Scaling Sales for a Real Estate Tech Platform Connecting Modular Building Factories with Developers

Company Profile:

‍A Real Estate Tech company focused on streamlining the construction process by connecting modular building factories with real estate developers. The platform offered a solution to help developers save time and reduce costs by facilitating the use of modular buildings in their projects. However, the company was struggling to scale its sales efforts due to the lack of a dedicated Chief Revenue Officer (CRO) or Head of Sales to develop and implement a cohesive sales strategy.

Problem:The company faced a significant challenge in driving consistent growth. Without a senior sales leader to oversee and structure the sales strategy, their sales efforts were fragmented and lacked focus. Despite having an innovative platform, they couldn't effectively reach key stakeholders in the real estate industry, including developers, contractors, and investors, to accelerate revenue generation.

• Lack of strategic sales leadership led to an underdeveloped sales pipeline.
• Limited sales structure and no clear processes for outreach, lead qualification, and closing deals.
• Inconsistent messaging across different sales channels, which prevented them from converting leads into high-value customers.

Solution Provided by IberianSales:

1. Dedicated Sales Team: IberianSales allocated two experienced sales professionals to lead the sales efforts and implement a streamlined, scalable strategy for growth. This allowed the company to focus on other key aspects of the business while ensuring that sales were being handled effectively.
2. Sales Process Implementation: We introduced a structured sales process, including lead qualification, targeted outreach, and sales pipeline management, enabling the company to manage their sales more efficiently. This new process ensured the sales team had clear steps and goals at each stage of the sales cycle, from prospecting to closing.
3. Customized Outreach Strategy: Our team developed a tailored outreach strategy to engage real estate developers, focusing on the value proposition of modular construction—speed, cost-effectiveness, and sustainability. Messaging was refined to resonate with developers looking for innovative building solutions that fit their needs.
4. Lead Nurturing and Conversion: IberianSales implemented a nurturing system to maintain engagement with leads over time, leveraging both email and phone outreach. Additionally, we optimized follow-up processes to increase conversion rates from interested leads to paying customers.
5. Sales Enablement Tools: We equipped the team with tools and resources to track progress, measure success, and refine the sales process over time. By setting clear KPIs and leveraging CRM tools, we provided real-time data to improve decision-making.

Results:

• Revenue Growth: Within just one year, the company saw their revenue increase by 3M€, driven by a more effective sales strategy and focused outreach.
• Stronger Pipeline: The sales team successfully built a robust pipeline of qualified leads, which laid the foundation for continued growth.
• Scalable Sales Operations: With a clear sales process in place, the company was able to scale its sales efforts and bring in larger deals from high-value clients.

Conclusion:By partnering with IberianSales, the Real Estate Tech company overcame the challenge of lacking a CRO or Head of Sales. Through our Revenue Growth service, we provided strategic sales leadership and implemented a scalable sales system that delivered significant revenue growth and positioned the company for future success

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