Deby Chung

Our organization had existing global contracts as a 3rd-party supplier for top-tier consulting firms, but awareness of our services was low across various regions. Despite being a preferred vendor, many consultants—especially in the newly targeted EU market—were unaware they could engage us under these contracts. This lack of visibility hindered growth, as our expansion strategy relied on activating projects in the EU. Without proactive outreach, consultants would continue bypassing our services, missing out on a valuable resource already available to them.

To bridge this gap, I led a targeted outreach campaign to educate consultants in the target region on our existing contracts and capabilities. This involved pinpointing key decision-makers and project leads within consulting firms who could benefit from our services and deploying HubSpot email sequences, follow-ups, LinkedIn cold messaging, and cold calls to engage prospects. It also entailed requesting referrals and tapping into my professional network for warm introductions to the right stakeholders.

Our organization, long established in wholesale, aimed to enter direct supply partnerships with retailers in a key Asian market. This shift required adapting to a new distribution model, understanding the local market, and building trust with major retailers, especially those with EU roots operating in China. The main challenge was identifying and engaging the right decision-makers to initiate potential partnerships.

I executed a structured approach. I conducted an in-depth analysis of the target market, including retailer preferences, supply chain logistics, and regulatory considerations. I initiated cold calls and LinkedIn outreach and used referrals to identify and engage procurement and sourcing managers. After connecting with a sourcing executive at a major EU-based grocer in China, we conducted an in-person facility visit. I also collaborated on negotiations, explored commercial terms, and addressed operational caveats to ensure alignment. After finalizing terms, I facilitated a seamless handover to the account management team.

We built trust with a high-profile retailer, setting a precedent for future deals. We also gained firsthand knowledge of the retail channel’s requirements, enabling smoother future expansions.

The customer was launching a new business line but lacked a targeted list of qualified leads. Key challenges included defining the ideal customer profile (ICP), identifying and engaging high-potential prospects, and warming cold leads to enable meaningful sales conversations.

To build a high-quality lead pipeline, we used a structured approach: clarified the target audience and value proposition through in-depth customer discussions, identified leads from the CRM and internal databases aligned with the ICP, and conducted targeted LinkedIn outreach to engage decision-makers and assess interest in the new product.

We ensured every lead was pre-qualified and warmed through initial conversations, securing their agreement to receive future updates. The result was a curated list of 100+ warm leads, all vetted and ready for the customer’s sales team to engage with proposals.

By delivering a pre-qualified list of warm leads, we accelerated the customer’s market entry and reduced time to revenue. This approach’s success created a scalable, repeatable prospecting model for future product launches or expansions.