We are halfway through our RevOps Archeology deep dive.

We’ve covered why "Churned" shouldn't be a Lifecycle Stage. Now, we need to look at the logic that actually triggers the explosions in your portal.

In programming and RevOps, there are two ways to select data:

Positive Logic: "I want X, Y, and Z."

Negative Logic: "I want everything except A and B."

In the story of the Zombie Lead, the workflow enrollment was set to: Lifecycle Stage is none of [Customer, Opportunity].

This is Negative Logic. It feels efficient when you build it. You think, "I just want to exclude customers."

But this creates massive Technical Debt.

Why? Because your CRM changes.

Imagine six months from now, you decide to add a new Lifecycle Stage called "Partner" or "Evangelist."

If you used Negative Logic: The system sees that a "Partner" is not a Customer or Opportunity. Therefore, it automatically enrolls your Partners into your "New Lead" sequence. Disaster.

If you used Positive Logic: The system ignores the new "Partner" stage because you didn't explicitly tell it to look for it. Safety.

Always use Positive Logic for enrollment triggers. It is tedious to select Lead, MQL, SQL, and Subscriber manually, but it is safe.

If you rely on "Is None Of," you are building a ticking time bomb that will go off the moment someone edits a property dropdown menu.

So, how do you find these bombs before they explode? We wrap up this series in the next email with The Audit.

We'll dive into our investigations and how we can find the problem and remove it from the root.

See you next week!

Want help cleaning up your HubSpot portal or setting up something smarter?

Let’s talk about what hands-on help could look like for your team.

Email me here or DM me on Linkedin.