Building a Scalable B2B Sales Pipeline

Overview

Net New Solutions was brought in to assess and overhaul a company’s sales pipeline, starting from a complete lack of structured business development. Over the past two years, revenue had been generated, but without a repeatable sales process or an active pipeline. There was no consistent prospecting at the top of the funnel, no structured follow-up in the middle, and no dedicated resources driving deals toward close.

By implementing a structured outbound strategy, optimizing lead engagement, and hiring key sales personnel, Net New Solutions built a fully functional pipeline from scratch—resulting in a scalable sales process with measurable revenue growth.

Business Challenge

At the start of the engagement, the company faced several key challenges:

  • No Active Sales Pipeline – No structured outbound efforts, no engagement with new prospects, and no clear path to revenue growth.
  • Lack of Top-of-Funnel Activity – No prospecting through cold outreach or inbound lead generation.
  • No Middle-of-Funnel Follow-Up – Opportunities that required multiple touches were not being nurtured or converted.
  • No Closing Process – Without a sales team, deals were not being managed through to completion.
  • Limited Data on Ideal Prospects – The contact data available through traditional tools did not include key decision-makers, limiting outreach effectiveness.

Solution

1. Establishing a Scalable Outbound Strategy

To jumpstart lead generation, Net New Solutions implemented a structured outbound approach:

✅ Top-Funnel Engagement Through Outbound Email & Calling – Built an outbound process with targeted email sequences and 100+ cold calls per day to drive initial engagement.
 ✅ Utilization of a Business Development Rep (BDR) – Engaged a BDR to focus on early-stage outreach, increasing prospecting efficiency.
 ✅ Enhanced Contact Research – We identified that traditional data sources lacked key decision-makers, so we deployed a research team to build a custom ICP (Ideal Customer Profile) contacts database.
 ✅ High-Conversion Outbound Email Campaigns – Launched outbound email sequences that resulted in above-average response rates and consistent meeting bookings with a highly targeted ICP.

2. Creating Momentum in the Middle of the Funnel

Once the top-of-funnel began generating meetings, Net New Solutions focused on converting early engagement into pipeline opportunities:

✅ Implemented Structured Follow-Up Cadences – Designed a multi-touch follow-up process to keep engaged prospects moving through the funnel.
 ✅ Loaded the Pipeline with Opportunities – Created a predictable flow of sales meetings, transitioning from an empty pipeline to a steady stream of qualified prospects.
 ✅ Hired & Trained a Sales Representative – Introduced a dedicated sales rep to manage the middle of the funnel and convert early-stage meetings into sales opportunities.

3. Driving Deals to Close & Forecasting Revenue Growth

Once a steady mid-funnel process was established, the focus shifted to closing deals and forecasting future revenue:

✅ Built a Closing Process – Moved qualified opportunities into structured deal management, tracking them through each sales cycle stage.
 ✅ Projected Revenue Growth – With a predictable pipeline, the company was able to forecast expected closed deals for the upcoming quarters.
 ✅ Created a Sales Dashboard – Developed a real-time pipeline dashboard tracking:

  • Engagement levels
  • Demo bookings
  • Deals moving through the funnel
  • Revenue growth over time

4. Creating a Sustainable Sales Function

Net New Solutions ensured the company had a repeatable sales process by:

✅ Hiring & Training Additional Sales Staff – Built a team responsible for top, middle, and bottom-of-funnel activities.
 ✅ Aligning Business Development & Sales Teams – Ensured seamless handoffs between outbound efforts and closing strategies.
 ✅ Implementing Weekly Sales Reviews – Established structured reporting to monitor KPIs and revenue growth.

Results

🚀 Built a Full-Scale Sales Pipeline – From zero outbound activity to a structured, repeatable process across all funnel stages.
 📈 100+ Outbound Calls Per Day – Sustained high-activity outreach driving top-of-funnel growth.
 🎯 Consistent Demo Bookings – Outbound efforts converted cold prospects into a steady flow of qualified sales meetings.
 🔄 Fully Managed Sales Funnel – Engaged top, middle, and bottom-of-funnel opportunities with a trained team.
 💰 Established Revenue Forecasting – Created visibility into projected deal closures and revenue growth.

Conclusion

Net New Solutions transformed a company with no structured sales process into a scalable, revenue-generating machine. By implementing an outbound strategy, hiring a dedicated sales team, and creating a structured funnel, we turned an unpredictable sales function into a data-driven operation with clear visibility into pipeline performance and revenue growth.

Looking to Build or Scale Your B2B Sales Pipeline?

Net New Solutions can help you launch and optimize your sales funnel, automate processes, and drive measurable revenue growth. Let’s talk! 🚀