Aligned to the Q3 Flight Plan (JD & Pedro) — as it actually works
This playbook matches your real doc: per-rep tabs where each row routes a rep into HubSpot and carries the context to act. It covers three things.
Reworked to your real columns, with HubSpot as the source of truth.
Layering an engagement score onto your existing Fit Score.
Using his ~240 free Q3 slots without stepping on JD.
Source of truth = HubSpot. The Flight Plan displays fields that live in HubSpot; when you learn something new, update it in HubSpot, then reflect it in the sheet on your next manual pass.
| Column | Role in the workflow |
|---|---|
| Record ID / HubSpot Link | Navigation — how the rep opens the contact |
| Fit (0–100) | Primary ranking. 100 = ideal ICP; negatives (e.g. −10) = disqualify/deprioritize |
| Days Since Contact / Last Contacted | Staleness tiebreaker; red = >90 days or Never |
| Lifecycle (live) | Lead / MQL / SAL / etc. — where they are in the funnel |
| Research Status (live) | Workflow gate: Pending Review → Validated |
| Company Type / Business Model / Primary Vertical | Qualification context (Platform / B2B2C / vertical) |
| Our recommendation | The human call (replaces the generic "Blocker" idea) |
Current Processor in HubSpot (Data Agent / Breeze), web-research source, prompt: "Identify the payment processor this company uses… return the name or 'Unknown'." Bulk-fill across the Flight Plan segment, then surface it as a new column in the sheet. For an embedded-payments sell, "who processes their payments today" is often the single strongest qualifier — greenfield (None/Unknown) and displaceable-incumbent are your two best plays. Don't reference LinkedIn in the prompt — HubSpot filters it.
You already have the Fit half of a scoring model (0–100, ICP quality). What's missing is the behavioral/engagement half. Combine them into a true buyer-intent ranking.
Build this in HubSpot's Lead Scoring → Company → Combined score, mapping your existing Fit into the fit group and adding an engagement group below. See HubSpot: lead scoring tool.
| Signal | Points | Why it matters here |
|---|---|---|
| Replied to a sequence email | +30 | Strongest hand-raise |
| Clicked a link in sequence email | +15 | Real interest (needs wrapped links + tracking on) |
| Opened 2+ sequence emails | +10 | Warming |
| Website visit in last 14 days | +15 | Active research |
| 3+ page views / 30 days | +10 | Deepening interest |
| Form submission | +25 | Direct intent |
| Hiring payments/RevOps role | +20 | Buying trigger for embedded payments |
| Recent funding | +15 | Budget + growth |
| No activity 60+ days | −15 | Cooling |
This upgrades the plan from "Fit-ranked, staleness-broken" to "Fit and live-intent ranked" — the same list, but the accounts actually leaning in float to the top of the day.
The situation, from the Overview + row data:
Shift JD's 21 carryover accounts to Pedro so they get touched inside Q3 instead of slipping to Q4. Uses ~21 of 240 slots; clears JD's backlog entirely.
Re-approach Fit ≥ 90, no-reply accounts from both reps' plans with a different angle/channel. Plenty of volume — a large share of the list is Fit 100, "Never" contacted or stale. Prioritize by the new Engagement Score — target the High-Fit / Low-Engagement quadrant.
Pull net-new accounts from the All Companies Owned tabs or fresh HubSpot pulls not yet in a plan, filtered to Pedro's strong verticals (Ed Tech, Spa & Wellness — where he over-indexes vs JD). Fills weeks 8–13 so Pedro doesn't idle.