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Case Study

Building a Repeatable Outbound Pipeline for a Professional Services Firm

Setting up account targeting, data enrichment, sequenced outreach and CRM handoffs, so the sales team spends its time in conversations with the right accounts.

Industry
Professional Services
Capability
GTM Engineering, Revenue Stack Implementation
Focus
Outbound Prospecting & Pipeline
Outbound workflow
Target accounts
EnrichedWeekly refresh
Sequences
RunningBy segment
Replies
RoutedTo account owner
CRM sync
Up to dateLatest run
Illustrative view
Defined Target Accounts
An agreed ideal client profile
Verified Contact Data
Contacts checked before outreach
Consistent Outreach
Sequences run for each segment
Clean CRM Handoffs
Replies and meetings logged automatically

Business Situation

New Business Depended on Personal Networks

Professional services firms often rely on partners and senior consultants to win new work through their own networks. When outbound prospecting is added, it tends to run from spreadsheets and personal inboxes, with no shared target list, inconsistent messaging, and little record in the CRM of who was contacted and what happened next.

The Challenge

Why Outbound Was Hard to Repeat

  • No agreed definition of the ideal client.
  • Prospect lists built by hand and quickly out of date.
  • Outreach sent from personal inboxes without a shared sequence.
  • Replies and meetings not recorded in the CRM.
  • No clear view of which segments and messages created pipeline.

Case Flow

How an Account Moves From Target List to Pipeline

  1. Ideal client profile
  2. Account and contact sourcing
  3. Enrichment and verification
  4. Sequenced outreach
  5. Reply handling
  6. CRM and pipeline reporting

TECHAIVV Capability Applied

An Outbound Workflow the Team Can Run Every Week

  • GTM Strategy & Targeting

    Define target segments, buying roles and the message for each one.

  • Data Sourcing & Enrichment

    Build account and contact lists, then enrich and verify them before outreach.

  • Outreach Sequencing

    Set up email and LinkedIn sequences by segment, with sending limits and opt-out handling.

  • CRM Integration

    Sync contacts, activity, replies and meetings to the CRM automatically.

  • Pipeline Reporting

    Track replies, meetings and opportunities by segment and sequence.

How It Fits Together

From Account Data to Sales Conversations

Account Data

  • Account databases
  • Enrichment providers
  • Website visits
  • LinkedIn activity

Outbound Workflow

  • Targeting
  • Enrichment
  • Sequencing
  • Ideal client profile and account scoring
  • Verified contact data
  • Outreach sequences by segment

Sales Team

  • CRM records
  • Meeting booking
  • Call review
  • Pipeline reporting

Outcome Snapshot

Outbound That Runs on a Shared Process

A structured outbound workflow can give the sales team a steadier flow of conversations with relevant accounts and a clear record of what works. Measure success through contact data accuracy, reply rates, meetings booked, and pipeline created by segment.

  • Contact Data Accuracy

    How many contacts are valid when outreach starts.

  • Reply Rates

    How many contacted prospects reply, by sequence.

  • Meetings Booked

    Sales meetings arranged from outbound each week.

  • Pipeline by Segment

    Opportunities created from each target segment.

Tools We Typically Use

The Platforms Behind the Workflow

Chosen around the CRM and data the team already has.

  • ClayAccount and contact enrichment
  • ApolloContact data and sequences
  • LinkedInSocial outreach
  • HubSpotCRM and pipeline records
  • GongCall review and coaching

Related Services

Explore the services applied in this case study, or combine them into one program for your own team.

Let’s Build Together

Need a Steadier Flow of Sales Conversations?

Tell us who you sell to and how outbound works today, and we will discuss how to set up targeting, enrichment and outreach your team can run every week.

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  • Targeting
  • Enrichment
  • Sequencing
  • CRM Sync