Trap: Don't Let Stale Deal Probabilities Ruin Your Forecast

✉️ Spotter – Your Weekly HubSpot Helper

📢 Announcement: View All Record Properties in Sidebar

File this under small changes with a huge impact. Now you can view all properties for a record without being taken out of the context of the record’s default view. We could say they should have done this years ago, or we can just appreciate that they finally did.

✅ Tip

Quick fix for a common HubSpot headache.

Copy Contact Properties When a Lead Is Created

When automating the creation of Leads, make sure you copy over important contact data at the moment of conversion. HubSpot contact properties like “Recent Conversion,” “Lifecycle Stage,” or even a custom UTM field will keep updating after the fact, so if you don’t capture them right away, you lose the snapshot of what triggered the MQL. 

Use a workflow to copy those values to custom properties on the Lead record. That way, you can always tell what drove the conversion.

⚠️ Trap

Mistake to avoid before it causes chaos.

Don't Let Stale Deal Probabilities Ruin Your Forecast
One of the recurring themes of managing a deal pipeline is making sure everything is moving. Especially in later stages, a delay past a certain amount of time likely means the deal isn’t going through. There are exceptions of course, but often, a delay like this should signify a lower probability of closing. Here is what I recommend: 

• Flag deals that have been stuck for a certain amount of time

• Make a report that shows you stuck deals

• Adjust your stage-based win probabilities according to real data (shown below)

🔄 Try

Something small to test or improve this week.

Set Up Nurture Paths Based on Disqualification Reasons
Every disqualified Lead shouldn’t just go cold, some deserve a second shot. Build a nurture automation that re-engages based on the disqualification reason.

For example, if a Lead was marked “Bad Timing,” wait 90 days and enroll them into a re-engagement campaign. If they were “Not a Fit,” suppress them to save on marketing contact costs and avoid spam complaints.

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