Case Study: Scaling a B2B SaaS Outbound Team
First SDR Hire for a Small SaaS Business
A small UK SaaS company with fewer than 20 employees came to us after its founder and Account Executive team had taken on too much prospecting themselves. They were still closing business, but outbound activity was inconsistent, and the pipeline lacked structure.
We helped them hire their first SDR by focusing on outreach quality, coachability, CRM discipline, and confidence on the phone. The successful hire settled quickly, built a cleaner top-of-funnel process, and gave the closing team more time to focus on demos and live opportunities.
Within the first six months, the new SDR had helped generate a steady flow of qualified meetings and created a more reliable outbound rhythm for the wider sales team. For the client, the biggest win was not just activity volume. It was a better use of AE time and a healthier pipeline.
Scaling Outbound for a Small B2B Tech Firm
A small B2B tech company with a lean commercial team approached us because they had strong close rates but not enough new conversations entering the sales pipeline. Their challenge was not conversion. It was top-of-funnel consistency.
We worked closely with the hiring manager to define the role properly, screen for resilience, active listening, and objection handling, and assess candidates through cold calls and roleplay exercises. The brief was clear: find an SDR who could create opportunities, not just hit activity numbers.
We gave them a shortlist and the candidate they hired added structure to their outbound sales via email, phone, and LinkedIn. In the following months, the company saw increased lead generation, better-qualified prospects, and momentum at the beginning of the buyer’s journey. The end result was a more consistent flow of opportunities and increased confidence in their growth strategy.
