2026, May 29th – Sales and CRM

May 29th, 2026

Hosted by: Justin Rastegar, Sales Manager at Contractor Foreman

Topic: Sales, CRM, and the Lead-to-Project Workflow in Contractor Foreman

Webinar Description

In this special guest session, Justin Rastegar — a sales specialist with deep roots in the construction industry — takes on a topic that rarely gets covered in construction software training: the sales process itself. Before a single project is created in Contractor Foreman, there is a pipeline of leads, conversations, follow-ups, and proposals that determine whether the work ever gets won. This session makes the case that how a contractor manages that pipeline is just as important as how they manage the job once it starts.

Justin opens by addressing a common objection head-on: the idea that sales is something other people do, or that a full schedule of word-of-mouth referrals makes a formal process unnecessary. He argues that even contractors whose phones ring constantly need a structured process — because an informal approach leads to missed follow-ups, inconsistent presentations, and a first impression that sets the tone for the entire client relationship. Whether you love sales or find it uncomfortable, the goal of the session is the same: define your process, put it in the system, and let the software do the remembering.

The session walks through the full CRM workflow inside Contractor Foreman, starting with Leads — where incoming inquiries are captured, categorized, and assigned — and moving through Opportunities, where active prospects are tracked through customizable pipeline stages. Justin explains how tasks and follow-up reminders tied to a lead or opportunity ensure that no prospect falls through the cracks, and how the calendar integration surfaces those tasks automatically so sales activity stays visible alongside project work.

A significant portion of the session covers the bridge between the sales process and the project workflow: how a lead flows into an estimate, how the estimate is controlled internally before being submitted to a client, and what the client actually sees depending on how the estimate template is configured — from full line-item detail to a clean lump sum total. Justin walks through the bid submission and approval workflow, and César Macedo joins to demonstrate live how estimates created from leads are managed in the system, including how markup stays hidden, how line items can be selectively shown or grouped by section, and how the same estimate that wins the job becomes the foundation for job costing once the project begins.

The Q&A portion drew some of the most advanced questions of the series — covering API integrations with lead sources like Angie Leads and Zapier, automated follow-up task logic, contact import limits, and data migration from other platforms — reflecting an audience that was already thinking about how to scale their sales operations, not just get started.

Attendees were offered a complimentary one-on-one training session to go deeper on the CRM modules or the lead-to-project workflow.

This session is ideal for:

• Business owners and estimators who manage their sales pipeline informally and want to bring it into a single, trackable system
• Teams who are already winning work but losing leads due to missed follow-ups or disorganized handoffs between sales and project management
• Contractors who want to understand how the Leads and Opportunities modules connect to estimates, projects, and job costing
• Anyone exploring whether Contractor Foreman can replace or complement their existing CRM tool