240% to goal in the first 30 days with Clay

The Challenge

The client was targeting auto dealerships — a market that appears straightforward on the surface but is operationally complex to penetrate. Decision-maker identification is inconsistent: titles vary widely, ownership structures differ by group, and many dealership rooftops operate semi-independently despite shared branding. Traditional outbound approaches struggled to isolate true economic buyers, resulting in wasted effort, low connect rates, and slow time to first meeting. The client needed a scalable outbound system that could identify the right dealerships, surface the right contacts, and activate them efficiently across channels without overburdening sales reps.

The Approach

FullFunnel engineered a Clay-powered outbound motion that connected ICP identification, personalization, and multi-channel execution into a single automated system.

We built a Clay table using firmographic filters, multi-layer enrichment, and role-based logic to isolate only ICP-fit dealerships and surface true decision-makers across fragmented ownership structures.

Dealerships were ranked using a signal-based scoring model that evaluated fit and likelihood to engage, ensuring outreach focused on the highest-probability opportunities.

Messaging was tailored within the Clay table to reflect dealership-specific pain points such as operational complexity, margin visibility, and vendor fatigue, using both company-level and individual-level signals.

Email outreach was deployed through Instantly, LinkedIn engagement through HeyReach, and teleprospecting through two dedicated outbound reps. Email and LinkedIn activity ran fully automated, warming prospects before calls.

By the time reps picked up the phone, prospects had already seen the brand and messaging across channels. This familiarity lifted answer rates and compressed time to first meeting.