Project · Sports equipment maker
From no target list to a sales motion ready to launch, plus a plan to stop retyping orders.
Back to the work- Challenge
- A new buyer segment, no outreach
- Also fixed
- Manual order-to-cash
- Status
- Built, ready to launch
The problem
The company wanted to sell to college teams before preseason. It had no list of coaches or equipment managers and no outreach plan.
Orders were fully manual too. They arrived by email, got retyped into the accounting system, and stock was checked and updated online by hand. Slow, and easy to get wrong.
What we built
Contact database
A couple thousand lines of target contacts, ranked, sourced, and set up to track outreach.
Outreach playbook
A 10-week timeline, a plan for each buyer type, and draft emails.
5-email sequence
Stops when a school replies. Starts with a small pilot, then goes out in waves.
Rep dashboard
Follow-ups due, replies, samples to ship, and deliverability. Every number drills down.
Order-to-cash map
Seven steps from order email to payment, today vs automated, with a 3-phase rollout.
Open decisions, written down
Product, pricing, samples, and setup questions, so nothing stalls.
What changes
Where it stands
The contact database, email sequence, and rep dashboard are built and ready to launch.