The problem
The client's sales team closed well but spent too much time building its own pipeline. Results were uneven: strong quarters followed by weak ones, depending on how much prospecting they had managed between deals.
Earlier attempts to outsource prospecting had failed for a specific reason: the provider delivered unfiltered meeting volume, and the sales team lost hours to meetings with companies that were never going to buy.
What we did
Before starting, we defined in writing what a qualified opportunity means for this client: company size, sector, intent signal, and an identified decision maker. The Corpshore team books meetings only where all four criteria are met.
Prospecting runs from the Latin American hubs, in Spanish, with wide overlap with the Spanish working day. The team keeps the client's CRM updated with each opportunity's real status, including rejections and the reason, which is what allows the target profile to be refined month by month.
Meetings are booked straight into the relevant sales representative's calendar, with no intermediate step.
Team shape
Four prospecting executives and a team leader, with a fortnightly calibration session with the client's sales director.
Timeline
A 30-day pilot to validate the qualification criteria, followed by continuous operation with a quarterly review of the target profile.
Data handling and compliance
B2B prospecting addresses professional contact data. Processing outside the European Economic Area rests on standard contractual clauses, and the team applies the client's objection and erasure procedure when a contact requests it, with traceability in the CRM.
Results
- +2.3x
- Qualified opportunities per month
- 64 %
- Meetings progressing to proposal
- -44 %
- Cost per qualified opportunity
- -70 %
- Sales time spent prospecting
Against prospecting run by the sales team itself.
Against 31 % from the previous prospecting provider.
Against the equivalent internal cost in Spain.
The sales team moved to closing and existing accounts.
Figures relate to the period stated in each case and depend on each client's starting point.
The difference from the previous provider was agreeing in writing what counts as an opportunity. After that we stopped arguing about volume.