Case Study: Scaling an Engineering & Software Solutions Firm for Record-Breaking Growth

From CEO-Driven Sales to a Scalable, High-Performing Revenue Engine

Client Overview: Confidential Engineering & Software Solutions Firm

Industry: Technology Engineering
Company Size: Mid-Market Engineering Solutions Provider
Objective: Build a scalable sales infrastructure, optimize lead generation, and develop a structured business development process to expand beyond key accounts.

The Challenge: A Business Reliant on Few Customers, No Scalable Sales Process

Before engaging with us, this firm primarily relied on two major clients for the bulk of its revenue. Sales had historically been handled by the CEO and VP of Business Operations, meaning the company lacked:

• A formal sales team capable of scaling revenue independently.
• A repeatable sales process to drive new business consistently.
• A structured lead generation system to identify and nurture high-value prospects.
• Marketing and content strategy to support demand generation.

Additionally, the firm was targeting a global market without clear segmentation, making business development efforts less efficient.

Objective:
🔹 Transform the sales and marketing approach to build a scalable, repeatable growth system.
🔹 Optimize lead generation, refine positioning, and establish a structured infrastructure for long-term success.
🔹 Reduce dependency on executive-led sales efforts and position for expansion into new markets.

The Solution: Implementing a Scalable Business Development Framework

As the firm’s first business development consultant, I led the transformation of their sales, marketing, and operational infrastructure by building and training a pre-sales team, optimizing lead generation, and implementing structured processes to support scalable revenue growth.

1. Building and Scaling a Sales & Pre-Sales Infrastructure

✅ Established a Dedicated Sales & Pre-Sales Team

• Built and trained a pre-sales team to qualify leads and book high-value meetings.
• Implemented a CRM system to track and manage prospect engagement efficiently.
• Developed pipeline management processes, ensuring visibility into every stage of the sales cycle.

✅ Created a Repeatable Sales Process

• Defined a lead qualification and nurturing process to increase conversion rates.
• Developed discovery call frameworks, objection-handling scripts, and closing playbooks.
• Integrated CRM-driven automation to streamline follow-ups and improve engagement tracking.

✅ Coached & Trained Sales Reps at Every Stage of the Funnel

• Provided hands-on coaching for cold calling, running discovery calls, objection handling, and closing deals.
• Created a structured onboarding program to ensure continuous sales growth.
  
  

2. Optimizing Lead Generation: Data-Driven Segmentation & Campaigns

✅ Refined Global Targeting Strategy

• Instead of targeting the entire global market, I refined their strategy by honing in on key niches within their core service business units
• Developed Ideal Customer Profiles (ICPs) and aligned sales messaging to these high-value segments.

✅ Managed & Approved Lead Lists & Campaigns

• Oversaw contact list building, segmentation, and verification to ensure reps engaged the right accounts.
• Directed and approved all pre-sales email and phone outreach campaigns, ensuring alignment with ICPs.

✅ Developed a Channel Partner & Networking Plan

• Established a channel partner strategy to leverage industry relationships for expanded lead generation.
• Built strategic networking initiatives that increased the firm’s engagement in key engineering sectors.
  
  

3. Overhauling Digital Marketing & Thought Leadership

✅ Oversaw the Website Redesign & SEO/SEM Strategy

• Led the website overhaul, making it more conversion-friendly and aligned with the firm’s brand identity.
• Implemented search engine marketing (SEM) and SEO strategies to drive targeted inbound leads.

✅ Developed & Edited Thought Leadership Content

• Managed and reviewed all content production, including white papers, case studies, and marketing collateral.
• Enhanced the firm’s brand positioning to reflect its technical expertise and industry leadership.

✅ Strengthened Social Media & Internal Communications

• Launched LinkedIn outreach and branding efforts to boost engagement in professional networks.
• Designed internal sales and marketing materials to align teams across the organization.
  
  

4. Delivering Record-Setting Sales Growth & Scalability

✅ Increased Weekly Qualified Meetings & Conversion Rates Significantly

• Built a structured sales approach that doubled the number of qualified meetings per week.
• Improved conversion rates at every stage of the sales funnel.

✅ Established the First Channel Partner Strategy

• Created a scalable plan for partner outreach, co-selling, and referral programs.

✅ Left the Firm with a Well-Trained Sales Team & Sustainable Processes

• Developed an internal training and coaching framework that continues to drive growth.
• Built an operational sales and pre-sales team with clearly defined roles and KPIs.

✅ Achieved the Best Sales & Profit Year in the Firm’s History

• The new sales process, lead generation strategy, and optimized marketing efforts directly contributed to record-breaking revenue and profitability.

Key Results: A Scalable Growth Engine

📈 Doubled Weekly Qualified Sales Meetings
🚀 Built a Dedicated Sales & Pre-Sales Team
💰 Achieved the Best Year of Profit & Revenue in Company History
🎯 Increased Market Segmentation & Targeting Efficiency
📊 Established a Structured, Data-Driven Sales Process
📢 Launched a Scalable Content & Digital Marketing Strategy
🤝 Implemented a Successful Channel Partner & Networking Strategy

Conclusion: From Executive-Driven Sales to a Scalable Growth Machine

This engineering & software solutions firm transitioned from executive-led, relationship-based sales to a scalable, structured business development framework that set the stage for long-term, sustainable growth.

By implementing sales infrastructure, marketing strategies, lead generation tactics, and a pre-sales lead generation team, they achieved record-breaking revenue and built the foundation for continued success in their highly competitive industries.

Need to Build or Scale Your Sales & Marketing Strategy?

At ProfitLogik, we specialize in developing scalable, repeatable sales and marketing systems that drive revenue growth. Whether you need lead generation optimization, sales infrastructure development, or team training, we deliver proven strategies that generate results.

📅 Schedule a consultation today to take your business to the next level.