The Challenge
The salespeople were skilled professionals, but they weren't salespeople by trade. Prospecting was deprioritized in favor of ongoing client projects, and pipeline depended on someone coincidentally having time to make calls. There was no predictability, and management had little insight into future revenue.
The Approach
We built a dedicated outbound function that took over the entire prospecting workload, so the salespeople could focus on what they did best: closing deals and delivering to clients. The approach included multichannel campaigns with intent data to prioritize the most relevant prospects.
- 1Workshop for ICP, STP strategy and outreach scripts
- 2Dedicated outbound team with multichannel sequences
- 3Intent data for prioritization
- 4Two sprints with segment testing and lead generation
- 5Full reporting in CRM
Results
- ~45
Sales Qualified Leads over 4 months
- ~2.5m NOK
in pipeline
- 3
new customers signed
- Salespeople freed up for closing
“Our salespeople are consultants at heart — they never thrived on cold calling. When we got someone to take over that job, the pipeline exploded.”
The Outcome
The company went from a thin, unpredictable pipeline to a clear pipeline that delivers a steady flow of qualified sales opportunities. The salespeople are freed up for closing and delivery, while the outbound function ensures there are always enough new opportunities in the funnel.