10 qualified leads per month in the IoT segment in the EU market
March 5, 2025
We are back with another case study!
Project Lead: Ekaterina Parashenko – Senior SDR at B2B lead generation agency Sally AI.
Our client, Natural Dynamics, is a Finnish company that has developed a smart ventilation system that ventilates only areas where people are present.
Over the past month, we secured 10 qualified meetings! Here’s how we achieved this:
1️⃣ Defining Target Segments with the Client
Our Ideal Customer Profile (ICP): dealers, distributors, construction companies, and installers. While finding builders and installers was relatively straightforward, identifying the right distributors was more challenging. We started with manual searches to ensure the lead profile precisely matched the client’s expectations. Once we identified the right keywords and criteria, we automated the process using AI.
2️⃣ Custom Sales Tech Stack & Parsing
Our tech stack goes beyond Sales Navigator and Apollo. We leverage Google Maps, Yelp, and Apify to scrape data on local installers using targeted filters. This provides us with high-intent CSV contact lists containing verified phone numbers and websites. The conversion rate from these sources exceeds 4%.
3️⃣ Testing Outreach Channels
We experiment with LinkedIn, email campaigns, website forms, and calls, collecting data and analyzing conversions. Once we identify the best-performing channel, we scale it. In this case, WhatsApp and Telegram delivered the best results—sometimes securing a meeting takes less than 10 minutes, as long as we reach the right lead.
4️⃣ Optimizing Email Copy
Concise, direct, and data-driven messaging works best. The offer, "Install our smart system," performs well when the value is clear to the prospect. We focus on leads interested in cost reduction and automation. We’ve once again confirmed that excessive personalization can be counterproductive—what matters most is hitting the right ICP with a strong value proposition.
5️⃣ Constant Iteration & Adaptability
Success requires creativity, ongoing testing, and teamwork. We continuously experiment with 4-6 new hypotheses per month, which helped us achieve these results in just two months.
📈 Results:
With our strategy and automation, we now generate up to 10 qualified leads per month, with a 4%+ conversion rate from cold outreach to lead! 🚀