Industry:
Import/Export · Logistics · B2B Trading
A leading import/export company, located in Dubai, specializing in customs and international logistics solutions. Their primary goal was to generate qualified B2B leads in the customs region of Brazil and Canada, and increase booked meetings with decision-makers in logistics, trade, and manufacturing companies.
Challenges
- No internal sales team dedicated to prospecting.
- Limited success with prior cold outreach initiatives.
- A large lead list (1,000+ companies) but no structured contact strategy.
- Time-consuming manual follow-ups without consistent results.
Solutions
Techsho deployed a fully managed outbound sales operation that included:
- Cold calling, email, and LinkedIn outreach.
- Playbook creation with messaging aligned to the Brazilian and Canadian customs sector.
- ICP development and list cleaning.
- Dedicated, bilingual (Portuguese-English) BDRs trained on their services and value proposition.
- Ongoing A/B testing and strategy optimization.
Responsible Team
- 2 full-time BDRs
- 1 Account Manager
- 1 Outbound Strategy Lead
Process
- Onboarding: value discovery, ICP alignment, onboarding questionnaire.
- CRM setup + lead enrichment using their existing base.
- Multichannel outreach across voice, email, and social.
- Weekly reporting and call quality audits.
- Messaging iterations and script testing every 2 weeks.
Results
- 24 qualified meetings booked in the initial 4 months, 95 in our total engagement period.
- 14 deals closed in 6 months, representing a 15% conversion rate.
- Estimated revenue: R$105,000+ (avg. ticket: R$7,500)
- Time-to-first-meeting: 5 business days from go-live.
- Response rate: 14% across channels.
- Techsho ROI: 5.4x in revenue vs cost of engagement.
Takeaways
In a traditionally relationship-driven industry, they proved that structured outbound works; especially when powered by local-market trained reps. With minimal internal effort, the company gained momentum in under two weeks and created a repeatable sales pipeline from a previously dormant lead base.
