--- title: How to Improve Marketing and Sales Efficiency with HubSpot CRM description: Learn how HubSpot CRM helps marketing and sales teams automate processes, prioritise leads and work more efficiently. image: https://www.beans-united.ro/hubfs/Double%20exposure%20of%20businessman%20hand%20choosing%20people%20icon%20as%20human%20resources%20concept.jpeg --- [Skip to content](https://www.beans-united.ro/en/blog/cum-eficientizezi-marketingul-si-sales-ul-cu-hubspot-crm#main-content) [![Beans United](https://www.beans-united.ro/hubfs/logo-beans-white.svg)](https://www.beans-united.ro/en?hsLang=en) How we can help [Who we work with](https://www.beans-united.ro/en/who-we-work-with?hsLang=en) Who we are Case Studies Resources [Contact](https://www.beans-united.ro/en/contact?hsLang=en) [Get a demo](https://www.beans-united.ro/en/contact?hsLang=en) [RO](https://www.beans-united.ro/blog/cum-eficientizezi-marketingul-si-sales-ul-cu-hubspot-crm) [EN](https://www.beans-united.ro/en/blog/cum-eficientizezi-marketingul-si-sales-ul-cu-hubspot-crm) SERVICES [HubSpot CRM](https://www.beans-united.ro/hubspot-crm-en?hsLang=en) [HubSpot Services](https://www.beans-united.ro/en/hubspot-services?hsLang=en) [CRM digitalization funds](https://www.beans-united.ro/en/hubspot-crm-digitalization-funding?hsLang=en) [HubSpot Trainings](https://www.beans-united.ro/en/hubspot-corporate-trainings?hsLang=en) [FullFunnel Growth™ Program](https://www.beans-united.ro/full-funnel-growth-program?hsLang=en) [AEO – Leads from AI Search](https://www.beans-united.ro/en/aeo-ai-search-visibility?hsLang=en) B2B INBOUND MARKETING ### We accelerate B2B growth with HubSpot & AI Discover a scalable marketing and sales growth system built over 12+ years, with dozens of happy clients. 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Some of these activities take time without requiring manual intervention every single time. Others depend on information that already exists in the CRM but needs to reach the right person at the right moment. HubSpot CRM helps connect these processes through automation, lead scoring, workflows, sequences and tools designed specifically for sales teams. ## Automate repetitive activities with workflows Workflows can be used for marketing and sales processes triggered by information and actions recorded in the CRM. For example, after someone submits a form, a workflow can update properties, assign the lead to a sales representative, create a task and trigger the next action defined in the process. HubSpot also allows records to be created automatically and workflow actions to be connected with other tools. The benefit comes when automation takes over predictable, repeatable activities. The team no longer has to manually review every new contact to decide who should handle it or when the next task needs to be created. A well-built workflow has a clear purpose. For example, you can have one workflow for lead qualification, another for lead distribution to sales and another for follow-up. This structure makes processes easier to monitor and adjust as things change. ## Prioritise leads based on profile and behaviour Sales teams have limited time. If all leads are treated the same way, representatives sometimes end up spending too much time talking to people who are still at the beginning of the buying process or who are not a strong fit for the company. HubSpot allows you to create lead scores based on CRM information and contact behaviour. These can take into account factors such as industry and company size, as well as interactions with marketing campaigns, and can then be used in segments, workflows and reports. For a B2B company, this means distinguishing between a contact who downloaded a piece of content and a lead who matches the ICP, has engaged with several resources and has visited pages relevant to the company’s services. Marketing can continue nurturing contacts at an earlier stage, while sales can focus on opportunities that meet the criteria defined by the team. ## Automate the handoff between marketing and sales The point at which a lead moves from marketing to sales often creates delays. A contact meets the qualification criteria, but the information reaches the sales representative too late. In other situations, the lead is passed to sales without enough context about previous interactions. HubSpot allows workflows to be used for lead assignment and handoff. A lead that reaches the agreed score or criteria can be assigned automatically, while sales receives the task and the information available in the CRM. The process becomes even more useful when the rules are defined jointly by both teams: what qualifies as a lead, what information needs to be available before handoff and how quickly the first contact should happen. This way, automation applies a rule already agreed by marketing and sales instead of deciding on their behalf how a lead should be qualified. ## Organise sales follow-up A significant part of sales activity consists of follow-ups: emails, calls, tasks and meetings that need to be scheduled at the right intervals. In HubSpot, you can send scheduled email sequences and automatically create follow-up tasks. Contacts can automatically exit a sequence when they reply or book a meeting. For example, after an initial conversation, a representative can use a sequence that includes a follow-up email and a call task a few days later if the prospect does not respond. HubSpot also offers dynamic sequences, which automate emails and surface manual tasks for contacts who have shown interest by opening or clicking messages. This helps representatives focus their activity on contacts who are engaging with the outreach. ## Centralise the sales team’s daily activity Efficiency depends not only on automation, but also on how much time a representative spends moving between tasks, contacts, emails and opportunities just to understand what needs to be done. The CRM brings activities related to prospecting and pipeline management into one place, including tasks and activity from sequences. The team can see what actions are scheduled and work with leads and opportunities from the same space. For managers, CRM data can also be used to track team progress, pipeline and sales goals. The better information and actions are connected to the sales process, the less need there is for separate lists and systems used simply to keep track of activity. ## Use the same data across marketing and sales One of the major advantages of a CRM such as HubSpot is that marketing and sales work from the same records. Marketing can see what happens to leads after handoff, while sales has access to the relevant information collected before the first conversation. This connection also helps with reporting. The team can analyse which sources and campaigns generate leads, which of those become opportunities and how the pipeline evolves. Instead of marketing looking only at indicators such as form submissions or engagement, performance can also be analysed in relation to commercial results. ## Decide which processes need automation Automation works well when a process has rules that can be defined. Lead assignment, updating properties, creating tasks, certain follow-ups or changing a contact status are relevant examples of this type of process. Activities that depend on negotiation, commercial context or human judgement should be treated differently: a workflow can flag that a deal has stalled; the sales representative decides what that means for the relationship with the prospect and what approach to take next. Before building automations, identify the activities that repeat, the time they consume and the rules they currently follow. This is where you will most easily see where HubSpot can reduce manual intervention. ## Beans United recommendation Based on our experience at Beans United, improving efficiency starts with analysing existing processes. Automating a process does not automatically solve its problems; sometimes it simply executes them faster. Before configuring workflows, lead scoring or sequences, we recommend defining the lead journey between marketing and sales, qualification rules, responsibilities and the information each team needs. HubSpot can then support these rules through automation and shared data, so repetitive activities take less time and marketing and sales specialists can focus on campaigns, opportunities and relevant conversations. As a **HubSpot Diamond Partner**, Beans United can help you analyse your current processes, configure HubSpot CRM, build automations and connect marketing and sales activity around the same process. **Want to identify which activities in your company can be made more efficient with HubSpot? Let’s talk.** [![\BOOK A FREE HUBSPOT DEMO\](https://no-cache.hubspot.com/cta/default/362704/interactive-218098466485.png)](https://www.beans-united.ro/hs/cta/wi/redirect?encryptedPayload=AVxigLIFu3cqIK2JIPJ1L0ohiHWmNbogBnoMI8yGo%2F%2ByCh9zjn3j0gI5bBv95Uj6UOPB9EWJzioBlIQG%2BjmgC8dUF12Cz53c%2F8jHInwAK6T%2FJlZbW6lL4omVObxi%2FWBeE9DioW3SjSvgaLXQjFNpz1%2F%2F340KtlVV%2ByDeiu%2FmLlfaCjFzwpwXkT65Wp5KEFewd9cVryRa0TrPYPY%2FaZ4%2Bxsaiuw%3D%3D&webInteractiveContentId=218098466485&portalId=362704&hsLang=en) ## Frequently asked questions about improving efficiency with HubSpot CRM **Which marketing processes can be automated in HubSpot?** HubSpot can automate activities such as lead segmentation and nurturing, certain emails, data updates, lead scoring and triggering actions based on behaviour or CRM information. **Which sales activities can be automated?** Examples include lead distribution, task creation, certain follow-ups, record updates and processes based on changes in pipeline stages. Sequences can be used for scheduled emails and follow-up tasks. **How does HubSpot help marketing and sales work together?** Both teams use data from the same CRM. Marketing can track what happens to leads after handoff, while sales can use the information and interactions collected before the first conversation. **What is lead scoring in HubSpot?** Lead scoring assigns scores to contacts, companies or deals based on their properties and actions. These scores can be used for prioritisation, segmentation, workflows and reporting. **Do you need HubSpot Professional or Enterprise for automation?** It depends on the type of automation. HubSpot offers automation across several subscription levels, while workflows and a range of advanced features are available in Professional and Enterprise plans depending on the product used. 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