Sixteen thousand calls a month, same three reps.

The situation

Three reps cold-called for a factoring business, working from spreadsheets, a CRM and dialers they ran by hand. Finding leads, dialing and email outreach were three separate steps, with nothing tying them together.

The trigger

Two problems were compounding. The lead source served stale records, so by the time a rep dialed, a competitor had often called first. And the dialer was degrading: slow, with a caller ID that phones increasingly flagged as spam, so fewer people answered. Bad leads, dialed from a number people wouldn’t pick up.

What we found

Volume was the second problem. The first was the inputs. Old leads and a burned caller ID meant more dialing produced fewer conversations, so a better dialer on its own would have raised cost without raising output. Both had to change, in that order.

What we built

• A nightly job pulling fresh leads from public sources.
• Automatic sync into Apollo.io for enrichment and Close for the pipeline, with no list-building by hand at any point.
• Enriched leads flowing straight into Koncert for power dialing.
• Cold email sequences running in parallel against the same leads.
• Three separate steps turned into one pipeline that runs overnight.

The result

Sixteen thousand calls a month at a 16% connect rate: about 2,560 live conversations, roughly forty per rep per day, with the same three people before and after. The entire gain is throughput per person, the only kind of gain that doesn’t come with a hiring decision attached.