Case Study: Building a Prospecting Pipeline That Fills Your Calendar

The company

A Chinese auto parts manufacturer with a strong product and no systematic way to find overseas buyers. Their sales team was good at closing — but spent 70% of their time hunting for contacts instead of selling.

The problem

No pipeline. The sales team scraped LinkedIn manually, attended one show a year, and relied on inbound from a stale website. Reps were spending 4 of every 5 working hours on research and data entry.

What we did

1. Market mapping. Identified 1,300 distributors, wholesalers, and garage chains across the Middle East and Africa — markets with aging fleets and booming aftermarket demand.

2. Signal-based scoring. Ranked by import history, catalog activity, and fleet exposure. The top 300 became the priority list.

3. Handoff to sales. Reps received a scored list with company intelligence and suggested first messages. Their job became conversation, not research.

The results

• Sales team’s prospecting time cut from 70% to 20%
• 17 conversations with active importers in 10 weeks
• 3 container orders within 5 months
• Reps now spend their time on what they’re actually good at

The takeaway

You don’t need more salespeople — you need to point your salespeople at the right companies. The prospecting service builds that pipeline, or the engine runs it end to end.