Custom manufacturer case study · Wellspring
Case study · performance outbound

A nine-figure custom manufacturer booked 112 sales calls and a 3.7× ROI in 20 weeks

A U.S. maker of custom products for brand activations and live events hired us to fill its sales calendar. No setup fee, no retainer: it paid only when a qualified buyer booked a call. Then the pace kept climbing.

Booked sales calls 112 June 16 to November 5, 2026
Last four weeks 42 Calls booked, the strongest month yet
Top decision-makers 42 Calls with a founder, CEO, owner, president, partner or CMO
Return* 3.7× On every dollar paid to Wellspring
ClientNine-figure custom manufacturer
ChannelsEmail and LinkedIn, one program
PricingPay per booked call
What shipped · build to todayDrawn to scale in days
Day 0Build month starts Day 34First booked call Day 176112 calls booked
Context · the client

A sales team that closes, and not enough calls on the calendar

Our client is a nine-figure U.S. custom manufacturer whose products show up at brand activations, live events and promotions. It had a proven product and a sales team that wins once it gets in the room. What it needed was more rooms.

Buyers

No single profile

Experiential and marketing agencies, event producers, fabricators and consumer brands. Many industries, many job titles.

Starting point

5,000+ past deals

A deep closed book that told us exactly which industries buy, how big they are and which titles sign.

The brief

One number

More qualified sales calls, paid for per call, with no retainer and no contract.

Problem · reach, not product

Great buyers are busy, scattered and hard to reach

They only pay attention when a real need lands on their desk. Generic outreach reaches plenty of people who never book, and hiring more reps to chase them is slow and expensive.

Calendar gaps

Reps who close well were waiting on inbound and referrals to fill their week.

Too many buyer types

No one list or title covers agencies, producers, fabricators and brands at once.

Timing is everything

A buyer with an event next month is ready now. The same buyer in a quiet month is not.

What we built around their sales team

Every layer runs together for one client. Flip the switch to see each one before and after.

Pipeline setup
Pipeline sourceInbound and referralsA steady weekly flow from email and LinkedInMissing Built
TargetingWhoever the reps foundA buyer profile built from 5,000+ past dealsMissing Built
TimingWhenever someone had timeLive signals, led by upcoming eventsMissing Built
MessageOne pitch for every buyerWritten for one person, with a dated reasonMissing Built
Reply handlingWhen someone got to itA real person, in the client's voiceMissing Built
Follow-throughOne email, then silenceText, call and a custom render of their brandMissing Built
HandoffReps walk in coldA pre-call brief on every booked callMissing Built
Cost modelRetainers and new hiresPay only per booked callMissing Built
Method · six layers

Nothing here is a blast

Every prospect is chosen for a reason, every message is written for one person, and a real person handles every reply.

  1. 01Foundation

    Start from the closed book

    The buyer profile came from more than 5,000 of the client's past deals, not guesses.

  2. 02Signal

    Live signals plus a deep database

    Upcoming events proved the strongest signal. They run alongside 880,000+ sourced buyers who match the profile.

  3. 03Reach

    Every email crafted for one person

    Each message names a specific, dated reason the buyer was picked. Email and LinkedIn share one record, so no one hears from both at once.

  4. 04Reply

    Real people, fast

    People, not bots, review and send every reply in the client's voice.

  5. 05Follow-through

    Text, call and show them

    Every positive reply gets a text, a phone call and a custom render of their own brand as the product.

  6. 06Handoff

    A brief before every call

    The sales team gets a pre-call brief on every booked prospect: who they are, what they said and why now.

Results · week by week

112 booked calls, and the pace keeps climbing

Each bar is one week of booked sales calls, from the first call on June 16. The line is the running total.

Booked calls per week0 total
JunJulAugSepOctNov
Weeks start Monday. The last week runs through Thursday, November 5.
First ten weeks

28 calls

June 15 to August 17, while the engine learned which signals and buyers book.

Last four weeks

42 calls

More than the whole first ten weeks, with 17 in the single best week.

Who took the call

42 top decision-makers

Founders, CEOs, owners, presidents, partners and CMOs.

Two channels, one program

55 Email 43 LinkedIn 14

14 more came in through direct calendar bookings and other routes.

Decision-makers emailed48,692At 36,474 companies, each with its own reason
LinkedIn accepted53%Of 5,472 tracked connection requests
LinkedIn replied37%Of the people who accepted
After a yes · follow-through

What happens after a prospect says yes

A reply is the start, not the finish. Every positive reply runs the same path until the call is on the calendar and the rep is ready for it.

  1. Step 1A person repliesOn brand, in the client's voice
  2. Step 2Text and callReached on every channel
  3. Step 3Custom renderTheir brand, as the product
  4. Step 4BookedOn the sales calendar
  5. Step 5BriefSent to the rep before the call

Not every yes books right away

We keep the conversation going until the timing is right. 16 of the 112 calls booked a month or more after the prospect first replied, and 12 took two months or more. Without the follow-through, those calls never happen.

Takeaways

What carried the result

  1. Start from the deals you already won

    5,000+ past deals told us who buys. The profile was built from evidence, so the first sends already reached the right people.

    Buyer profile from the closed book

  2. Timing beats volume

    An upcoming event is a reason to talk now. Signals decided who heard from us and when.

    Upcoming events, the strongest signal

  3. Show, don't tell

    A render of the buyer's own brand as the product turns a maybe into a call.

    Custom render after every yes

  4. The follow-through is the engine

    Texts, calls and patient nurture turned replies into calls, some of them months later.

    12 calls booked 60+ days after the first reply

  5. Pay for outcomes

    No setup fee, no retainer. The client paid per booked call, so our only job was to fill the calendar.

    3.7× return, reported by the client*

Want this built for your pipeline?

We build and run outbound for B2B companies with a sales team that closes. You only pay when qualified calls land on your calendar.

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