Case Studies

B2B Sales Development Case Studies for Industrial Exporters

Five B2B pipeline engagements by MOTM Technologies, the group behind GlobalSDO, across industrial sectors. Each shows what was done and what it produced, including the research, outreach and qualification methods GlobalSDO uses for exporters.

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Engagements
Five B2B pipeline programmes
Sectors
Belts, Precision, Automation, EPC, Steel
Delivered by
MOTM Technologies
Engagements

Real results from real engagements.

MOTM Technologies engagements. These results come from programmes run by MOTM Technologies, the group behind GlobalSDO. Client names and identifying details are not used.

Industrial Belt Manufacturing (Export) B2B Account & Contact Research + Export Sales Development

Industrial Belt Manufacturer: International Buyer Identification for a Structured Export Programme

An industrial belt manufacturer wanted to grow beyond its home market but had no structured way of finding importers. Export enquiries were occasional and unqualified, and the sales team could not tell which overseas companies actually bought its product category or who decided.

  1. What was done
    • Researched more than 300 companies against the manufacturer's product range and target market profile.
    • Screened them for fit, separating genuine importers and buyers from companies outside the category.
    • Identified decision-makers and contact routes in the qualified companies.
    • Delivered the results as a structured buyer list the sales team could act on directly.
  2. Result
    300+companies researched
    120+qualified international buyers identified
Read the full case study B2B Account & Contact Research Export Sales Development
Precision Component Manufacturing (MNC) Outsourced SDR + Appointment Setting

Precision Component Manufacturing MNC: OEM Decision-Maker Access and a $2.5M+ Qualified Pipeline

A manufacturer of precision machined small parts, part of a global MNC group, needed to reach OEM and Tier-1 decision-makers while keeping its premium brand positioning. Outreach had to match the standards expected of an international group.

  1. What was done
    • Targeted OEM and Tier-1 accounts and mapped the relevant decision-makers.
    • Aligned messaging and brand positioning with the standards of a global group.
    • Ran disciplined calling, email and follow-up, with regular reporting to the client.
    • Qualified interest before passing opportunities to the client's team.
  2. Result
    $2.5M+qualified pipeline value built at engagement handoff
Read the full case study Outsourced SDR Appointment Setting
Industrial Automation International ABM + Outsourced SDR

Industrial Automation: Enterprise ABM for a Complex, Multi-Stakeholder Market

A premium industrial automation company sold into large organisations where many people influence a purchase. Broad lead generation brought few relevant conversations, so the company needed a programme focused on specific named accounts.

  1. What was done
    • Agreed a list of named target accounts with the client.
    • Mapped the buying committee in each account, from technical evaluators to senior leadership.
    • Ran tailored, multi-channel outreach per account and stakeholder.
    • Delivered relevant, high-quality conversations to the client within a few months of engagement.
  2. Result
    EnterpriseABM programme delivered across named accounts
Read the full case study International ABM Outsourced SDR
EPC & Environmental Services Outbound Sales Execution + Appointment Setting

EPC & Environmental Services: From Referral Dependency to a Structured B2B Pipeline

An effluent and sewage treatment turnkey execution company, also active in environmental compliance, won most of its work through referrals. It wanted more visibility with new customers but had no team or time for consistent calling, emailing and follow-up.

  1. What was done
    • Identified target customers and decision-makers in relevant industries.
    • Ran disciplined calling and email follow-ups with one-on-one interactions.
    • Provided timely reporting so the client could see activity and progress.
    • Maintained consistency in sales activity across the engagement.
  2. Result
    127qualified EPC conversations initiated
Read the full case study Outbound Sales Execution Appointment Setting
Steel & Alloy Trading (MSME) Outsourced SDR + Outbound Sales Execution

Steel & Alloy Trading: MSME Sales Transformation Through Structured Outbound

A steel and alloy trading business operating in a competitive, low-margin market relied on existing relationships. It needed a repeatable way to find and win new customers without adding a large internal sales team.

  1. What was done
    • Combined tele-calling, field visits and multi-channel outreach.
    • Used cross-functional teams to cover prospecting and follow-up.
    • Operated with minimal supervision from the client.
    • Focused on repeat business as well as first orders.
  2. Result
    70+new customers acquired
    ~30%revenue growth
Read the full case study Outsourced SDR Outbound Sales Execution
What Carries Across

Why these engagements worked

Sector and buyer change the playbook. These three principles stay the same.

Research came before outreach

Knowing who buys and who decides meant every later conversation started with a company that could actually purchase.

Relevance beats volume

Focusing effort on named accounts and the whole buying committee produced fewer but better conversations.

Consistency and accountability replaced chance

Regular reporting and disciplined follow-up built pipelines that no longer relied on referrals or luck.

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