CASE 6
B2B Services
From "we need more leads" to a controlled pipeline (lead system + CRM + follow-up automation)
The company delivered B2B services but struggled with inconsistent pipeline:
- Leads arrived, but quality varied.
- Sales follow-up was manual and inconsistent.
- Management lacked clarity on what channel produced paying customers.
Objective
Increase qualified leads and build a measurable pipeline with predictable follow-up.
What we identified in the first Bottleneck Check
The bottleneck was a lack of structure across:
- Positioning and offer clarity (who it's for, why now)
- Qualification (too many low-fit calls)
- Pipeline control (no consistent follow-up + no visibility)
What we implemented:
1) Offer & positioning package
- Clear ICP + entry message
- Conversion-focused landing/entry point
2) Lead acquisition + qualification
- Campaigns optimized for qualified inbound
- Qualification step before sales calls
3) CRM + follow-up automation
- Pipeline stages + ownership rules
- 2–7–14 day sequences to revive warm leads
Before working with us
- Inbound leads110 / month
- Qualified rate32%
- Call-to-opportunity conversion18%
- Follow-up completion (48h)44%
- Cost per qualified lead€96
After
- Inbound leads190 / month
- Qualified rate55%
- Call-to-opportunity conversion29%
- Follow-up completion (48h)86%
- Cost per qualified lead€62