"How a consulting firm filled its pipeline with full-funnel lead generation"

The Challenge

The partners were excellent advisors, but they had neither the time nor the desire to run organized sales. The marketing department produced content that looked polished but was never connected to concrete sales opportunities. The result was an unpredictable pipeline and no insight into what actually generated business.

The Approach

We designed an integrated sales and marketing strategy that linked inbound content directly to outbound activities. Instead of treating marketing and sales as separate functions, we built a unified engine where every piece of content had a clear role in generating and converting leads.

1. 1Sales and marketing audit with gap analysis
2. 2Defined ICP and content pillars in STP workshop
3. 3Integrated outbound and inbound
4. 4Lead scoring and routing in CRM
5. 5Retargeting of prospects

Results

• ~90

  Sales Qualified Leads over 6 months

• 35%

  of SQLs from inbound channels

• 12

  published articles

• Full revenue attribution in CRM

“We'd tried doing sales and marketing separately for years. What changed everything was connecting them into one process.”

The Outcome

The company now has an integrated sales and marketing engine that delivers predictable results. 35% of SQLs come from inbound channels, and the partners have moved from ad hoc prospecting to a clear process where they focus on what they do best: advisory.