IMS Sales Process & Success Guide Playbook

1. Master Pipeline Matrix

Use this as your checklist to move deals through the HubSpot stages.

2. HubSpot Deal Entry & Naming Convention

How to Enter a Deal

1. Start at the Company Record or Contact Record: Create the deal from the specific Company to auto-populate data.

2. One Deal Per Pipeline: If a customer wants Disposables and BioMed Service, create two separate deals.

3. Associate Contacts: Ensure the Decision Maker is attached to the deal.

4. Set the Amount & Close Date: Provide your best estimate for forecasting.

• To ensure clear reporting for the Sales Directors and Operations, all deals must be entered following this standard.

  • The Naming Convention Rule: [Product/Grouping] 

  • The "Product/Grouping" must include one of the following:

    • IMed product/grouping

    • Rental product/grouping

    • Service product/grouping

    • Disposable product/grouping

    • By brand product/grouping (e.g., Alaris, Moog, etc.)

    • By product group

3. 6 P’s of Success