Case study: Shrink Film
How We Built a Sales System That Drove 4X Demand and 138% Revenue Growth for a California Shrink Film Company
A California shrink film company had no sales systems and no solid sales process. We built the process from what its market told us in the first 35 days, put an SDR on the phones with our scripts, and revenue grew 138% in five months.
The Problem
Shrink film is a repeat purchase. Win the account and it orders again. But winning it takes a system, and this company didn't have one.
There was no set way to take a buyer from the first call to the first order: no process, no scripts, no standard for appointments or samples. Every sale was handled differently, so there was nothing to measure, nothing to fix and nothing to scale.
- No sales systems
- No set process from first call to first order
- Calls, appointments and samples handled case by case
What We Built
A Sales Process Written by the Market
For the first 35 days, we listened. The questions buyers asked, the objections they raised and the reasons they gave for buying or walking away all went into one place. From that feedback we built the process: what to say, what to ask, when to send a sample and when to ask for the order.
- 35 days of real market feedback
- Built on what buyers actually said
- Clear steps from first call to first order
Scripts for Every Step
We wrote the scripts for the calls, the appointments and the samples, so every buyer got the same strong conversation, whoever was on the line.
- Call scripts
- Appointment scripts
- Sample scripts
An SDR to Run It
We brought in an SDR to take care of the calls, the appointments and the samples, working from the scripts we built.
- Calls made and answered
- Appointments booked
- Samples sent and followed up
The Results
4X demand in 2 months
With the process in place and an SDR running it, demand grew four times over in two months.
138% revenue growth in 5 months
Five months in, revenue was up 138%. Same film, same market. A different way of selling it.
Key Takeaway
Most sales processes are written in a meeting room. The best ones are written by the market. Listen for a month, build the process around what buyers actually say, and put someone on the phones to run it every day. A process you can repeat is a business you can grow.