Emilio Garcia breaks down what early-stage companies actually need to build sales: technology like HubSpot is just one piece. The real foundation is three things: technology, processes, and people. Watch the short feedback loops first—calls made, leads added, conversations had—not the lagging numbers like pipeline size or closed deals.
when you're brand new, uh, or a company that's starting from zero, the first motion that they have to settle properly is sales. And what I mean settle up properly is that HubSpot is, or a CRM of any sort, is just one of three main components that you need for us, for the sales function to really properly work well, right? It's technology, but you need processes and people. And so the first motion that I think you have to figure out on those three components is the sales function., right? What is the process that my people will follow and where they will do it? It's a very short feedback loop. Are we making the calls? Are we adding the leads? Are we having conversations? And eventually you start having just those big lagging indicators as how many opportunities that we have open, how big is the pipeline, how many opportunities are we closing, all that fun stuff. I believe that once you have that, then you, depending on the company, it will shift into any of the two other client-facing departments, right?
