<img alt="" src="https://www.smart-7-innovative.com/802971.png" style="display:none;">
Skip to main content

Building a Scalable Outbound Prospecting Model with FullFunnel Flex

Short Intro here

line chart image

About the Company

LiquorSplit is a SaaS platform that helps retailers deliver their liquor directly to consumers while assisting them in maintaining margins, retaining and growing their customer base, and driving business improvements through dashboard analytics, reporting, and inventory management.

line chart image

The Challenge

LiquorSplit aims to expand its customer base to 1,000 liquor stores throughout 2024. Existing demand generation efforts were insufficient to meet the current needs for expansion. As a result, LiquorSplit engaged FullFunnel to enhance demand generation efforts through outbound sales. FullFunnel conducted an audit and design phase, which determined that LiquorSplit must be able to have meetings booked with liquor stores using only 4 hours (or less) of sales execution time within our testing phase, the Flex program, to scale the program in a financially effective manne

line chart image

The Solution

LiquorSplit 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 it is possible to make outbound prospecting productive under the 4-hour per SAL benchmark of productivity.

FullFunnel initiated a comparative analysis within their FLEX program, focusing on the performance of U.S.-based versus non-U.S.-based representatives. Both representatives were seasoned members of the FLEX team and had demonstrated their capabilities in prior successful demand-generation initiatives. Additionally, each representative achieved the ambitious target of less than four hours per Sales Accepted Lead (SAL), effectively engaging liquor stores to initiate discussions with the client.

In addition to testing representative efficacy, the program rigorously evaluated different messaging strategies, including exclusive partnership offers, value-first propositions, and fear-of-missing-out (FOMO) tactics. The goal was to determine which messaging style most effectively persuaded liquor stores to join the liquor delivery program. This strategic messaging refinement significantly contributed to reducing the hours per SAL, consistently staying below the four-hour target.

Moreover, the program systematically explored various data sources and targeting techniques to capture the most current and relevant information on an Ideal Customer Profile (ICP) not typically accessible through conventional data sources like Apollo or ZoomInfo. Utilizing platforms such as Clay, the team extracted data from broadly available sources, including Google Maps, through scraping met

line chart image

The Results

FullFunnel averaged 3.5 hours per SAL output at the onset of the Flex program, achieving 108 meetings set with the client within the testing program. 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.

Don’t Just Take Our Word For It

Hear from FullFunnel clients about their experiences working with our GTM & RevOps support teams

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.

partnermd
Kristin Richardson Chief Sales & Marketing Officer, PartnerMD

FullFunnel is invaluable in executing campaigns, initiating new concepts, facilitating compliance approvals, and participating as part of Adhesion's marketing team.

Adhesion Wealth
Wendy Whitehurst Head of Marketing, Adhesion Wealth

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.

Zumba
Lucy Levy VP of Global Acquisition,  Zumba

Working with the FullFunnel team has been great. They are honest, flexible, and motivated and we appreciate the breadth and depth of their team. They’ve elevated our brand and we’ve seen a significant improvement in our Google page ranking…

InvestiQuant
Scott Andrews Co-Founder and CEO, InvestiQuant

I have been impressed with FullFunnel’s ability to quickly learn and acquire the needed acumen to pitch our technical services…

NTS
Jason Youmazzo Director of Sales Operations, NTS

Partnering with FullFunnel empowered us to streamline and scale our sales operations at GLOBO…

Globo
Tyler Robinson Commercial Operations Director

FullFunnel’s Sales Operations team has been exceptional to work with in streamlining our CRM and reporting capabilities…

Capturely
Rob Eyler CEO, Capturely

FullFunnel has been amazing to work with. They have helped us build a pipeline, improve our demos, and begin closing deals…

Willdan
Jason Steinbock Director of Business Development, Willdan

Start with a
Free Consultation

Ready to get started solving your GTM
and RevOps challenges?

Complete the form to request a free consultation and discover how FullFunnel can help solve even your toughest revenue related problems.