Stop filling your HubSpot deal pipeline with unqualified leads. Here’s how to use the lead pipeline to move from MQL to sales qualification, create a deal when there’s a real opportunity, and recycle leads when the timing is wrong.

We’ve built HubSpot setups for B2B sales teams since 2015. In this walkthrough, I show you the lead management process we use with our clients—from the marketing-to-sales handoff to BANT qualification and follow-up.

You’ll learn how Lead Status, lifecycle stages and the Lead object fit together, why one contact can have multiple lead records, and how to keep your sales team focused on the right leads.

Read the complete HubSpot SDR Playbook:

https://www.superwork.co/hubspot-sdr-..., including BANT questions and call scripts.

Want us to build this process in your HubSpot portal?
Talk to Superwork: https://www.superwork.co/talk-to-sales

Related guides:

[Lead scoring: fit, engagement and score decay](https://www.superwork.co/blog/lead-sc...)
[HubSpot lifecycle stages explained](https://www.superwork.co/blog/hubspot...)
[How to use HubSpot Lead Status](https://www.superwork.co/blog/hubspot...)
[Improve your marketing-to-sales handoff](https://www.superwork.co/blog/lead-ha...)

CHAPTERS

00:00 The lead setup we use for B2B sales  
00:26 Why unqualified deals clog your pipeline  
01:26 Lead Status and lifecycle stages  
03:36 Lifecycle stages vs. the Lead object  
05:26 Defining leads and MQLs  
06:18 One contact, multiple lead records  
07:47 Three ways to become an MQL  
09:25 Lead settings and automation  
11:40 Working the lead pipeline  
13:42 Qualifying leads with BANT  
15:12 From qualified lead to deal  
15:38 Why MQL, SQL and Opportunity matter  
16:46 Disqualified: hard no vs. not now  
17:44 Recycling leads in HubSpot  
19:08 Nurturing and following up  
20:12 Recap: from MQL to deal

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