A fast-growing provider of tax automation software came to us with a challenge that’s becoming all too common. They had a solid product, a few key clients, and a clear understanding of their value. But they didn’t have a scalable outbound strategy to consistently reach new clients.
When we first started working together, it was clear that their outreach wasn’t converting. Despite testing several different message variations, nothing was landing. They had already cycled through in-house SDR teams and several external vendors (marketing agencies). Results were sporadic, quality was inconsistent, and their pipeline remained thin.
That’s where we stepped in.
Table of Contents
Why Prior Solutions Fell Short
Internal SDR Teams: Despite alignment on company goals, these teams struggled to convert due to a lack of fluency in the subject matter. Most outreach attempts either didn’t work or never reached the people who mattered
External Vendors: Multiple agencies promised scalable outreach but delivered volume at the expense of precision. Templated messaging and poorly segmented lists led to high noise – low signal.
What We Took Ownership Of
From day one, we took full ownership of the outbound motion, including:
- Building a data-backed Ideal Customer Profile (ICP) by analysing their most profitable clients
- Creating message frameworks that spoke directly to the pain points of CFOs, Compliance Officers, and IT leaders
- Running hyper-personalized, multi-channel campaigns (email + LinkedIn)
- Integration with their CRM to hand off qualified meetings without friction
- Offering live dashboards and weekly reporting for full transparency and performance tracking
Project Goals
- Increase the number of qualified enterprise meetings per week
- Establish a replicable, scalable outbound engine
- Penetrate financial, compliance, and operations buying groups
- Minimize dependency on “warm” intros and referrals
- Free the internal sales team to focus purely on closing
Our Solution
ICP & Messaging
We started by looking closely at their five most successful deals. We wanted to understand exactly what made those deals work, from the company size and industry to the triggers that got conversations started. Based on this, we defined a clear ICP and built messaging frameworks that tackled real issues like audit exposure, ROI on automation, and ERP system integration.
Multi-Channel Campaigns
Not only relying on email. We combined LinkedIn and email outreach in a coordinated campaign flow. While we did use automation to increase efficiency, each message was personalized, reviewed, and written with the focus of maintaining the authority and relevance.
Contact Sourcing & Lead Qualification
Lists was built manually using trusted data sources. We made sure every contact was accurate and relevant. Once replies started coming in, we applied strict qualification criteria to make sure that only actual decision-makers with real interest were handed over to the sales team.
“Every contact was manually verified. It was a demanding work, but once the replies started coming in, we knew we had found the right niche. The hardest part was done!”
— Lead Generation Specialist
Reporting & Optimization
Weekly dashboards highlighted the metrics that mattered most to the client, while ongoing testing and message refinement kept us aligned with buyer psychology.
Results
| KPI | Before SBG | After SBG | Change |
|---|---|---|---|
| Qualified Leads (monthly) | 4-5/month | 15+/month | 🟩↑ 3x |
| Meetings Booked | 2/week | 5–6/week | 🟩↑ 2.5x |
| Email Response Rate | 5.3% | 13.1% | 🟩+7.8pp |
| Positive Reply Rate | ~3% | 8.5% | 🟩+2.8x |
- Note: Due to confidentiality agreements (NDA) with the client, some specific figures and client details have been generalized or omitted to respect privacy while still illustrating the impact.
Business Impact
Thanks to our system, the client was able to:
- Broke into multiple new markets and verticals
- Lowered their customer acquisition cost
- Enabled their in-house team to focus solely on high-value sales conversations
- Gained real-time, granular visibility into outbound performance
- Replaced unreliable outreach with a consistent, repeatable motion
Execution Blueprint: Built for Precision
In regulated B2B markets, generic outreach often falls flat. That’s why we designed our strategy to prioritize relevance, credibility, and precision.
- We started by identifying high-value segments through analysis of past wins — building a clear ICP framework focused on audit exposure, ERP systems, and ROI potential.
- Every message was written by us, for specific personas like CFOs, Compliance Officers, and IT leaders. No templates. No shortcuts.
- Outreach was powered by a hybrid channel strategy combining email and LinkedIn with human-reviewed sequencing to maintain tone, timing, and context.
- Lists were built from scratch. Each contact was manually sourced and verified for accuracy.
- Continuous feedback loops: weekly performance reviews, A/B testing, and real-time adjustments.
A Framework That Works for Complex Markets
If your company operates in a niche B2B market and need to speak to the right stakeholders consistently, we can make that happen.
At Silver Bell Group, our focus is on building acquisition systems customized to your business, your buyers, and your long-term goals.
Let’s talk about what a performance-driven growth engine could look like for your team.
