diff --git a/src/handbook/sales/hubspot.md b/src/handbook/sales/hubspot.md
index cd2bf2b47f..e34212bdcb 100644
--- a/src/handbook/sales/hubspot.md
+++ b/src/handbook/sales/hubspot.md
@@ -22,7 +22,7 @@ It is up to the contact owner to ensure their contacts have the appropriate life
 | Subscriber | Subscriber | Marketing | N/A | 0% | <ul><li>Email known in Hubspot</li><li> Aware of FlowFuse</li></ul> | N/A | <ul><li> Total contacts in Database </li><li>Social Media Company Followers</li></ul> |
 | Lead | Lead | Marketing | N/A | 0% | <ul><li>Demonstrated interested in FlowFuse</li><li>Started trial on FlowFuse Cloud OR filled another form on the marketing website</li></ul> | N/A | N/A | # new leads |
 | Marketing Qualified Lead | MQL | Sales | N/A | 0% | <ul><li>Requested a quote or trial license through the website</li><li>Is a business user on FlowFuse Cloud</li><li>Requested to be contacted via a website or other marketing activity</li><li>Confirmation for First Meeting</li><li>Technical Fit and Pain is very probable</li></ul><br>See [Lead Activation](/handbook/marketing/lead-activation/) for inbound vs. outbound definitions. | <ul><li>Lead Scoring</li><li>Sequences & Templates</li></ul> | # new MQLs |
-| Sales Qualified Lead | SQL | Sales | N/A | 0% | <ul><li>SPICED Discovery done</li><li>Customer Pain Identified</li><li>Confirmed Critical Event</li><li>Timeline PoC and Purchase known</li><li>Stakeholders Identified</li></ul> | <ul><li>Intro meeting Deck</li><li>Customer Success Stories</li></ul> | # New SQLs & # First Meetings Occurred |
+| Sales Qualified Lead | SQL | Sales | N/A | 0% | <ul><li>SPICED Discovery done</li><li>Customer Pain Identified</li><li>Confirmed Critical Event</li><li>Timeline PoC and Purchase known</li><li>Stakeholders Identified</li></ul> | <ul><li>Intro meeting Deck</li><li>Customer Success Stories</li></ul> | <ul><li># New SQLs</li><li># First Meetings Occurred</li></ul> |
 | Opportunity | Opportunity | Sales | Opportunity | 10% | <ul><li>Poc / Trial Requestments Documented</li><li>Deal Sheet Completed</li></ul> | <ul><li>PoC Document</li><li>Deal Sheet Template</li></ul> | Pipeline Forecast Sheet |
 | Value Identified | Opportunity | Sales | Value Identified | 30% | <ul><li>PoC / Trial started</li><li>Check in call scheduled</li><ul> | TODO: Account Mapping sheet |
 | Value Validated |  Opportunity | Sales | Value Validated | 50% | N/A | N/A | Pipeline Forecast Sheet |