The Challenge
The sales team was good at closing deals once they got them — but they'd never prospected actively. There was no internal outbound competence, no defined ICP, and the CRM was used as a glorified contact list. Without a clear pipeline, it was impossible to predict growth or plan expansion.
The Approach
We started by mapping the gap between where they were and where they wanted to be. It quickly became clear that they needed more than just a tool or a campaign — they needed a complete outbound sales education combined with a system to do the work.
- 1Audit of sales process, technology and team competencies
- 2Outbound training with cold calls, email campaigns and LinkedIn outreach
- 3CRM setup with pipeline stages, dashboards and automations
- 4Delivery of sales playbooks and templates
- 5Built lead lists with Norwegian ICP matches
Results
- ~60
Sales Qualified Leads over 6 months
- ~4m NOK
in pipeline
- Sales team running outbound autonomously
- CRM actively used as a management tool
“We knew we needed outbound, but no one on the team had done it before. We needed someone who could build the entire machine — not just hand us a lead list.”
The Outcome
Today the sales team runs outbound autonomously with a clear process, tools and a CRM that gives management visibility into pipeline and progression. The company went from zero outbound to a predictable source of new sales opportunities — and they're now planning Swedish expansion using the same model.