An IT services company working in infrastructure, analytics, machine learning and data science was spending more than $20,000 a month on sales-team salaries. Its existing team booked around five calls a month.
Offscript Growth tested the outreach approach, introduced account-based targeting and built a remote offshore sales team. The new team became operational within nine weeks and went on to book 25–30 meetings a month.
High team costs and a fragmented sales process
The company’s lead generation work was divided across separate roles. Marketing and sales were poorly coordinated, and the team struggled to generate suitable leads.
We began by examining the problems with the client and testing campaigns through our existing infrastructure. This gave the team evidence to work from before recruiting and training a replacement sales operation.
Testing the message against selected accounts
We used A/B campaigns to compare outreach approaches and identify areas requiring improvement. Account-based marketing focused the work on high-value companies that matched the client’s ideal customer profile.
Personalized campaigns connected the offer to the needs of those accounts. The testing stage informed the approach used by the new team.
Recruiting and training the remote team
After testing the approach, we recruited and trained a remote offshore sales team. The work combined team development with the practical requirements of running outreach and handling prospects.
Bringing marketing and sales into the same process
Regular communication, shared goals and joint performance measures helped align the two functions. This gave both teams a clearer view of their responsibilities and the outcomes they were working toward.
Performance reported after the rebuild
- Previous operation: approximately five booked calls per month.
- Remote team: operational within nine weeks.
- Subsequent performance: 25–30 booked meetings per month.
The recurring monthly results describe the new team’s performance. They should be shown separately from totals accumulated across the wider engagement.
Build the process before expanding the team
If a growing sales payroll is not producing enough suitable conversations, we can help assess the targeting, outreach and team structure before you invest further.
Figures are reported by Offscript Growth for the engagement described. Booked appointments, attended meetings, leads and revenue are different measures. These results are not independently audited or a guarantee of future performance.