We'll Build You A Dynamic Lead Engine That Books 3-5 Demos/Day With A Single SDR
From 3 Demos/Week to 3+ Demos/Day With a Single SDR
Background
Before partnering with us, PieEye relied heavily on inbound marketing and ad-hoc sales efforts, which led to inconsistent lead generation. The need for a more systematic approach to cold outreach was evident to support sustainable growth.
When we started working with Marc he was seeing some initial success with cold email. He was doing a lot of aggressive blocking and tackling with his outbound efforts. Knocking down doors, blasting a couple of hundred emails/day and it was working to generate a few meetings each week but he and his team were scrambling to constantly create lead lists, prospect to find the right people to contact, and little did they know that continuing down that same path was a glass cannon and everything could get shut down overnight.
PieEye struggled with:
Inconsistent Lead Generation: Despite success in inbound marketing, the cold outreach efforts were sporadic and not yielding desired results.
Limited Resources: The sales team was small and burdened with multiple roles, hindering focused efforts on lead conversion.
Integration Issues: Existing Systems of Lead Lists, AI enhancement, Email Delivery and Sales CRM systems, and even Slack were not integrated and optimized for new outreach strategies, causing technical challenges.
They needed a consistent way to book demos with new prospects every day without inflating their costs by spending money on advertising or hiring an army of SDRs.
“Partnering with Seth has not only transformed our pipeline; it has fundamentally shifted our entire business approach. His expertise in precision targeting and strategic outreach has empowered us to focus on growth and innovation with confidence. We’re not keeping pace now; we’re setting it.” – Marc Parrish CEO, PieEye
The Results
After setting up the proper infrastructure and getting an understanding of the product, we got to work.
We have now scaled PieEye from a couple of hundred cold emails/day to well over 1500 cold emails every day (and growing).
Our cold email campaigns alone are consistently generating meetings and 10-25% positive reply rates at scale.
They were previously not doing any cold calling and now their in-house SDR is making almost 300 outbound dials a day and is working in harmony with our lead gen efforts to set meetings every day from a separate channel.
Their Head of Sales is spending his time taking demos and moving deals across the finish line.
Marc, the CEO is not spending all of his time trying to drive sales forward and can focus on high-level strategic initiatives.
Implementing our systems has helped PieEye book 3+ demos/day (our record is 9 in one day) and we have built the processes to ensure that everyone in the sales organization is doing something at all times to generate revenue for the company.
It’s gotten to the point where a day without a new demo booked is an anomaly.
The Process
Cold Email
Seeing that PieEye was already having some cold email success gave us a headstart and the first priority was to scale volume. We set up the proper tech infrastructure to handle the scale that we were aiming for. This included setting up the right amount of domains and email addresses so our cold emails could fly under the radar and then tying them into the right tools for email sending and data management. Doing this allowed us to safely scale volume without risking getting flagged as spam.
To accommodate this volume we needed to scale prospecting to reach more of our ideal customers. We built an automated list-building process to ensure that our campaigns are constantly stocked with fresh leads and we are reaching out to new contacts every day. With this process running in the background, we can put our focus elsewhere to increase the efficiency of the entire funnel.
As we scaled, we ran out of new contacts to reach out to and needed to make a strategic shift to identify adjacent targets. Doing this successfully has allowed us to scale further and created a near-endless lead pool.
Cold Calling
PieEye did not have the bandwidth to do cold calling in the beginning but as we started booking more meetings from email, we were able to justify bringing on an SDR. The SDR’s main responsibilities are to manage the inbound leads generated from email and to cold call and set meetings over the phone.
In the beginning, we were making about 80 dials/day and things were very slow going. We implemented a power dialer and integrated it into the rest of our tech stack and ramped up to nearly 300 dials/day. With the increased volume we are able to test and tweak the cold calling script and get feedback much faster to ensure that cold calling is a consistent channel to set meetings.
Operations
With scale comes operational bottlenecks. Lead gen was no longer the problem and we shifted focus to operational optimization. This involved the implementation of the proper tech integrations/automations to tie everything together from prospecting, to email sending, to cold calling, and organizing everything in their CRM.
On top of this, we needed to clearly define the responsibilities in the sales organization and create processes for each person to properly execute their job.
Doing so has ensured that all information is in the right place at the right time, and everyone knows what they are doing to move the company forward.
Moving forward our focus will be to rinse and repeat the entire process. Scale volume, test new ideas, solve the operational bottlenecks that arise, and repeat.
Our collaboration with PieEye transformed their approach to building a sales pipeline, turning previously sporadic efforts into a streamlined and effective strategy. The case of PieEye illustrates the significant impact of having a reliable partner in achieving scalable business growth.