Digital Transformation Consulting Firm
Over 20 months, SalesHive built and operated a phone-only outbound program for a mid-market digital transformation consulting firm, targeting senior executives at manufacturing, healthcare, financial services, and technology companies. By combining a dedicated SDR team, a custom sales playbook, and data-driven cold calling, SalesHive booked 268 qualified meetings and generated $8.3M in new pipeline. This program shifted the firm’s growth engine from referral-dependent to a predictable, scalable outbound motion.
Where they started
Before partnering with SalesHive, this professional services firm relied heavily on referrals and partner networks, which created a lumpy and unpredictable pipeline for its high-ticket consulting projects. Their partners were too busy delivering billable work to consistently prospect, and previous attempts to spin up an internal SDR function had stalled due to lack of process, data, and calling expertise. With long, relationship-driven sales cycles that often involved CFOs, COOs, and CIOs, the firm struggled to get in front of net-new decision makers and navigate gatekeepers at target accounts. They needed a scalable, phone-based outbound engine that could represent a premium consulting brand while consistently opening qualified conversations with senior executives.
The playbook, step by step
A managed program run on the SalesHive platform, tuned every week by a dedicated strategist.
Implemented SalesHive’s SDR outsourcing program with a dedicated, US-based cold calling pod focused exclusively on this firm’s ideal customer profile, including CFO, COO, CIO, and VP Operations at mid-market and enterprise accounts.
Built a 34-page custom Sales Development Playbook covering messaging, objection handling, qualification criteria, and industry-specific talk tracks for digital transformation and process improvement initiatives in manufacturing, healthcare, financial services, and technology.
Executed comprehensive TAM research and list building using premium data providers to source and validate direct dials for senior decision makers, then loaded these contacts into SalesHive’s AI-powered power dialer to support 150+ targeted calls per day.
Launched phone-only outbound campaigns with A/B-tested openers and value propositions, rapidly iterating scripts based on live call feedback, call recordings, and weekly strategy sessions with the client’s partners and SalesHive’s sales strategist.
Segmented campaigns by industry and buying persona, developing specialized call flows (for example, cost-optimization conversations for CFOs and change-management focused conversations for COOs) and refining them based on connect rates, meeting rates, and downstream opportunity quality.
Scaled calling capacity and adjusted targeting after the first six months, doubling down on verticals and personas that produced the strongest pipeline and formalizing a fast-track follow-up process for high-intent prospects to hand off warm opportunities directly to senior consultants.
From kickoff to compounding pipeline
Phase 1: Discovery & Setup
Deep-dive discovery with partners, ICP and persona definition, TAM building, list research scoping, and creation of a 34-page custom cold calling playbook including scripts, objection handling, qualification criteria, and call disposition rules.
Phase 2: Initial Outreach
Loaded validated executive direct dials into SalesHive’s AI-powered dialer, launched initial phone-only campaigns, A/B tested opening pitches and value propositions by vertical, and began booking the first wave of qualified meetings into consultants’ calendars.
Phase 3: Optimization & Scale
Reviewed weekly performance with the client, refined messaging by industry and role, re-prioritized account segments based on connect and conversion rates, expanded calling capacity, and institutionalized a rapid handoff process for high-intent prospects to accelerate proposals and close rates.
What it added up to
- 268 net-new meetings booked with CFOs, COOs, CIOs, and VPs at target accounts, creating 64 sales-qualified opportunities for the consulting team.
- Generated $8.3M in qualified pipeline and closed 12 new multi-year consulting engagements, significantly diversifying revenue beyond traditional referral channels.
- Increased the share of new-logo pipeline sourced from outbound from under 10% to over 40%, while reducing the average time from first conversation to formal proposal by 21% for SalesHive-sourced deals.
SalesHive finally gave us a predictable outbound engine in an industry that has historically lived on referrals. Their callers sound like seasoned consultants on the phone, and the meetings they've delivered with CFOs and COOs have become a core driver of our new-logo growth.VP of Sales · Digital Transformation Consulting Firm
The playbook above is repeatable. The version for your team starts with a 30-minute conversation about your ICP and your offer.
More results worth a look
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