
- Cold online outreach nearly at bottom ranking
- Own communities beat conferences in results
- Partnership ecosystems far more effective
The numbers say what we always knew: warm networks win. Cold outreach and mass emails aren’t fooling anyone anymore.​

2) STRATEGIC EVENTS DRIVE PIPELINE GENERATION

- Event-led growth leads Value Builder quadrant
- Direct outreach bunched in ‘Underperformers’
- Personal brand circles show solid pipeline numbers
- Growth engines built around community, not automation

Year after year, event-driven and personal approaches generate real results, not just pipeline, but lasting strategic value. 

Outbound’s future is interactive and relationship-based.​

-----
Wanna be part of the survey and get the final results, along with a playbook for setting the strategy for the winning motions? 

Fill the survey and get the results for yourself. Your answers set the agenda for the year everyone else follows.

Dawid Kot, thanks for this initiative!

The Spectacular Rise and Fall of “Miracle GTM Solutions”
(And the expensive lessons learned…)

A few months ago, all our feeds were plastered with hype about AI GTM solutions, automated outbound engines, and “hands-off” cold prospecting platforms.


Every second post was:
“Replace your SDRs with AI!”
“Automated cold calling is the future!”
“Humanless outbound = more pipeline!”


And now?

Silence.


The hype has imploded just as fast as OceanGate's submarine.

Why? Because they missed the fundamentals of social dynamics.


Companies fired SDRs.

Invested thousands into “AI-first” prospecting stacks.
Tried outsourcing human connection to scripted bots.


..and what did they get?

• Bloated tools
• Weak pipelines
• Angry prospects
• And the joy of hiring back the people they let go


The mistake was simple:

They tried to replace human-to-human interaction instead of supporting it.


AI isn’t the enemy. Misuse is.

The smartest businesses use AI to remove the work that slow humans down:

• Logging
• Admin
• Reporting
• Manual task creation
• Research and lead insight gathering


When you automate these time wasting activities, salespeople suddenly have capacity to do what actually converts:

Real conversations.
Real discovery.
Real rapport.
Real trust.

Something no GTM platform, no matter how fancy, can replicate.


Here’s the truth nobody wanted to accept during the hype:

People still want to buy from people.
They want to feel heard, understood, and genuinely approached.


Thoughtful beats automated every single time.


Use AI where it creates leverage.
Use humans where it creates loyalty.


That’s the winning GTM model for the next decade based on what we see from our clients migrating to HubSpot.


#GTM #AI #SDR

Most companies are trying to automate the wrong things.

Everyone is talking about AI agents, outbound bots, automated conversations, and “fully AI-driven GTM strategies.”

But almost nobody is asking the simple question that actually determines success.

What should be handled by people, and what should be handled by machines?

This is where most teams get it wrong.

They try to automate human-to-human work.

They expect AI to run discovery calls, handle objections, and build trust with strangers.

They expect bots to create rapport, solve nuanced support issues, and make prospects feel understood.

Even Salesforce replaced four thousands customer support agents with AI, but the lesson most people took from that was the wrong one.
(If in doubt, just look at their share prices.)

Losing the human relationship is the costliest part of that decision.

Because here is what actually works.

Let humans do the work that depends on emotion, tone, connection and awareness.

Let AI take over the time intensive back-office tasks that drain people but do not require relationships.

Tasks like:
 • Logging calls
 • Creating follow-up reminders
 • Building reports
 • Research and lead intelligence gathering
 • Routine admin and updates

When you automate the repetitive load, your sales and support teams finally have time to do the part that matters: 

Talking to people, understanding their situation, and moving conversations forward with intent.

And this is where results actually improve.

Stronger pipeline progression.
Smoother support experiences.
Better conversion rates.
Positive reviews.
Less burnout.
More trust.

Machines are brilliant at processing tasks.

People are brilliant at building relationships.

The companies that grow fastest are the ones that know the difference and design their systems around it.

On a scale of medieval horse how are your sales reps feeling today?

If your team is tired, overloaded or running on fumes, it is usually not the selling that drains them.

It is everything wrapped around it:

• endless research
• constant admin
• manual reporting
• keeping the CRM updated
• chasing information across tools

These tasks don’t just steal time.

They drain energy, motivation and the mental capacity needed for good conversations.

When you remove that repetitive load, the entire experience of work changes.

-> Reps feel lighter.
-> Pipelines move faster.
-> Quality of conversations goes up because people actually have the capacity to be present.

And if you don’t want to feel like this again next year, now is the best time to start your HubSpot implementation.

The future you will thank you.

Good consulting feels like business therapy.

The problem with taking advice without context is that someone is giving you a map to a country they’ve never been in.

Real change begins with self awareness. If you don’t spend time to examine your situation and the causes, it’s easy to fall into to the trap of following advice that won’t deliver the desired outcomes.

On the opposite end of the spectrum, you have the person who is convinced that they know everything. The arrogant type. The one who dismisses outside advice even before thinking. Confidence is valuable. Arrogance is very expensive.

In reality most business owners are burried so deep in their day to day tasks that they barely have the space to breathe, let alone step back and see what’s actually causing problems.  
Their focus is inside the box because there is no time or space ever to contemplate.


Professional consulting never feels like being lectured.

It feels like someone is helping you slow your thoughts down so you can hear yourself again, see what’s happening and why.
It’s like therapy but for business.

Not indoctrination or preaching. And definitley not “this is what you need to do”.

According to ICF, a coach is not allowed to influence the outcome of their sessions. The client chooses the path because they know their own situation better than anyone.

But that also comes with a caveat.

When the issue is knowledge gap, then input is required. And that’s why consulting is helpful.


A good consultant provides input only when:

A. The client asks for it
B. It serves a specific need the client has identified

Good consultants can help you make changes and get results faster because:

• They’ve seen patterns across multiple companies.
They know what tends to work in your situation. They’ve seen it before.
That insight alone can shortcut the way to achive your goals. 

• They have experience with the solution itself.
For example, a skilled CRM consultant doesn’t shoehorn you into a generic setup.
They build a system around your workflow and your revenue model.

• They help you decompress from the day-to-day grind.
During your time together you get to:
- Zoom out and look at your business from above
- Identify your limitations
- Help you define the right outcome
- Reverse engineer a step by step plan based on your circumstances.

Most founders just need the headscpace and a skilled sparring partner to assess their situtation in order to make improvments.

In contrast, being told what to do or how to do it without context is a huge red flag.


If you want to make changes, find a person who can:

1. Creat the conditions for you to think clearly and help you see the bigger picture.

2. Help you identify the problems and solutions based on your resources, specific needs and goals.

3. Work with you to reverse engineer the path to the results you want to see.


That’s how progress is made. 
Not by following blueprints or taking advice without context.

Sales Productivity vs. Efficiency

It’s Monday morning.

You walk into the office, open your laptop, check your emails, check messages, skim notifications, flick through the open tabs… and within an hour you start feeling pressure.
Your brain is juggling 19 things already, and none of them are moving at the peace you expect.

Cortisol? Up.
Revenue? Average at best.


How would you feel about this instead?

You arrive and open the CRM.
Your day is already structured.
Your tasks have already been generated automatically and prioritized based on pipeline, deals, follow-ups and revenue impact.

No guessing.
No “what should I do first?”.
No analysis paralysis.

You start with high impact action right away.

This alone leads to 1.3–2x more revenue, because you’re spending your energy on revenue generating activities, not searching, pondering and flicking between tabs.

That’s the difference when you use HubSpot and had it correctly set up.


Diconnected systems increase your mental load slow you down.

Every decision you have to make before taking action drains your energy.

It’s like gathering wood, shaping sticks, and trying to spark a fire vs pressing the ignition button on your cooker.

Both creat heat.

Only one does it without taking up your time and energy.


So which is it going to be?
“Salesman vs. Wild”  OR  “Wolf of Your Street”?

I watched a sales director burn 3 hours last week going through every lead that came from their marketing campaign to make sure they were all contacted.

She’s been doing this every week since their campaign was launched.

That's ~126 hours per year on a task a workflow can handle in a few seconds.

You see, most people get automation backwards.

They think they need to automate everything.
Wrong.

You just need to automate the RIGHT things.


Here are three workflows that buy back your time immediately:

1. THE SEAMLESS HANDOFF
Marketing qualifies a lead? Notify sales, create the deal record, and schedule the first task automatically. Zero leads get missed.

2. THE FORGOTTEN LEAD RESCUE
Lead goes cold for 7 days? Trigger an automatic check-in email and a task for a follow up call. No spreadsheet. No mental load. Just a follow-up that actually happens.

3. THE STAGE-BASED NURTURE
Moving from discovery to proposal? Send case studies, supporting materials, and testimonials automatically based on a deal stage. Your leads get what they need when they need it.


The best part?

You build these once and they run forever.

While you sleep. While you're closing deals. While you're doing anything but manual work.

One client automated their lead follow-ups in October.

The average response time dropped from 4 hours to 4 minutes.

Conversions went up 34%.

They didn't work harder.

They just stopped doing what machines can do more efficiently.

Think about your week.

What are you doing on repeat that could run automatically?

What's costing you hours that could cost no time at all?

That's how breakthroughs happen.

Not by putting in more hours.

But by reclaiming the ones you're wasting.

Want to see how these workflows actually work in HubSpot? Drop a comment or send me a message. I'll walk you through a setup.

Automation and AI isn't about replacing people.

It's about freeing them up to do what only people can do.

Build relationships and close deals.

Everyone’s talking about AI agents and automations right now.
But almost nobody is talking about how to decide what to use it for.

HubSpot has an insane amount of AI and automation features including:
- Workflows 
- Sequences
- Lead scoring
- Automatic action logging 
- Automated task management
- Automated reporting and forecasting
- Content tools
- Chat

…the list goes on and on.

It’s powerful.

But honestly, it’s also quite confusing if you don’t know what to use it for, when to use it, or if you should use it at all.

Here’s the part most important decision making factors:

The goal isn’t to use more AI
The goal is to use the right automations that actually support the business.

In my experience, the biggest wins rarely come from complex “AI agents” or fancy futuristic setups.

The low hanging fruits are automating the simple repetitive things that eat up your time every single week:
• Reporting
 • Logging activity
 • Generating follow-up tasks
 • Pipeline hygiene
 • Routine notifications and handoffs

These are the invisible time wasters and distractions that don't directly contribute to generating revenue. 
They drain your focus and pull your attention away from what actually moves deals forward.

When you automate the admin, you create space for the work that grows the business:
• Real conversations with leads
• Thoughtful follow-ups 
• Stronger discovery calls (and time for preparation for the calls)
 • Better progression through the pipeline

These are the things that makes conversion rates improve.

Not because AI replaces humans, but because AI gives humans the time to do their job properly.

So the real question isn’t: “How do we use more AI?”

It’s: “Which automations free up my team to close more deals?”

That’s where the magic happens.

Dramatic transformation of fast-growing B2B trading and manufacturing company after implementing HubSpot.

Like many businesses in this space, prior to the work we delivered, they were running on a patched together systems:

-  B2B webshop
-  ERP and production support tools
- Excel spreadsheets 

...that didn’t communicate with each other.

Sales worked blindfolded. Operations were missing vital information. Data was scattered everywhere except where it was needed.

The tipping point:
- Slow processes
- Lots of manual copy-paste work
- Missed information and costly mistakes 
- Constant friction between departments

Not to mention all the stress these were causing.

After implementing HubSpot:

- All customer and company data now lives in one unified system
- ERP, webshop, production, and support data sync automatically
- A customer registration process that took more than a week now takes two days
- Sales and operations finally see the same information
- Manual admin was replaced with automated workflows
- Reporting became fast, reliable, and actionable

For B2B trading and manufacturing companies dealing with complex data flows and disconnected tools, this type of integration removes a massive amount of hidden cost, inefficiency and internal conflicts.

If your systems feel fragmented or your team spends too much time on manual updates, this is a sign that a unified CRM can help.

If you want to explore what a similar setup could do for your company, reach out and I'll be happy to share the complete case study.

“Human first” 🧠

Let AI and automations do the admin and back office tasks so people can do what they’re best at: interacting with each other!

Outbound → Meetings | Outbound consulting that actually works | Founder @ Outbound OS™

Got talking to a 4x Presidents Club SDR 3 days ago who's averaged 134% and sourced $6.2m this FY, sold at both 10-person Series A startups AND 1,500+ employee orgs. These 6 things truly shocked me about her approach:

1. Human first

She was huge on things like industry events and attending networking groups. This is something that I don't really see anybody talking about on LinkedIn with everybody praising AI but human first is really winning in 2025. She went to events made real connections and booked a ton of meetings as a by-product

2. Disqualification

Instead of trying to force everybody to be a meeting, she disqualifies the people who would never be a fit early. This allows her to spend her time on the right prospects and ultimately book way more meetings with the right people

3. She ignores 90% of “best practices”

There are so many best practices of keeping email super short. She ignores a lot of these and focuses on adding relevance and as much context that will help her in these emails. Best practices are good as guardrails but she has seen results with her approach so she sticks to it

4. Refferals

This is probably the most under-utilized asset for any rep and one I'm still guilty of now. But she asks for referrals with every single prospect she books a meeting with. Something as simple as "Do you know any other [titles] like you who could also benefit from a discussion?" This way she gets at least 5 warm intros every month which turns into qualified pipeline.

5. Unique content

95% of reps just repost company updates and their profile is completely bland. She posts unique content about her, her situation, her expertise, which acts as its own mini marketing engine for her

6. Processes like a CRO

She has built a process and playbook for every single thing she does in her day-to-day. If it's done more than once, it's given a process. She reminded me of a CRO with how detailed she was using tools like Tango to document her exact workflows with video breakdowns so if she ever needed to do it again, she could just watch the video to put herself in a great spot.

“To be exceptional you must be the exception.” - Alex Hormozi

If you follow the exact same processes as every single other rep, naturally your results will end like that of every single other rep. To be a top 1% SDR, you have to be willing to do things differently

This conversation opened my eyes to a lot of different things but the most important being that find what works for you and do that. Don't fit into the shoebox that everyone tells you to do. Find your unique path and focus on maintaining that

♻️ If you found this useful give it a repost and save this for the future

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