Context: a sustainability consultancy in full regional expansion
Leaf Global is a sustainability consulting firm working to build a better world, building by building. Based in Mexico, the company was growing and needed to cover new markets across Latin America.
The challenge: scaling the sales team across several countries at once
Its in-house team knew the business inside out, but lacked the structure and resources to run efficient outbound prospecting in several countries at the same time:
- There was no scalable sales process.
- Hiring and training an in-house team in each market would have been slow and expensive.
- The lack of pipeline was holding back the expansion.
The goal: concrete commercial targets
Leaf Global set two clear targets: generate 25 qualified meetings a month and grow sales 10% year over year in the first quarter.
Team and scope
We built a Siete team made up of an SDR, a copywriter and a delivery manager, 100% dedicated to running Leaf Global's outbound strategy in the region. The model let it scale without growing its internal headcount and without losing control of the operation.
How we executed it
- Strategy: we defined the prospecting strategy and target accounts by country.
- Localized copy: we created personalized messages for each country, aligned with Leaf's tone and value proposition.
- Technical setup: we handled the technical warm-up of the sending tools.
- Account identification: we used our technology to speed up the identification of key accounts in each market.
- Meetings and reporting: we booked meetings between Leaf's sales team and its potential clients, with a weekly dashboard of KPIs and progress.
Results
- 45 sales meetings per month on average, against a target of 25 (180% achievement).
- +50% year-over-year sales growth versus Q1 2023, according to the client.
- Average quality of 4.5/5, as rated by the client.
- 0 internal hires needed to scale prospecting.
- An in-house team 100% focused on closing and an active pipeline in multiple countries, with shorter sales cycles.
Why it worked
- Unlike traditional outsourcing, sales team augmentation made it possible to scale fast while keeping control.
- Messaging localized by country made the offer relevant in each market.
- Weekly KPI reporting gave full visibility and allowed real-time adjustments.
Next steps
Leaf Global now has a regional outbound engine that generates opportunities consistently. The engagement shows that, with the right team, expanding across LATAM can be agile, efficient and scalable.
