Quick Summary:
? Achieved a 5:1 return on investment using buyer intent data.
? Generated an additional £70K in revenue through targeted outreach.
⏱️ Eliminated manual research with auto-reveal contact discovery.
? Focused sales efforts using multi-source intent signals and competitor filtering.
? Integrated seamlessly with HubSpot CRM for streamlined workflows.
The Pilot Group, specialists in energy-efficient HVAC solutions, were facing a familiar challenge in the B2B space – limited visibility into ready-to-buy prospects and too much time spent on manual research. Their sales team was spending hours trying to uncover the right contacts, relying on investigatory calls and gut instinct rather than data-driven insights. With limited access to intent signals and no scalable process for outreach, their growth potential was capped.
One of the biggest roadblocks was the lack of automation. Their process for identifying prospects was heavily manual, and without access to real-time buying signals, they were missing out on the chance to connect with prospects at the right moment. On top of that, without filtering by their Ideal Customer Profile (ICP), too much time was being spent chasing leads that were never going to convert.
That’s when The Pilot Group turned to Lead Onion, seeking a solution that could give their sales team more precision, automation, and scale.
Why Lead Onion?
The decision to implement Lead Onion was driven by two key factors:
- The user-friendly platform made it easy for the team to integrate intent data into their workflows quickly.
- The high level of support offered by the Lead Onion team meant they were never left figuring things out alone. From onboarding to execution, the Pilot Group received hands-on guidance and strategy support.
How They Transformed Outreach with Intent Data
With Lead Onion in place, The Pilot Group implemented a more strategic, data-led approach to sales. They started using auto-reveal functionality to immediately uncover the decision-makers behind site visits – saving hours of manual research and removing the guesswork from outbound.
They also leveraged intent filters to hone in on competitors’ customers and prospects actively researching HVAC solutions. This allowed them to:
- Target only those prospects aligned to their ICP.
- Focus on businesses already exploring related services or competitor offerings.
- Launch laser-focused campaigns that resonated with real-time buyer behavior.
Features That Drove Results
Several core features of Lead Onion stood out as game-changers:
- Automated Email Cadences gave them the power to scale messaging to new leads without losing the personal touch. Prospects received timely, relevant emails that moved them through the funnel faster.
- Multi-source intent data helped them build a fuller picture of who was in-market and what they cared about, making their outreach more relevant.
- The Research Quadrant allowed the team to prioritize accounts showing high intent across multiple sources, giving sales reps a focused list of high-value targets.
- Seamless HubSpot integration meant the team could work directly from their CRM, automating workflows and tracking progress without disruption.
The Results
The impact was undeniable.
With a more targeted, efficient process in place, The Pilot Group refined their outreach strategy and aligned their messaging to the right people at the right time. They also launched market-specific campaigns tailored to different verticals, allowing them to focus on decision-makers in industries where they saw the highest traction.
The Outcome
- A 5:1 return on investment from their Lead Onion activity.
- A £70K uplift in revenue directly attributed to the new approach.
- An optimized ICP, smarter targeting, and faster routes to revenue.
Conclusion
Lead Onion helped The Pilot Group ditch guesswork in favor of precision.
By tapping into powerful buyer intent signals and automation, they turned their outreach into a revenue-generating machine – and proved that the right data, used the right way, can deliver big results.
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