Workplace Safety & Compliance: 14+ meetings a month, no in-house SDR team

A workplace safety and compliance company sells training and OHS programs to buyers who are hard to reach. Referrals and inbound drove the pipeline. Meeting flow rose and fell with no way to forecast it. Building an outbound team in-house meant hiring, tooling, and months of ramp before the first meeting hit the calendar.

Talento placed dedicated SDRs on the account and ran the outbound motion end to end. We built prospect lists of safety and compliance leaders and enriched them. The campaign ran across phone, email, and LinkedIn. The SDR team qualified each conversation before a meeting reached the client's calendar. Closers spent their time with buyers who had a reason to show up.

• Targeted safety and compliance decision-makers
• Built and enriched prospect lists
• Ran phone, email, and LinkedIn outreach
• Qualified each conversation before booking a meeting
• Reported weekly and tuned the campaign as the data came in

The reps work one account. The lists target one buyer persona. The client signs off on qualification standards before the first call goes out. A weekly review tunes messaging and targeting against what the numbers show. Swap the industry and the process holds.

Talento has averaged 14+ qualified meetings booked per month across the engagement.

The campaign is still running. The client gets a forecastable month of meetings with the buyers they want and carries no SDR headcount.

“Fourteen qualified meetings a month, and I don't run an SDR team. That combination didn't exist for us before.”