Mechanical Service & SystemsHVAC and mechanical · Regional · Outbound BDR
Featured transformation
How two years of patient nurture turned into a $595K HVAC agreement
- Client
- Mechanical Service & Systems has served the intermountain western U.S. since 1984. Its capabilities were not the constraint; access to the decision-makers who buy that work was.
- Challenge
- MSS needed help creating sales opportunities and connecting with key decision-makers in its target market.
- Strategy
- A dedicated Outbound BDR program: strategic list building to map the right accounts, ongoing phone and email outreach and an extensive nurture program for prospects whose timing was not ready yet.
- Execution
- After roughly two years of relationship development with one account, the BDR identified a cooling tower project and secured a face-to-face meeting for the MSS team.
- Signed agreements$595KSigned December 2022, after about two years of nurture.
Periods: About two years of relationship development; agreement signed December 2022. Closed business is deal value reported by the client, not revenue received.
