Habitat. 2 NEW SQLs with outreach engine in just 3 months

Sales Label Consulting helped Habitat build a scalable sales engine in just 3 months

“Before working with Sales Label, our sales process was a bit fragmented.

Within three months, we gained full control of our pipeline, automated key workflows, and started gain new leads from outbound.

It finally feels like our sales team have a plan and running like a F1 McLaren”

CEO Habitat, Victor Samokhvalov

Summary

When Habitat inquired Sales Label Consulting, their sales and marketing operations were fragmented and lacked a structured process. For instance, lead generation and SDR conversion approach was not aligned with CRM management. Outbound and inbound processes will transform into more triggers and intent intent-based approach.

Over a 3-month collaboration, we redesigned the company’s go-to-market foundation – strategy for the next 6 months upgrade from CRM automation to sales enablement and team training -resulting in a 40% faster campaign launch cycle and approaches, 3 new MQL leads from 1 campaign, and 1 qualified SQLs generated from the first outbound hypothesis.

The Challenge

Before our collaboration, Habitat faced a set of process challenges:

• CRM (HubSpot) was underused and inconsistent. The licence was overpriced and team didn’t use most of the features.
• No standardized lead generation process in terms of hypothesis launch.
• Qualification process was not structured.
• Campaign automation and reporting were manual.
• Lack of ICP definition and structured contact collection.
• The company offers required some steps logic changes with more detalisation.
• The sales team lacked confidence and structure in calls and event meetings.
• No strategic 6-month roadmap for testing and validating hypotheses.

These issues limited their ability to scale and slowed decision-making across the sales team.

Our Approach

1. CRM and Process Setup

We restructured HubSpot CRM to ensure clarity, pipeline staging, and accountability.

• Built deal stages, created fields & tasks, and visual reporting tables.
• Created a standardized lead qualification flow with clear statuses, triggers, and responsibilities.

2. Lead Generation & Qualification

• Designed a repeatable process for lead research, segmentation, and response qualification.
• Defined ICPs, verticals, and messaging templates for outbound campaigns.
• Centralized contact collection with enrichment and reply logic.

3. Campaign Automation & Reporting

• Designed SDR logic process and provided training for the team.
• Automated campaign workflows and follow-up triggers, set benchmarks.
• Introduced dashboards for campaign tracking, conversion analytics, and performance metrics.

4. Sales Strategy & 6-Month Plan

• Facilitated a sales strategy workshop with leadership to identify target segments and growth opportunities.
• Built a 3-month roadmap for testing, measuring, and scaling sales hypotheses.
• Defined key priorities in sales strategy to prioritise outreach, events, account management, and partnership activities.

5. Offer & Presentation Rebuild

• Rebuilt the main Habitat offer with clarity and structure for intro and proposal calls.
• Redesigned the company presentation to align with ICP pain points and value drivers.
• Changed the starting page logic for contact form conversions.

6. Sales Team Training

• Presented the Intro Calls Framework to handle effective calls.
• Delivered a hands-on training program for the sales team to improve discovery calls, presentations, and client qualification.
• Role-play calls for conversation improvement

7. Event Sales Framework

• Created a clear event and roadshow playbook covering pre-event preparation, on-site interactions, and post-event follow-up.
• Preparation for the next event with a clear leadgen strategy and meeting performance.

Results

Qualitative outcomes:

• The company now runs fully automated and measurable sales campaigns.
• The team operates with a clear ICP focus, improved communication, and structured accountability.
• Outbound has become a predictable revenue source rather than an experiment
• Habitat has 100% capacity of the design team for new conversions and deals, and we will assist and help them keep this record

Conclusion

This project demonstrates how a Habitat can transform from a reactive, ad hoc sales approach to a structured, data-driven system in a short period of time.

By combining process design, automation, and real-time coaching, Sales Label Consulting helped Habitat unlock a repeatable growth engine ready for scaling in the next 6-month phase.