Built And Ran An Outbound SDR Engine For An Inc. 5000 Company.

The Setup

• No SDRs in seat and no one internally to recruit, train, or manage them.
• No dialing infrastructure, no CRM built for outbound, no rep visibility.
• Lead data and ICP existed in leadership's heads, not in a workable system.
• Every previous attempt at outbound help had failed to bring a single client.

Recruiting & Ramping The Reps

• Sourced from a vetted, high-quality rep network. Not job boards. Reps matched to the offer and the buyer.
• Ramped in one day. Trained on the ICP, the pitch, and the objection patterns. Dialing the same day they were onboarded.
• Scaled to two reps. Head-to-head structure where performance unlocks compensation, so the system self-selects for producers.

Installing The Stack

• CRM built from scratch around the outbound process. Lead statuses, pipeline stages, and activity tracking wired to how the calls actually flow.
• Internal portal to track reps in real time. Dials, conversations, bookings, and conversion rates per rep, so coaching targets exactly what needs improvement.
• Dialing infrastructure integrated directly into the sales process. Reps log in and dial. No friction, no manual admin.

Building The Outbound Motion

• Pulled and structured the lead lists. Targeted the ICP and loaded reps with data ready to dial.
• Trained reps on the audience. Who to chase, who to walk past, and how to open with business owners.
• Qualification standards baked in. Booked appointments are qualified appointments, not calendar filler.

Managing The Floor

We didn't hand it over and disappear. We operated it.

• Daily coaching. Live call reviews and flow corrections tied to real recorded calls.
• Rep accountability. EOD reports, KPI standards, and performance benchmarks enforced from day one.
• Stat-driven improvement. The portal flags exactly where each rep needs work, so coaching is surgical, not generic.

Why It Worked

The company didn't need advice. They needed the function built and operated without pulling their leadership into it. We recruited the reps, installed the CRM and portal, loaded the leads, and ran the floor. The system runs essentially autonomously on their end, and the pipeline followed.

The Numbers

• $250,000
  In pipeline inside the first 30 days of operation.
• 0 → 2 Reps
  Sourced, trained, and dialing within one day of onboarding.
• 1
  CRM, rep portal, and operating cadence. Built once, run daily.