Fullcast Conversational Intelligence Adds 20% in Revenue by Preventing Stale Deals
Rankings.io
Legal Marketing Agency
Sales
VP of Sales at Rankings.io claims 20% of their revenue comes from deals that would have gone stale without Fullcast Conversational Intelligence's CRM automation.
At a Glance
20%
of revenue recovered from deals that would have otherwise gone stale and closed-lost
3
account executives managing roughly 160 new conversations a month with zero dedicated deal-hygiene headcount
45
minutes — the average sales call now automatically synced to HubSpot, no rep action required
Why Deals Were Dying
Rep forgets to update deal stage → Deal never enters correct cadences & task lists → Deal goes stale and is lost
Who Is Cole Castleberry?
Cole Castleberry is VP of Sales at Rankings.io, an SEO-focused legal marketing agency. He runs a lean team of three account executives against a flooded pipeline — roughly 160 new conversations a month, about 100 booked by the outbound team and 60 inbound. With calls running 45 minutes each, follow-ups stacked up fast, and deals nobody remembered started slipping through the cracks.
"I can probably guarantee you've improved our profit margins by helping us be more efficient."
Cole Castleberry
VP of Sales, Rankings.io
The Challenge
A Lean Team, a Flooded Pipeline
Rankings.io runs three account executives against a flooded pipeline of new conversations every month. Follow-ups stack up quickly, and when a rep finishes a call without updating the deal stage, that deal never arrives in the correct pipeline view — and misses the cadences built to chase it.
Cole's typical conversation with his rep captured the problem: he'd remember a good call with a prospect, only to hear back, "Oh, I forgot about those guys. I didn't see them on my list."
As Cole put it, expecting a salesperson who isn't naturally good at admin to be good at admin is a really tough ask.
Not Sold on SaaS Promises
Cole is upfront about being skeptical of SaaS marketing claims. Describing his core nature earlier in the conversation, he said if someone told him a tool would increase profits by fifteen percent, his gut reaction would be disbelief — until he saw it for himself.
The Solution
From insights to impact. Made possible with Fullcast.
Automated Stage Movement Keeps Every Deal in Someone's Line of Sight
Fullcast Conversational Intelligence listens to every call and updates HubSpot itself — stages, fields, next steps — with no rep action required and no manager chasing reps for updates.
Because the stage is always current, every deal stays exactly where the team can see it: the right pipeline view, the right cadence, the right task list. High deal volume per rep is no longer a reason for deals to go closed-lost.
Cole had already scoped an alternative before finding Fullcast Conversational Intelligence — hiring someone whose sole job would be moving deals forward. He never made that hire.
When asked how many deals close today that would otherwise have gone stale and never closed, his answer was 20%. He credits Fullcast Conversational Intelligence as a direct factor in increasing both close rates and lifetime value.
Call Review & Coaching
Three AEs running 45-minute calls made consistent weekly coaching impossible. Fullcast Conversational Intelligence now prompts any call for what a rep did well and what to fix — through a breakdown Cole trained it to coach the way he coaches.
Sales-to-CS Handoff
Account managers receive the sales synopsis in the client's own words, cited to the minute. As Cole puts it, the first 90 days wins the client for the next nine months — and he ties that directly to rising lifetime value.
Service Is a Fullcast Conversational Intelligence Moat
The top reason Cole loves the product is that the team builds workflows with him directly. In his words, it's rare to finally have a tool that can work because the team behind it makes sure it works for you. He notes HubSpot has never once built anything for him directly.
The Results
20% revenue recovered
from deals that would have gone stale and closed-lost without automated stage tracking
Zero new hires needed
for the dedicated deal-hygiene role Cole had already scoped
Consistent coaching
made possible for the first time across a three-person AE team running high call volume
Stronger sales-to-CS handoffs
driving measurable gains in first-90-day retention and lifetime value
lifetime value "Please, God, don't tell me we are switching from Fullcast Conversational Intelligence to ClickUp Notetaker."
Rankings.io Account Executive, in Slack