How Century Facility Services Closed $415K in New Business Before Finishing Year One

A breakdown of the appointments, the strategy, and why omnichannel outbound works where data alone never will.

The Setup

Century Facility Services came to Abstrakt with a strong foundation. A solid client base, low turnover, and a reputation built on consistent, quality work in the Tulsa, Oklahoma market. What they needed was a scalable way to grow beyond their referral network.

When they parted ways with one of their sales representatives, the urgency became clear. Rather than rebuilding an internal sales function from scratch, hiring, onboarding, ramping, and absorbing all the risk that comes with a single-person pipeline, they needed a full outbound motion that could prospect, qualify, and book appointments immediately and cost-effectively.

They had already tried ZoomInfo, a B2B sales intelligence platform that provides companies with business contact lists, firmographic data, and buyer intent signals. The problem is structural: data decays. As decision-makers change roles, leave companies, or shift responsibilities, even the most robust database becomes unreliable. Contact lists tell you who someone was. They do not tell you who is currently dissatisfied with their cleaning provider, when their contract is up for renewal, or whether their in-house team is stretched thin. That intelligence has to be gathered manually, by people who know how to have the conversation. Abstrakt built and cleansed Century’s entire list of qualified targets from the ground up, verifying decision-makers, validating contact information, and surfacing the operational context that actually moves a sales conversation forward.

Why Facility Managers Are a Different Kind of Buyer

Before diving into the deals, it is worth understanding who Abstrakt’s Sales Development Representatives (SDRs) were calling on behalf of Century: facility managers.

Facility managers are not passive buyers. They own the vendor relationships for their buildings, they know exactly what their current provider is and is not doing, and they are not going to switch unless someone gives them a compelling reason to pay attention. They respond to specificity, not scripts. They know immediately when they are being contacted by someone who does not understand their world, and they disengage just as fast.

Abstrakt has 16-plus years of outbound experience and a proprietary contact database built from years of list-building across commercial facility verticals. We know facility managers. We know how to open a conversation with them, what questions surface real pain, and when to push versus when to wait. That institutional knowledge is not something a data subscription replicates.

According to McKinsey’s B2B Pulse research, B2B buyers now regularly use ten or more channels to interact with suppliers, more than double the number used in 2016. Showing up in one channel, one time, is not a strategy. It is a way to get ignored.

The Omnichannel Engine Behind the Results

Abstrakt’s Outbound BDR program is not a call center. It is a coordinated campaign run by specialists across four channels simultaneously: phone, email, LinkedIn, and direct mail. Each channel plays a specific role, and all four work from the same qualified target list with the same unified message.

The coordination is what separates us from generic lead generation companies. When a prospect picks up the phone, they may have already seen an email in their inbox and a piece of direct mail on their desk. Abstrakt’s SDRs have seen it happen in real time: a prospect answers a call and mentions they were just looking at the mailer when the phone rang. That is not luck. That is what it looks like when multiple channels hit the same decision-maker at the right moment with a consistent message. The conversation starts warmer, the credibility is already established, and the SDR is not starting from zero.

Research shows that coordinated use of cold calling, email, and LinkedIn messaging yields up to 250% higher conversion rates than single-channel outreach, and companies with strong omnichannel strategies retain 89% of their customers compared to just 33% for those with weak channel integration.

This is the infrastructure Century gained access to without hiring, training, or managing a single person internally, and for less than the fully loaded cost of one full-time sales representative.

The Appointments That Built $415K in Pipeline

Here is where the strategy becomes concrete.

Appointment 1: The Healthcare Company That Was “Okay” With Their Current Provider

The first anchor deal came from a healthcare company that, by their own admission, already had a cleaning provider they were satisfied enough with. They were not actively shopping. They were not unhappy. But when Abstrakt’s SDR reached them through a targeted outreach sequence built around the right message at the right time, they were open to a meeting.

Century came in, made their case, and closed that contract at $25,000 per month. A company that was “okay” with their existing vendor is now a flagship client.

This is one of the most undervalued dynamics in commercial cleaning sales. Most prospects are not actively searching for a new provider. They are complacent. The job of outbound is not to wait for them to raise their hand. It is to show up before they do and give them a reason to care.

Appointment 2: Right Place, Right Time, With Room to Grow

The second deal illustrates what happens when timing and qualification intersect. Abstrakt’s SDR connected with a facility manager who was urgently looking for a cleaning company to start within the next six months. His in-house cleaning team was getting overwhelmed servicing five days a week, and he needed to outsource before the problem compounded.

Century came in with a quote for a single location, twice a week. That contract closed. And now Century is quoting all eight additional locations in the same portfolio. A $34,000 contract has the potential to become a multi-location agreement that dwarfs the original scope. None of that expansion happens without the first conversation.

Appointment 3: The Follow-Up That Won Because We Waited

The third deal is a direct demonstration of pipeline discipline. Abstrakt’s SDR connected with a facilities manager who was currently outsourcing their cleaning and satisfied with their provider. They were not reevaluating until the end of the year. Most outbound programs drop that lead. Abstrakt logged it, tracked it, and called back on their timeline.

When the follow-up came, the dynamic had shifted. They were actively looking for cleaning services for a facility over 5,000 square feet, requiring three sessions per week including two overnight cleans and a full weekend clean. The contract came in at over $14,000. That deal only exists because the program was disciplined enough to wait and organized enough to follow through.

Research shows that nearly half of first-time B2B buyers enter the purchase process with a preferred vendor already in mind, which means consistent presence and persistent follow-up are often the difference between being in the room when a decision gets made and being completely invisible when the timing finally shifts.

What the Numbers Show

In less than one year with Abstrakt, Century Facility Services has generated 58 appointments and closed 7 deals totaling $415,000 in new business revenue. They are still in their first year.

That output is the result of three things a B2B contact database cannot provide: qualified list intelligence gathered and manually cleansed by people who understand the industry, a four-channel outreach sequence executed by SDRs who know how to engage facility managers, and the discipline to work every lead through their actual buying timeline rather than abandoning it because the first call did not convert.

For less than the cost of one full-time sales representative, Century gained a complete outbound function. The referral ceiling they had hit became a starting point.

The Bottom Line for Commercial Cleaning Companies

If your growth strategy depends on referrals and a small internal sales team, the ceiling is real and you already know it. The question is whether you are ready to build past it.

Abstrakt’s Outbound BDR program is purpose-built for service businesses that sell to facility managers, operations leaders, and building owners. Abstrakt has the contacts, the channel infrastructure, and the industry fluency to put your company in front of the right decision-makers before they renew with their current provider.

Century Facility Services is not done yet. Neither is their pipeline.