Scaling Outbound to Break Into European Markets
“The system takes away the stress of volume, it handles outreach under your reps' names so they can focus on building relationships and working target accounts. What changes the game in B2B sales is how fast you put your product in front of your clients.”
— Lucas, Founder at Ecomilhas
The Challenge: Superficial Sales Tests & Outbound Bandwidth Limits
Ecomilhas provides sustainable corporate travel and carbon-management solutions to companies. As they prepared to expand into European markets like Finland, they needed to build a steady sales engine capable of starting conversations with enterprise decision-makers, specifically Sustainability and HR Directors.
However, running outbound campaigns internally presented immediate operational problems:
Shallow Market Testing: Previous internal outreach attempts were small and surface-level. The team lacked the sampling size and data depth needed to confidently evaluate new buyer personas or international markets.
Volume Bottlenecks: Manual prospecting created a hard ceiling on daily activity. The sales team could not maintain high-volume outreach without taking time away from closing deals.
Lack of Data-Driven Agility: Without a structured tracking setup, deciding when to iterate on copy, adjust target criteria, or abandon a weak lead list relied on guesswork rather than clear analytics.
"The main reason we looked for external help was feeling that everything we did before was just a test. We were skating in place. We didn't have the bandwidth to collect the right data or the maturity to make clear decisions on campaigns, niches, and personas."
— Lucas
Automated Profile Outreach & Integrated Follow-Up Systems
To solve the bandwidth problem, we designed an automated, multi-channel outbound system that runs directly through the LinkedIn profiles of Ecomilhas' sales representatives. This gave them high-volume reach while keeping every message personal and human.
Core Pillars of the Strategy:
LinkedIn Outreach: Automated daily outreach from sales reps' personal profiles, establishing consistent brand presence and starting conversations without taking up rep time.
Relationship-Driven Messaging: Crafted non-salesy messaging designed to start real peer-to-peer dialogues around sustainability reports rather than pushing hard pitches.
Structured Sales & CRM Views: Designed automated lead summaries directly in Slack and internal dashboards so reps could easily track replies, prevent leads from falling through the cracks, and manage follow-ups.
Agile Campaign Iteration: Established weekly data reviews to continuously analyze response rates across target sectors (like banking, logistics, and corporate HR).
"Outreach runs under our reps' names, so they don't have to worry about volume. They can focus purely on building relationships and working specific target accounts."
— Lucas
The Results: Qualified Enterprise Meetings
By replacing manual prospecting with a structured outbound engine, Ecomilhas transformed cold outreach into a reliable growth channel:
International Deal Pipeline: Successfully generated qualified SQL meetings, active pilot programs, and proposal requests with enterprise clients in Finland, Belgium, and Brazil.
Top-Tier Response Performance: Reached top-tier reply rates across the portfolio, turning cold profile touches into direct commercial conversations.
Faster Decision-Making: Gained clear data insights into which buyer personas and event-based lead lists generate real interest, eliminating guesswork in strategy meetings.
Rep Efficiency: Reclaimed valuable team hours by putting prospecting on autopilot, allowing the sales team to focus entirely on qualification calls and proposal presentations.
Why Ecomilhas Partnered With Us
“When you talk to other founders, they often have habits like saying 'I tested this and it didn't work,' but their sample size was tiny.
What changes the game in B2B sales is how you put your product in the showcase and get it into your client's hands. Having a partner who helps you dive deep, test with real volume, and manage that entire distribution system is what makes the difference.”
— Lucas, Founder at Ecomilhas