Uphint lacked a system to book meetings with the mid-sized and large technology companies they needed to target. Within 5 months of working with SalesDose, they broke their own record: 100 qualified meetings in a single month.
+111
qualified meetings with decision makers
+90%
of qualified opportunities
Category
SDR Services
Industry
B2B Software
Localization
Spain
Company Size
10 - 15 employees
Time to execution
10 months
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Context:
The problem:
Centribal lacked a structured outbound process in Spain. Lead generation relied 100% on the CEO and the executive team through events and trade shows—a non-scalable model dependent on key individuals. While the company was already leveraging its own channels, it required an additional external prospecting channel to proactively attract leads.
The solution:
Build a sustainable outbound pipeline independent of the CEO; generate qualified meetings with C-Level decision-makers (CEO, CTO, CMO, IT Manager) predictably; and target multiple ICPs simultaneously, while laying a replicable foundation for Chile, Peru, and Colombia.
Metrics:
qualified meetings with decision makers
of qualified opportunities
+200
Opportunities generated
Beyond the numbers, Centribal gained its own predictable business generation channel, no longer dependent on the CEO or the calendar of events and trade shows. The sales team now arrives at initial meetings with the pitch already tailored to the decision-maker's profile, thanks to the discovery work of the SDR. The success story in Spain is being used as a model to replicate, strengthening local sales and SDR teams in Chile, Peru, and Colombia.
Process stages:
Phase 1 - Outbound channel design
Design of the outbound prospecting strategy as a complementary channel to those already existing at Centribal (organic, paid/AdWords, and webinars).
Phase 2 - Onboarding the external SDR
Refined call scripts and a segmented database qualified by ICP.
Phase 3 - Tailored pitch by decision-maker profile
Tailoring the sales pitch to each decision-maker profile (CEO/General Manager, CTO, CMO, IT Manager) based on the discovery insights provided by the SDR during each contact.
Phase 4 - Validation as a Replicable Model
Validation of the model in Spain as a foundation to extrapolate it to Chile, Peru, and Colombia, reinforcing Centribal's internal sales and SDR teams in each country.
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