Training session with BluePoint (Wade Zirkle, Mike Stebbins) and Asymmetric team (Mark Hope, Melissa Cusumano, Avokerie Onorimuo) covering three main areas: CallRail integration strategy to replace the existing Posh answering service, HubSpot CRM simplification through Lifecycle Stage consolidation and a new Contact Type property, and drip campaign workflow planning segmented by product interest.
Attendees:
- Wade Zirkle — BluePoint (wade@bluepointatm.com)
- Mike Stebbins — BluePoint (mike@bluepointatm.com)
- Mark Hope — Asymmetric (mark.hope@asymmetric.pro)
- Melissa Cusumano — Asymmetric (melissa.cusumano@asymmetric.pro)
- Avokerie Onorimuo — Asymmetric (avokerie.onorimuo@asymmetric.pro)
Lead Status for primary tracking and consolidate around Lifecycle Stage. Lead Status may be hidden or removed once existing records are migrated.Contact Type property created. A custom dropdown property was built in HubSpot to segment contacts by relationship type: Lead, Customer, GPO, Vendor, Other.Subscriber stage to be renamed Prospect. The default HubSpot "Subscriber" lifecycle stage label will be renamed to better reflect BluePoint's usage (contacts sourced from lists or events who aren't yet qualified leads).Disqualified stage added to Lifecycle. A custom "Disqualified" stage was added to handle contacts who should never be re-engaged.Product property. Separate drip sequences will be built for Traditional ATM vs. Reverse ATM leads using the existing Product field.| Owner | Task |
|---|---|
| Wade | Email Mark a detailed list of CallRail requirements (ATM support number porting, state page local numbers, outbound call tracking), CC Leslie |
| Mark | Provide a CallRail implementation plan based on Wade's requirements list |
| Mark | Build HubSpot drip campaign workflows once BluePoint defines the "who," "when," and "what" for each sequence |
| Mike | Bulk-update existing contacts with the new Contact Type property using the filtered list + Edit Columns method demonstrated in session |
| Mike | Begin using Lifecycle Stage as the primary lead tracking field going forward |
| Wade & Mike | Document HubSpot questions and issues to bring to the next training session |
Goal: Replace Posh ($300/mo, underperforming) and improve lead source attribution across all channels.
CallRail capabilities reviewed:
- Dynamic Number Insertion (DNI): Rotates a unique tracking number per ad click on landing pages, bridging the gap between ad click and phone call attribution. Enables precise source tracking for inbound phone leads.
- Static Tracking Numbers: Unique numbers assigned to specific channels (ATM stickers, billboards, business cards). ~$5/mo per number.
- Call Recording & Transcription: Included in base price. AI summaries available at additional cost.
- HubSpot Integration: Automatically logs calls to matching contact records by caller ID. Manual matching required if caller ID is not in HubSpot.
- Outbound Call Recording: Supported via CallRail tracking numbers; useful for preventing outbound numbers from being flagged as spam.
BluePoint's planned use cases:
1. ATM Support Line: Port or forward existing ATM sticker numbers through CallRail → AI answering service. Removes Posh dependency. Allows after-the-fact review of AI call quality.
2. State Landing Pages: Assign local area code numbers to state-specific pages to appear local to prospects. Prioritize high-volume states; skip low-volume states (e.g., Wyoming). Cost: ~$5/mo per number.
3. Outbound Sales Calls: Use CallRail numbers for Mike's outbound prospecting to avoid spam flagging and enable local caller ID presentation by region.
Note: Leslie handles current number routing. Wade will CC her on the requirements email so Mark can coordinate any forwarding changes directly.
Problem: BluePoint was using both Lifecycle Stage and Lead Status in parallel, creating redundant and confusing tracking. Lifecycle Stage was not consistently visible on contact records.
Solution implemented during session:
Lifecycle Stage added to the contact record side panel and confirmed as the primary tracking field.Disqualified — for contacts who have explicitly opted out or should never be re-engaged.Subscriber → Prospect to better reflect contacts sourced from lists/events before qualification.Lead Status provides sub-stage granularity within the "Lead" lifecycle stage (e.g., Proposal Presented, In Negotiation).Lead Status in place for now; stop actively using it; hide or remove once existing records are cleaned up.Contact Type PropertyMark demonstrated the workflow for updating multiple contacts at once:
1. Create a filtered list view (e.g., filter by Lead Status to find all active leads).
2. Set page size to 100 to see all records.
3. Use Edit Columns to add Contact Type to the table view.
4. Select all contacts → bulk-edit Contact Type to "Lead."
5. Save the view. Pro tip: right-click individual records to open in a new tab, preserving the list context.
BluePoint has two distinct sales motions:
- Wade — Traditional ATM sales
- Mike — Reverse ATM sales
Separate drip campaigns will be built for each product line using the existing Product property on contact records (values include "All Cash ATM" / Reverse ATM variants).
Mark's requirement before building workflows: BluePoint needs to define for each campaign:
- Who — which contacts qualify for enrollment (filter criteria)
- When — trigger conditions (e.g., lifecycle stage change, inactivity period)
- What — email content and sequence cadence
Fathom:
- Wade's current plan is Fathom Premium at ~$200/yr — single-user license only.
- Mike cannot be added. Would require upgrading to a team plan.
- Tabled for now; Wade to investigate team plan pricing separately.
LinkedIn Sales Navigator:
- Standard tier: ~$200/mo per user (~$2,400/yr).
- Advanced Plus tier: requires 10-seat minimum; ~$18,000/yr total. Not viable for BluePoint's current team size.
- Wade had already spoken with LinkedIn sales; was told 10-seat minimum is firm. Mark suggested it may be worth a second call to a different rep, as pricing is reportedly custom/negotiable.