Digital Strategy
SISU Properties — From invisible online to closing deals twice as fast.
- +20% Qualified leads
- 2x Faster close rate
- 100% Sales process visibility
The problem
SISU was a respected real estate sales company with no digital strategy. The team had relationships and local reputation, but zero pipeline visibility. Marketing efforts produced no measurable results, and sales reps were working leads from memory and spreadsheets. In a competitive market where buyers compare properties online before ever speaking to a sales rep, SISU was functionally invisible. The core issue was not a lack of good salespeople — SISU had experienced reps with strong market knowledge. The issue was that the business had no way to see which leads were real, which were stalling, or which channels were actually producing. Every forecast was based on gut feel. When the market softened and referral volume dropped, SISU had nothing to fall back on. The pipeline looked different every week depending on who you asked.
What we did
Built a full digital strategy from scratch. That meant standing up HubSpot CRM, configuring deal stages that matched the way SISU's sales team actually worked, and connecting lead capture from the website and social channels directly into the pipeline. The deal stages were not imported from a template — they were mapped to SISU's actual sales process: initial inquiry, site visit, proposal sent, negotiation, closed. Every rep could see exactly where every deal sat. The second part of the work was adoption: training sales reps to log activity, update deal stages, and use the system as their single source of truth instead of bypassing it. Without adoption, a CRM is just expensive software. Adoption training included weekly check-ins on pipeline health, manager dashboards showing activity compliance, and a simple rule: if it is not in HubSpot, it does not count toward the forecast. The third element was lead source tracking — connecting every inquiry form, social ad, and referral to a specific source in the CRM so SISU could see, for the first time, which channels were actually worth the investment.
The result
SISU ended the engagement with a 20% lift in qualified leads, full visibility into every active deal, and a close rate that moved twice as fast. The visibility piece mattered as much as the lead volume: the team could see where deals were stalling, which reps needed support, and which lead sources were producing. The team stopped guessing and started running a real pipeline with real numbers behind every forecast. Leadership could pull a deal report on a Monday morning and see the state of every active opportunity — by rep, by stage, by source — without calling a team meeting. The close rate improvement came directly from identifying the stall patterns: deals that sat in the proposal stage for more than 14 days without a follow-up were the primary leak. Once that was visible, fixing it was simple: an automated HubSpot task that fired at day 10 with the next follow-up action pre-written. The system did not replace the sales team. It gave them better information and removed the administrative friction that was slowing them down.
Working with José is a continuous learning process. Now we're direct with customers, use friendlier strategies, and achieve objectives dynamically.
What we used
- HubSpot CRM
- Sales enablement
- Lead capture
- Reporting dashboards