Plenty of demand, no one owning the handoff
The client’s marketing team generated steady inbound interest from webinars, website content, paid search, email nurture, and events. The breakdown happened after the lead came in. MQLs sat untouched, routing to the right seller across regions was slow, and marketing had no clean way to show campaigns turning into pipeline.
They needed that gap owned inside their own systems, without a long hiring cycle.
Embedded reps working on every lead in the client's systems
Working every MQL
The reps follow up on up to roughly 1,000 MQLs a month inside the client's Salesforce, qualifies them, and books meetings for the right seller.
Routing across a global company
They map each inquiry to the right offering and seller across the US, EMEA, APAC, Canada, and Latin America, and chase down the right owner when a handoff stalls.
Writing the follow-up cadences
They write and get approval on email cadences for new campaigns and webinars, and audits the website so every content asset has a matching follow-up.
Planning around the calendar
When EMEA slows for summer holidays, they backfill with Canadian, Latin American, and APAC demand, and re-engage older MQLs when a month looks light.
Keeping the CRM honest
They review unworked leads assigned to sellers, reassign or restart them, and coach sellers on Salesforce updates so opportunities do not slip.
Accountable to FullFunnel
FullFunnel scores reps weekly on a five-point framework covering competency, activity, connect rates, messaging, and prospect interest, with weekly scorecards and biweekly client check-ins.