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Checklist

HubSpot Pipeline Checklist for B2B Sales Teams

Ten criteria, ten minutes. Afterwards, you know how robust your forecast really is.

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What Does the HubSpot Pipeline Checklist Cover?

The HubSpot Pipeline Checklist from Mark Lotse uses ten criteria to assess how reliable your forecast data in HubSpot is. It is designed for B2B sales leaders who want to build their forecasts on a solid foundation. You get:

  • Transparency: you spot the deals that artificially inflate your forecast
  • Efficiency: your sales team focuses on closing, while data maintenance runs alongside
  • Scalability: the manual habits of individual salespeople become one process for everyone

Results instead of promises.

“Forecast gaps usually arise from unclear processes. My goal is a HubSpot where data drives decisions.”

Christian Rieck, Managing Director at Mark Lotse

Your Status Quo

Preview: 3 Excerpts from the Checklist

  1. Stage discipline Are the criteria for every stage change clearly defined in the CRM, or does the judgment of individual salespeople decide?

  2. Activity check How many deals in your pipeline have had no documented activity for more than 14 days?

  3. Loss reason analysis Do you track loss reasons systematically, so marketing and sales can sharpen targeting and arguments?

Take the Ten Minutes

Many sales teams rely on their forecasts without knowing how reliable the pipeline data behind them is: stage discipline, documented activity and accurate tracking of loss reasons. This checklist gives you the foundation for that.

Download the checklist

Prefer an expert review? See the HubSpot Data Quality Audit

Mark Lotse X You

Frequently Asked Questions

How can we check whether our HubSpot pipeline produces a reliable forecast?

A reliable forecast needs clear criteria for every stage change, documented activity on every deal and systematically tracked loss reasons. The HubSpot Pipeline Checklist from Mark Lotse checks exactly these points with ten criteria, and you work through it in ten to fifteen minutes directly in your portal.

Which companies is the HubSpot Pipeline Checklist designed for?

The checklist is designed for B2B companies that use HubSpot in sales, from Starter to Enterprise. Mark Lotse built it for executives, sales leaders and CRM owners who want to base their forecasts on solid data, and brings experience from more than 100 HubSpot portals to it.

How does the Pipeline Checklist differ from the HubSpot Data Quality Audit?

With the checklist, you review your portal yourself and get a first picture of your data quality. In the HubSpot Data Quality Audit from Mark Lotse, certified HubSpot consultants analyze your portal directly, find technical sources of error and agree prioritized actions with you, at a fixed price.

What should we do if our pipeline score comes out low?

A low score shows you in black and white where your forecast rests on uncertain data, and therefore where to start. Mark Lotse prioritizes these points with you in the Data Quality Audit and puts stage criteria, required fields and automations in order step by step.

How do we keep the data quality of our HubSpot pipeline high over time?

Consistently good pipeline data comes from required fields per stage, automatic reminders for inactive deals and a fixed review rhythm in sales. Mark Lotse sets up these rules in HubSpot, trains your team on them and, on request, looks after your portal on an ongoing basis as a managed service.

About Mark Lotse

Mark Lotse is a RevOps agency and HubSpot Platinum Partner based in Landau in der Pfalz and Bremen, Germany, founded in 2012 and working with HubSpot since 2015. The team holds 33 HubSpot certifications and brings experience from more than 100 portals. We combine strategy, process design and technical implementation on one platform.

HubSpot Platinum Partner · Founded 2012 · With HubSpot since 2015

HubSpot Platinum Solutions Partner