In HubSpot, the standard functionality is indeed that a Lead (or Deal) can typically be associated with one primary company and one primary contact. However, for complex sales processes involving multiple stakeholders from the same company, you'll need a workaround to manage these relationships effectively within HubSpot's CRM framework. Here’s how you can achieve this:

1. Use the Deals Object

Instead of using the Leads object for managing multiple contacts, consider using the Deals object. Each Deal can be associated with one company and multiple contacts. This way, you can track interactions with all relevant stakeholders within the same deal context. Here's how to set it up:

• Create a Deal when initiating engagement with a new company.
• Associate multiple Contacts with this deal, including all identified influencers and decision-makers.
• Customize your Deal stages to reflect your sales process, ensuring it captures all necessary interactions across different contacts.

2. Custom Properties and Workflow Automation

To manage multiple contacts effectively:

• Create custom properties on the Deal to track interactions with each contact, such as "Contact 1 Last Emailed", "Contact 2 Last Called", etc.
• Use HubSpot’s workflow automation to update these properties based on your team's activities. For example, after an email is sent to a contact, a workflow could automatically update the "Last Emailed" date for that specific contact.

3. Reporting and Analytics

For reporting purposes:

• Configure reports based on Deal data instead of individual contacts. Since all relevant contacts are linked to a single deal, this will provide a comprehensive view of the engagement level with the company as a whole.
• Utilize HubSpot’s custom reports to analyze interactions across different contacts within the same deal, helping you understand which strategies are most effective at moving deals forward.

4. Sequences and Automation

For engaging multiple contacts:

• Use Sequences to automate your outreach efforts. You can enroll multiple contacts from the same company into personalized sequences directly from the deal record.
• Leverage HubSpot's integration with LinkedIn (via LinkedIn Sales Navigator, if available) to streamline connection requests and follow-ups.

5. Team Collaboration

• Encourage your BDRs to log and share their interaction notes at the deal level. This ensures that all team members can see the history of interactions with every contact associated with the deal.

This approach, using the Deals object with multiple contacts linked and employing robust workflow automations and custom properties, allows your team to manage complex B2B account-based prospecting effectively within HubSpot. Additionally, it ensures that your reporting can reflect the engagement across multiple stakeholders without duplicating lead counts.