How a B2B compliance software company increased outbound volume by 44%.

The team was not the problem. The pipeline feeding them was.

A compliance software company came to me this summer. Their platform handles R&D and regulatory compliance for consumer-products brands. The sales team, the founder plus one AE and two SDRs, was booking about half of its meeting goal. Not for lack of effort.

The founder was building every lead list by hand, ten or twenty leads at a time. Reps were spending five to ten minutes hunting down one phone number. And only the founder really knew which leads were worth calling.

In under six weeks of working time, I built two systems inside the HubSpot they already use: a lead machine that drops scored, deduped, dial-ready leads into each rep’s queue every morning, in thousand-lead batches, and LinkedIn as an automated channel with one shared inbox.

Outbound activity, before and after.

Before: one person was the pipeline.

Everything ran through one person. The founder built each list by hand, ten to twenty leads at a time and only when she had a spare hour. Reps burned five to ten minutes hunting a single phone number, and she was the only one who really knew which leads were worth calling.

List building

The founder builds every list by handBottleneck

Every phone number looked up one at a timeBottleneck

Leads land in HubSpot unsorted and duplicatedManual

LinkedIn outreach

No LinkedIn channelOutreach was calls and email only

After: the automated sales machine.

Two systems, built inside the HubSpot they already used. Lists now arrive a thousand leads at a time, with contact info found and every lead scored before anyone sits down, and every rep qualifies as well as the founder used to. She is out of the loop entirely.

Lead machine

Sales Navigator builds the target listManual

Clay scores every lead and finds contact infoAutomated

HubSpot loads dial-ready leads to each repAutomated

LinkedIn outreach

Reps bulk-enroll leads in HubSpotManual

Clay routes each lead to the right repAutomated

HeyReach sends the connection requestsAutomated

The team works replies in one inboxManual

LinkedIn activity and replies write back to HubSpot, and a hot lead alerts the team in Slack

Manual stepAutomated

Key results.

• 43% more calls and 45% more emails in the first month, from the same team
• Output equivalent to an additional SDR, without the roughly $75,000 loaded hire
• A conservative estimate of $28,000 a year in added revenue, based on their license prices
• Both systems live, documented, and trained in under six weeks, about three weeks each
• The founder is out of the list-building loop entirely