How a Construction Tech Company Generated 62 Qualified Meetings Within 3 Months

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From Lack of Scalability to Predictable Growth: How a Construction Tech Leader (ioT) Scaled Cold Calling

The Challenge: Talented Sales Director, Zero Scalability

This French construction technology company specializing in IoT solutions for job site safety and productivity had a problem many growing businesses face: their success was entirely dependent on one person.

Company Profile:

• Industry: Construction IoT & Safety Technology
• Revenue: €1M+
• Team: 11-50 employees
• Market: France
• Notable Prospects Booked: Vinci, Eiffage, SNCF, Spie Batignolles
• Countries: France
• ICP: Construction Director

Their Sales Director had been cold calling for 4 years with remarkable success. He was converting over 75% of conversations into meetings. The solutions had been adopted on more than 200 projects by major construction companies. But here was the problem: they couldn't replicate this success with anyone else.

The Scalability Nightmare

What They Tried:

• Hired 2 freelancers → Zero results
• Previous freelancer booked 90 meetings in a few months → Then left
• Internal hiring attempts → Failed to find qualified talent

The Real Issues:

• Talent Shortage: "It's hard to find talented salespeople," their Sales Director explained
• Qualification Problems: Many meetings weren't turning into qualified projects
• Timing Dependencies: Construction industry timing made pipeline unpredictable
• Resource Constraints: Lacked bandwidth and data coverage (mobiles) to reach Construction Directors at scale

The Breaking Point: They were mandated to find short-term projects consistently, but their entire lead generation system depended on one person who couldn't be everywhere at once.

The Solution: Senior Expertise + Strategic Foundation

Profitbl Core implemented a three-step approach that addressed both execution and strategy:

1. Senior SDR Appointment Setting

Rather than junior reps, deployed experienced salespeople who understood the construction industry's complexities and decision-making processes.

2. Go-to-Market Foundation Fixes

• Formalized positioning and messaging specifically for construction decision-makers
• Enhanced data coverage to reach mobile numbers of Construction Directors
• Streamlined qualification process to focus on projects under 6 months

3. Precision Targeting Strategy

Key Innovation: Only contacted the most senior Construction Site Directors to shorten sales cycles and improve conversion rates.

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Implementation Timeline

Step 1: 30-minute qualification and strategy sessionStep 2: Niche, ICP, and messaging review with KPI/ROI projections

Step 3: Logistics planning and onboarding

Step 4: First calls launched within 7 days of contract signing

The Transformation: From 20% to 50% Booking Rates in 3 Weeks

Performance Optimization in Real-Time

The results improved dramatically week over week:

• Week 1: 20% booking ratio (conversations to meetings)
• Week 2: 30% booking ratio
• Week 3+: 40-50% sustained booking ratio

3-Month Results That Changed Everything

✅ 62 Qualified Meetings Executed

✅ €260,400 Pipeline Value Generated

✅ Monthly KPIs Achieved by Month 2

✅ Record 42 Meetings in Month 3 Alone

The Efficiency Breakthrough

Key Learning: The proportion of prospects with immediate need was 1 in 15-20 conversations. The cyclical nature of construction meant converting more prospects with a lower qualification threshold actually improved results.

Speed to Value: What typically took 2 months of internal hiring and onboarding was accomplished in 1 week, with full efficiency matching their Sales Director's performance achieved in under 3 weeks.

Client Impact: From Dependency to Scalability

Strategic Improvements Delivered

✅ Formalized Positioning & MessagingCreated repeatable frameworks that could be used beyond this engagement

✅ Enhanced Tech Stack for OutboundImproved data coverage and mobile number acquisition for Construction Directors

✅ Qualified Decision-Maker FocusSystematic approach to reaching senior-level prospects, shortening sales cycles

Client Testimonial

"We really liked working with you. After closing the pipeline you had generated, we would love to hire you back to keep working together. We had hired internally but without success on this role."

The Bottom Line: Predictable Growth at Scale

This company's transformation demonstrates how the right combination of senior expertise and strategic foundation can break through scalability barriers that have persisted for years.

Before: 4 years of one-person dependency, failed hiring attempts, unpredictable pipelineAfter: Systematized approach generating qualified meetings at scale with clear ROI

Key Success Factors:

1. Senior-level execution rather than junior training programs
2. Strategic foundation work beyond just more calls
3. Industry-specific targeting to improve conversion rates
4. Rapid implementation to prove value quickly

This transformation involved transitioning from full-cycle salespeople (who handled everything from prospecting to closing). To implementing a specialized SDR hub model focused purely on qualified meeting generation. This structural change allowed their experienced sales team to focus on what they did best, closing deals. While ensuring a consistent flow of qualified prospects.

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