$250K in qualified pipeline in first 45 days with FullFunnel Flex

About the Company

ISP-LogoFounded in 1991, ISP Painting is a woman-owned national commercial painting company serving the United States, Canada, and Puerto Rico.

The Challenge

ISP Painting has a strong record of client satisfaction and retention, but the sales team sought to build a consistent demand generation program to supply a steady flow of qualified leads within a niche market: physical retailers with more than 50 locations across five or more states, aimed at bringing in new business.

ISP Painting had attempted outbound demand generation programs in the past that produced leads; however, these leads did not meet the desired qualification parameters. The challenge for the FullFunnel team was to build an outbound demand generation team capable of sufficiently qualifying these specific leads.

The Solution

ISP Painting utilized the FullFunnel Flex program, designed to systematically test and experiment with various levers of outbound demand generation, including activity volume, BDR talent, targeting, messaging, and data sources. The goal was to determine if outbound could be a productive demand generation program for a niche target, selling a “rip and replace” solution.

FullFunnel initiated the Flex Program, systematically testing a variety of value narratives, call openings, and title targeting to assess outbound efficacy. The team recognized that these target organizations already had various solutions in place to address their painting needs. Therefore, the messaging needed to highlight ISP as a highly valuable backup solution to get a foot in the door while sufficiently qualifying the leads.

The Results

Within the first 45 days of the program, the demand created by FullFunnel’s systematic tests generated $250,000 in highly qualified pipeline opportunities. The FullFunnel team built a scalable and repeatable model of outbound prospecting through the Flex program, establishing the playbook for a scalable and successful outbound demand generation program.

Hear It From Our Clients

FullFunnel provided us with the sales and marketing strategies, processes, and experts we needed, and were instrumental to the growth at EnableSoft. Their team became an extension of our team and were invested in our success. I’d recommend FullFunnel to any company interested in scaling their business.

Craig Petersen

COO, Enablesoft

I have been impressed with FullFunnel’s ability to quickly learn and acquire the needed acumen to pitch our technical services. FullFunnel was able to accelerate our outreach beyond our existing resources and thus strike the delicate balance between optimized at-scale outreach with the critical aspect of personalized sales.

Jason Youmazzo

Director of Sales Operations, NTS

When your personal name is attached to revenue goals, you have to have the right outside partners by your side. They have to be strategic thinkers, have the technical expertise, bring the right attitude, and combine it all with a business acumen to understand your business and that of your prospects. FullFunnel brings that and more. We are enormously grateful for their partnership, agility, doggedness, and even candor when needed. I know they won’t stop until we reach our goals and everyone is happy.

Kristin Richardson

Chief Sales & Marketing Officer, PartnerMD

"The FullFunnel team has exceeded expectations and has proven to be a great partner, providing the resources, support, and expertise we needed to hit our growth targets."

Lucy Levy

VP of Global Acquisition, Zumba

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