Phase 1: Discovery & Setup
ICP refinement, telecom-specific messaging workshops, 30-page sales playbook creation, TAM building, and call campaign setup.
All case studies
Telecommunications
Cloud Unified Communications SaaS Platform
42 Meetings Booked Total
Over a focused three-month, phone-only campaign, this cloud unified communications SaaS company partnered with SalesHive to penetrate competitive mid-market telecom accounts and consistently reach IT and contact center decision makers. By combining a custom sales playbook, high-volume targeted dialing, and tight feedback loops, SalesHive booked 42 qualified meetings and generated 24 sales-qualified opportunities, seeding a strong pipeline of multi-location prospects for the client’s sales team.
Company size
70 Employees
Company type
SaaS
Headquarters
Austin, TX
Timeframe
3 Months
Channels
Phone
0
Meetings Booked Total
0
Sales-Qualified Opportunities Created
0%
Meeting Show Rate
0
Page Custom Sales Playbook Created
The challenge
Where they started
Before partnering with SalesHive, our client struggled to break into crowded mid-market telecommunications accounts where unified communications solutions were seen as interchangeable and price-driven. Multiple stakeholders, IT, finance, and executive leadership, were involved in every deal, stretching sales cycles and making it difficult for their small team to consistently reach true decision makers by phone. At the same time, complex product configurations and migration concerns made conversations hard to simplify on cold calls, leading to stalled opportunities and low conversion from dials to meetings.
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
Conducted a two-week discovery sprint to define the ideal customer profile, map the buying committee, and build a 30-page custom sales playbook that positioned the platform against incumbent telecom providers and highlighted business outcomes rather than features.
02
Deployed a dedicated US-based cold caller supported by a SalesHive sales strategist, using SalesHive’s cold calling infrastructure to make 150-200 highly targeted dials per day into IT, network operations, and contact center leaders at multi-location businesses.
03
Built and validated calling lists using premium B2B data sources and direct dials, then implemented a phone-only cadence of five call attempts plus strategic voicemail drops over 14 days to maximize live connects with hard-to-reach telecom decision makers.
04
Used recorded calls and weekly feedback loops with the client to refine objection handling around switching costs, contract lock-in, and uptime guarantees, continuously updating scripts and talk tracks inside the playbook to improve call-to-meeting conversion.
05
Launched the program through SalesHive’s risk-free onboarding and fast 2-3 week setup, then iterated quickly on targeting and messaging once early results came in to double down on verticals and personas showing the highest connection and meeting rates.
The timeline
From kickoff to compounding pipeline
Phase 2: Initial Outreach
Phone-only campaigns launched using dedicated SDR and strategist, daily high-volume dialing, voicemail strategy, and initial meetings booked with early-adopter accounts.
Phase 3: Optimization
Analysis of call outcomes and recordings, refinement of objection handling around pricing and migration, re-prioritization of target verticals, and scaling of the best-performing calling scripts and cadences.
The results
What it added up to
- 42 qualified phone-discovered meetings booked with IT, network operations, and contact center leaders at target mid-market accounts within 12 weeks.
- 24 opportunities advanced to sales-qualified stage, including several multi-location prospects representing more than 200 seats each.
- Over $450,000 in net-new pipeline created from a previously cold segment, giving the client a repeatable outbound motion they can scale beyond the initial campaign.
“SalesHive gave us a phone-based outbound engine we simply couldn’t build in-house. Within a few weeks we were having high-quality conversations with the exact IT and operations leaders we’d struggled to reach for months.”
VP of Sales
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