How Sales Xceleration Advisor Jim Hardwick Got 2 Meetings in His First Week
“Within the first week, I had 2 meetings. And that to me is tremendous.”
Jim Hardwick, a sales advisor in the Sales Xceleration network, was one of the first advisors in the pilot that tested RevenueFlow before it rolled out to Sales Xceleration corporate. Outreach that gave every prospect three specific ideas for their business booked meetings with buyers who told Jim they never answer cold emails.
The problem we stepped into.
Jim Hardwick is a sales advisor in the Sales Xceleration network, working with owners of established businesses on their sales leadership and process.
Like every advisor, he needs a steady flow of first conversations with owners who might want that help.
He had hired lead generation companies for his own clients in the past and seen the same result each time: generic messages that never got to the specifics of the business they were sent to, and buyers who had learned to ignore them.
He gets about six of those messages a day himself.
“Potential clients I was talking to said that they never answer these email outreaches. But the emails that RevenueFlow sent hooked them.”
What we built across the engagement.
Every engagement runs through the same six steps. Before launch, we agree the target market, decision-makers, exclusions, and Qualified Meeting definition. A meeting counts when the prospect attends and matches the agreed firmographic ICP.
Start from the ideal client.
The first step was asking Jim who his ideal client was, then building the target list around that profile.
Do the due diligence on every prospect.
RevenueFlow looked at each prospect's business and dissected it before writing a word, so the email was about them and not about the advisor.
Lead with three prescriptive ideas.
Each email listed three specific changes that could make a difference to that business, then invited the owner to talk to Jim. No generic pitch, no list of the advisor's services.
Run it without the advisor's time.
Jim did not approve emails before they went out. His time went into the meetings, where the ideas each prospect had already read gave the conversation a starting point.
“How does this guy already know that if I made these 2 or 3 changes, man, that can make a difference in my business? I want to talk more to that person.”
Results in a nutshell.
| Metric | Before RevenueFlow | After RevenueFlow |
|---|---|---|
| Outreach | Generic pitches about the advisor | Three specific ideas for each prospect's own business |
| Buyer response | Owners who never answer cold outreach | Owners who wanted to talk because the email was about them |
| Meetings | Rare from previous lead generation vendors | 2 in the first week, 5 or 6 across the four-week pilot |
| Advisor time | Reviewing campaigns and copy | Spent on meetings, not on approving emails |
Hear it from Jim Hardwick.
Read the transcript
Interviewer: Jim, thanks so much for taking the time with me for today's testimonial. As part of our pilot for Sales Xceleration, you were one of the advisors we were generating meetings for. That has now transitioned to the corporate level of Sales Xceleration, but you had an experience working with us in the very beginning. Can you walk us through what RevenueFlow did and how we worked with you in the beginning?
Jim: Yeah, it was really a fun, great process. And it was great for me to see what RevenueFlow can do, because there are, I don't know, a million lead generation companies out there, and they all promise you 2,000 leads in 24 hours. I'm being a little facetious here. What RevenueFlow did was they asked me what my ideal client was, and within the first week, I had 2 meetings. And that to me is tremendous. I think we did the pilot for 4 weeks, and I think I had a total of 5 or 6 meetings.
Jim: Potential clients I was talking to said that they never answer these email outreaches. But the emails that RevenueFlow sent hooked them, and it enabled them to want to talk to me. Just a brief description of what they would send: RevenueFlow would do the due diligence, look at their business, dissect it, and have 3 things they would list that could change and make a difference in their business.
Jim: So it wasn't just, hey, I can be your sales advisor, your sales coach, and you'd love working with me. It was these 3 prescriptive things that, if you made these changes, could really help your business. If you'd like to talk further to Jim Hardwick, click here to schedule a meeting. And that really, really works, because you took the time, with the magic that RevenueFlow uses, to make it relevant to them and their business, not some generic pitch that you know is just coming from a bot or AI. I know you use AI, but it was very, very good.
Jim: To the point, Ben, I will tell you, I read the emails that you guys generated. I didn't approve them before they went out, and I was fine with that. I then had to do my own research, because of the things they said I could change. I was like, oh my gosh, I've got to learn what they said so if they have any questions, I know what I'm talking about, which held me accountable too. It was a very interesting process that I think was quite successful in getting meetings. And I highly recommend RevenueFlow.
Interviewer: Thanks so much, Jim. You've almost answered all my questions. How is our approach different to previous experiences you've had? As you said, there are a million other lead generation providers out there. How did we differ from everything else you've tried?
Jim: I've hired lead generation companies for my clients. This is in the past, before I knew you guys existed, and they just don't get to the specifics of that individual client. They don't. When somebody feels like you already have some understanding of their business, it generally creates an interest, and they want to know more. How does this guy already know that if I made these 2 or 3 changes, man, that can make a difference in my business? I want to talk more to that person.
Jim: I think that's a big differentiator: the emails that are sent out are relevant to them. As I said earlier, they're not a generic email. They are an email specifically to them. Because everything is sent out by bots, people have lost that interaction, that relationship building, that trust. I get 6 of these types of emails a day, especially on LinkedIn, about how they can help me with my business. There's nothing specific about what I do in those emails. It's just generic. RevenueFlow is very specific, and that is the differentiator, I truly believe.
Interviewer: Jim, thank you so much for those kind words. And lastly, what would you say to anyone considering working with us?
Jim: I say give it a try. They have shown that they can make a difference. Their pricing model is such that the proof is in the pudding: you don't pay until they get a meeting. Now, like myself, it's up to me to close it. You're not going to close the business, and that puts the onus on me. But to get a quality meeting that's been vetted, that is your ideal customer, then it's up to me to close. And that's why I would highly recommend RevenueFlow. One meeting that closes will probably pay for months and months of any fee you pay RevenueFlow. The ROI is substantial. I would take the risk in 2 seconds.
Interviewer: Jim, thank you so much for your kind words. Really, really appreciate it.
“RevenueFlow is very specific, and that is the differentiator, I truly believe.”
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