The challenge
An education company sold licensing and continuing education courses to individuals. Brokerages and mortgage companies represented an opportunity to serve organizations with recurring education and recruiting needs.
But the company had no defined B2B buyer profiles, organizational packaging, sales playbooks, or outbound process.
It needed a commercial approach that a small team could operate, from identifying prospects to presenting a partnership offer.
The work
Buyer segmentation
Defined six behavioral buyer profiles across real estate and mortgage.
Packaging and pricing
Developed a partnership model incorporating education tiers and recruiting products, with annual membership and placement-fee structures.
Sales playbooks
Created state-by-state guidance, outbound scripts, four-touch email sequences, and prospect briefing templates.
AI-assisted prospecting
Deployed four agents supporting selected buyer profiles through LinkedIn and email outreach.
Workflow design
Designed connections between the CRM, dialer, and AI assistant.
Outreach coordination
Separated AI-assisted prospecting from an external SDR team's cold outbound to avoid duplicate contact. AI supported prospect research and initial outreach, giving the human team more time for discovery, qualification, and partnership conversations.
The outcome
Over six months, the company established buyer profiles, pricing, playbooks, partnership agreements, and an AI-assisted prospecting engine surfacing approximately 60 leads daily.
The engagement created the commercial infrastructure to pursue organizational buyers. Its clearest result was an operating sales capability: a defined offer, identifiable prospects, and a coordinated process for reaching them. The lead figure describes prospects surfaced, not closed customers or collected revenue.