Linehaul booked 14 meetings in their first month.

The challenge

Linehaul’s product sold itself in demos — getting to the demo was the problem. Jonas ran sales alone between product meetings and onboarding: building lists on Sunday evenings, squeezing in 40 calls and emails a week and chasing follow-⁠ups that never got sent.

By May he was booking three first meetings a month and losing eight hours a week to it. A first SDR would take six months to ramp up, and someone would still have to teach them the market.

What we did

Jonas knew his buyers better than anyone. The job was to get that knowledge out of his head and onto a list — and then take the outreach off his desk.

1. Week 1

   ICP and list

   Two hours with Jonas and his ten best customers gave us the profile: hauliers with 20–⁠150 trucks and a traffic office still planning in spreadsheets. We found 2,100 in the Nordics and Germany; 640 made the cut.

2. Week 2

   Outreach goes live

   On phone, email and LinkedIn, a Swedish and a German-⁠speaking SDR led with the problem Jonas heard most: re-⁠planning the day when a driver calls in sick.

3. Week 3 onward

   Jonas takes the meetings

   Concierge took over everything around the meetings: reminders, re-⁠booking no-⁠shows and a one-⁠page report every Friday. Jonas’s part — reviewing the list and the report — takes about two hours a week.

The results

The first meeting was booked on day 9. By the end of month one Jonas had 14 in his calendar, and German hauliers kept booking through July while Sweden was on holiday. After ten weeks: 36 first meetings. By day 90, three of them had signed.

What’s next

Next up: the Netherlands and Poland in Q1, each with its own native-⁠speaking SDR. Jonas is also hiring his first account executive — to take meetings, not to prospect.