A US firm helping eligible businesses claim the federal Employee Retention Credit — money many of them were genuinely owed and had no idea they qualified for. The offer was real and the addressable market was enormous, but there was no go-to-market motion to reach it at scale and no sales team to run it. On top of that it was a high-velocity, high-volume sale against the clock: a closing filing window and a buyer who had already been cold-called by a dozen ERC shops and trusted none of them. Trust had to be earned fast, at scale.
What We Did
- Built the entire go-to-market plan and sales strategy from scratch
- Defined the ICP, the qualification criteria, and the outbound messaging that cut through the ERC noise
- Designed the full sales process and playbook, from first touch to signed engagement
- Recruited, hired, and onboarded the team of SDRs and AEs
- Managed the SDRs and AEs day to day: targets, scripts, coaching, pipeline, and performance
Result
A go-to-market motion and a trained SDR and AE sales floor where there had been neither, turning a huge but skeptical, hard-to-reach market into a managed, repeatable outbound engine.
Results
- Built the entire go-to-market plan and sales strategy from scratch
- Defined the ICP, qualification criteria, and outbound messaging that cut through the noise
- Designed the full sales process and playbook, from first touch to signed engagement
- Recruited, hired, and onboarded a team of SDRs and AEs
- Managed the SDRs and AEs day to day: targets, scripts, coaching, pipeline, and performance