Maximizing Sales Potential: 60+ Meetings Booked

100%

KPI's

60+

Meetings Booked

Industry

Software Development / IT Services

Head quarter

Malmö, Sweden

Company size

SMB (small team, co-owned)

About

Smart Source

SmartSource is a Swedish software consultancy specializing in .NET development, technical product management, and digital transformation. Typical engagements are complex, multi-stakeholder projects delivered for mid-market and enterprise customers.

Client's Challenge.

Before partnering with A-Sales, SmartSource wanted to increase revenue by booking more qualified sales meetings with the right stakeholders. Early outreach produced strong volume, but surfaced a few challenges:

Mixed lead quality & a few no-shows — some prospects arrived under-qualified or unclear on scope.
Over-promising in legacy outreach — a handful of older scripts (prior to A-Sales adjustments) set unrealistic “replace all your systems” expectations.
ICP calibration — SmartSource needs companies with ~SEK 10M+ revenue to match project budgets and sales cycles.

‍

Solution Provided by A-Sales.

A-Sales shifted the program from “volume first” to a quality-first booking system:

Qualification Framework — codified five booking criteria (budget fit, genuine dev need, realistic framing, decision-maker present, competitor exclusions).
Decision-Maker Targeting — lists tuned to CTO / VP IT / IT Director / Product Owner / CEO levels.
Industry-Specific Scripts — plan to run tailored scripts (e.g., logistics, manufacturing) so discovery questions map to tech context.
Expectation Control — removed legacy, AI-generated promises; outreach now frames capabilities, not “ready-made replacement platforms.”
‍Tighter Ops Loop — moved collaboration to Slack for instant feedback on no-shows, reschedules, and content tweaks.

Results.

Excellent meeting volume to start, now transitioning to fewer but higher-value decision-maker meetings.
Clear ICP guardrails: targeting firms around SEK 10M+ revenue prevents misfit requests (e.g., small brochure sites).
Smoother follow-ups and faster comms; A-Sales responsiveness rated “great”.
Client recommendation secured: “I would definitely recommend A-Sales as an outreach partner.”

Approach and Tools.

Outbound email + SDR calling (as needed) with industry-specific scripts.
Decision-maker list building aligned to budget and scope.
Feedback → iterate loop via Slack to catch no-shows and refine scripts quickly.
Discovery alignment focused on concrete needs: .NET/.NET MAUI, product management, and modernization—not vague “replace everything” promises.

Conclusion.

SmartSource and A-Sales aligned on a quality-first pipeline: book the right stakeholders, with the right context, at companies that can fund complex work. Early volume proved the channel; the new qualification framework and industry-specific messaging ensure each meeting is more valuable and closer to revenue.