Seven GTM process gaps break most often as B2B tech companies scale: no shared definition of a qualified lead, deal stages built on optimism instead of evidence, lead follow-up left to memory, handoffs with no named owner, CRM data dependent on people remembering, reporting assembled after the fact, and tools connected without an integration design. Each one has a fix you build in HubSpot inside a sprint, and each one surfaces in the same place first, your pipeline and your forecast.

Marketing hits its MQL target. Sales says the leads are rubbish. Both point at the other team, and the pipeline leaks in the gap between them. The marketing to sales handoff is where most B2B pipeline is lost.