CRM and sales handoffs
CRM support for what happens after an enquiry arrives.
The enquiry is in the system. Does the right person know what to do next?
I help teams make customer workflows clearer and more usable: the stages, information, responsibilities and actions that connect marketing with sales. My hands-on delivery includes HubSpot setup and training, Zoho configuration and automation, and campaign-to-CRM workflows.
Discuss your CRM workflow Explore the delivery examples
When the CRM needs attention
- The team records enquiries but ownership and next actions are unclear.
- Stages and fields mean different things to different people.
- Campaign context is lost before someone follows up.
- The setup has changed, but the people using it need guidance and training.
- You need a defined piece of configuration or workflow delivery taken off your backlog.
What I can help with
HubSpot setup and practical use
Organise contacts and the information the team needs, review stages and ownership, and configure the agreed workflow. Pair the setup with training so the people using it understand what to record and what happens next.
Zoho workflows and automation
Map the enquiry process and agree the stages, responsibilities and follow-up. Configure the actions included in scope, test the relevant paths and document where a person needs to make a decision.
Campaign context and sales handoffs
Review how an enquiry reaches the CRM and which information needs to travel with it. Check source information, qualification and ownership so the receiving team has useful context.
Reporting definitions and training
Agree what the records and stages mean before using them to judge performance. Explain the workflow, document important choices and help the team use the agreed setup.
Start with the process people actually follow
- Map the current journey. Follow a relevant enquiry through the actual steps and people involved.
- Agree the working rules. Decide what each stage means, who owns the record and what should trigger the next action.
- Configure and test the agreed changes. Check representative paths, including incomplete information and actions that should stay with a person.
- Train and hand over. Explain the changes, document the workflow and agree what the team will review after using it.
Work behind this approach
HubSpot setup and client training
For an advisory business, my independent work included HubSpot setup and training, with sessions in December 2024 and December 2025. Configuration and training had different jobs: define a usable record, then help the team work with it.
Zoho setup and automation
For a tour operator, my work included Zoho setup and automation between December 2024 and February 2025. The working guide addressed the journey from enquiry through proposals, vendor clearance, deposits, preparation and follow-up.
The case account separates delivered work from design discussions and possible later activity.
Connecting acquisition with CRM at Filo
At Filo, I worked across campaigns, qualification, scoring and source information using Unbounce, Pipedrive, Zapier and webhooks. I later migrated and rebuilt those processes in HubSpot.
A recommendation on the Filo work
“Rudolf's expertise in developing and implementing state-of-the-art solutions significantly enhanced our lead generation workflows and overall business development processes.”
GM & Co-Founder, Filo
Excerpt from the recommendation on YunoJuno
What a defined project can leave behind
Open the CRM handoff template to see the stages, responsibilities, exception paths and tests a team can agree. This is an illustrative working template, not a client system export.
- A map of the agreed workflow, stages and responsibilities.
- The configuration and automation changes included in scope, with relevant tests.
- A record of important definitions, decisions and unresolved questions.
- Training and handover material for the people using the system.
The scope follows the process and access available. An implementation project and a workflow review can have different outputs.
Questions before starting
Which CRMs do you work with?
My independent implementation examples cover HubSpot and Zoho. My earlier Filo work also involved Pipedrive and the connections around it. Send me the current platform and the task so we can assess the fit.
Do we need a migration?
Not necessarily. We should first establish what the current setup cannot support and whether configuration, process changes or training can address it. A migration is a separate decision with its own scope.
Can you automate the whole process?
Some actions should be automated; others need a person's judgment. We agree the rules and exceptions before configuring them, then test what the system actually does.
Can you work with our marketer, sales lead or consultant?
Yes. A project can be a defined delivery block within a wider programme, with clear responsibilities and handover to the people who own the process.
How are timing and fees agreed?
We review the task and access needed, then agree the scope, deliverables, responsibilities, timing and fee. Software licences and any specialist development should be identified separately.
Show me where the workflow gets difficult
Send me the platform, the process you want to improve, who uses it and what you need to change. A short description of one difficult handoff is a useful starting point.
Related reading: When website and CRM reports disagree · A shared account of the buyer
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