CRM Best Practices for High-Growth Startups
By David Martinez
A CRM is only as good as the system behind it. Here are the practices we implement for every high-growth startup on OGMJ.
Structure your pipeline with 4-6 stages maximum. More stages create confusion; fewer lose nuance. Our recommended stages: Lead → Qualified → Proposal → Negotiation → Won/Lost.
Automate stage transitions where possible. When a contact opens a proposal email three times, auto-move them to Negotiation. When a deal sits in Proposal for 14 days, trigger a follow-up task.
Score your leads based on engagement signals: email opens, website visits, form submissions, and meeting attendance. Focus your team's energy on contacts scoring above 70.
Review your pipeline weekly. Deals that haven't moved in 21 days need a decision: advance, nurture, or close. Stagnant pipelines are the #1 cause of missed revenue targets.
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