How we scaled the outreach prospecting of a company in the import and export sector with a multichannel outreach system

About the Client

Our client operates in the import and export sector, providing comprehensive solutions for companies that need to optimize tax processes, reduce risks, and manage global logistics. Despite having a highly specialized service, the company faced challenges in active prospecting and the predictability of new business opportunities.

Challenges

Dependence on traditional methods: The company still used manual prospecting strategies, limiting its growth and market reach.
Low pipeline predictability: The lack of a structured demand generation process led to an inconsistent flow of new opportunities.
Long sales cycle: The sector requires complex negotiations, making the sales process time-consuming and often inefficient.
Difficulty in reaching decision-makers: The approaches were not targeted at the right decision-makers within the target companies.

Solutions

To solve these challenges, TRA implemented a structured Social System, combining email, LinkedIn, and strategic follow-up automation.

Strategic Targeting

We mapped the Ideal Customer Profile (ICP) of the company, focusing on sectors with high closing potential.
We identified decision-makers and customized approaches for each profile.

Multichannel Campaigns

We created a highly persuasive email sequence to educate leads even before the first meeting.
We used LinkedIn outreach to reinforce authority and create strategic connections.
We implemented advanced deliverability techniques, ensuring that messages reached the inbox.

Optimization of the Sales Process

We automated meeting scheduling, reducing the time spent by sales executives on operational tasks.
We implemented consultative approach scripts, increasing conversion rates.

Results

Market expansion: The company was able to reach new segments and increase its customer base.
Greater predictability in the pipeline: With a constant flow of qualified leads, the sales team began to operate more strategically.
Reduction in sales cycle: Better-prepared and qualified leads entered the sales funnel, accelerating closures.
Positive ROI: The investment in TRA's prospecting system was quickly recouped with new contracts signed.

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