Phase 1: Discovery & Setup
Deep discovery with partners, ICP and TAM definition for target verticals, creation of a 32-page custom sales playbook, and CRM and calendar integrations.
All case studies
Professional Services
Boutique Management Consulting Firm
214 Meetings Booked Total
Over 20 months, SalesHive became this consulting firm's outsourced SDR team, running tightly targeted email and phone campaigns into executive buyers at mid-market and enterprise accounts. By combining a custom sales playbook, AI-personalized email outreach, and US-based cold calling, SalesHive booked 214 meetings and generated over $4.3M in new consulting pipeline. The firm went from relying on word-of-mouth to having a predictable, outbound-driven source of strategic engagements.
Company size
65 Employees
Company type
Service
Headquarters
Chicago, IL
Timeframe
20 Months
Channels
Email, Phone
0
Meetings Booked Total
0
Sales Qualified Opportunities Created
$0.0M
New Pipeline Generated
0
Pages in Custom Sales Playbook
The challenge
Where they started
Before working with SalesHive, our client relied heavily on referrals and RFPs, which created unpredictable deal flow and long dry spells in their consulting pipeline. Partners were responsible for both delivery and business development, leaving little time for consistent outbound prospecting into new accounts. Their offerings were complex and high-ticket, with sales cycles often stretching 6-12 months, which meant every missed opportunity had a significant impact on revenue. They needed a scalable way to reach executive decision makers in key verticals and communicate their differentiated value without building an expensive internal SDR team.
What we did
How SalesHive built the outbound engine
A managed program run on our own platform, tuned every week by a dedicated strategist.
01
SalesHive conducted in-depth discovery with partners and practice leads, then built a 32-page custom sales playbook outlining ICP definitions, vertical-specific pain points, objection handling, and call and email scripts tailored to professional services buyers.
02
SalesHive's team used its list-building services and AI-powered platform to construct a highly targeted TAM of CXO, SVP, VP, and Director-level prospects in priority industries, enriching records with direct dials and verified business emails.
03
SalesHive launched AI-personalized email outreach using its eMod engine, running multi-touch sequences that referenced industry-specific challenges in operations, cost optimization, and change fatigue to increase reply and meeting rates.
04
US-based SDRs executed structured cold-calling programs that followed up on engaged email prospects, used the custom talk tracks from the playbook, and scheduled qualified appointments directly onto the partners' calendars.
05
Based on early performance data, SalesHive segmented campaigns by industry and deal size, A/B testing value propositions and CTAs, then shifted more daily touches into the highest-converting segments to steadily increase meetings per month.
06
Over the course of the engagement, SalesHive and the client held weekly optimization reviews to refine qualification criteria, update messaging around new service offerings, and adjust cadence rules, improving meeting quality and downstream close rates.
The timeline
From kickoff to compounding pipeline
Phase 2: Initial Outreach
Targeted list building, launch of AI-personalized email sequences to C-level and VP buyers, first wave of cold calls, and initial consulting discovery meetings booked.
Phase 3: Optimization
Refined messaging by industry and service line, tightened qualification criteria, scaled calling into top-performing segments, and established weekly reporting and feedback loops to improve meeting quality.
The results
What it added up to
- Booked 214 meetings with qualified executive decision makers across the client's top target industries.
- Created 87 sales qualified opportunities and helped the firm close multiple six-figure consulting engagements.
- Generated more than $4.3M in new pipeline and shifted over 40% of net-new revenue to be sourced from outbound rather than referrals.
“SalesHive finally gave us a repeatable way to get in front of senior executives we had been trying to reach for years and turned outbound from a guesswork experiment into a predictable growth channel.”
VP of Sales
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