CREDE, a commercial real estate development and advisory firm, sought to elevate its national presence and streamline both lead generation and marketing execution.
With an expanding portfolio and three acquisitions underway, CREDE needed a smarter, faster, and more cost-effective way to scale its sales and marketing engine.
RECOMMENDED STRATEGIES
Strategic Lead Gen Engine
Concertina paired with CREDE’s business development managers (BDMs) to run campaigns to set appointments with their target list. Using Sales Navigator, they curated decision-maker lists, initiated rapport via thoughtful interactions, and booked qualified meetings. Each touchpoint—from liking posts to sharing value-driven resources—was precisely mapped to maximize conversions.
Conference ROI Maximization
Instead of attending events with a “hope to meet” mindset, Concertina’s team reverse-engineered ROI. They pre-identified high-value attendees, built rapport in advance, and locked in 10–12 meetings per BDM, tripling their typical outcomes. Overflow leads were scheduled for post-conference Zooms, extending the event's pipeline value.
Brand Infrastructure Overhaul
While CREDE rebranded and integrated three new companies, Concertina owned the marketing operations. This included developing a brand toolkit, launching a unified website with an interactive project map, and updating intranet systems and onboarding workflows for acquired teams.
CRM & Forecasting Enhancement
Concertina rebuilt CREDE’s HubSpot with lead scoring, customized deal stages, and robust reporting. The result: clear visibility from early-stage conversations to closed deals. Revenue modeling tools now allow CREDE to forecast team needs per region and align sales goals with delivery capacity.
In-House Creative & Marketing Ops
From social media calendars to event marketing assets, CREDE stopped relying on slow, overpriced third-party agencies. Instead, they turned to their Concertina team for real-time edits, fast-turnaround deliverables, and better creative output across the board.
RESULTS
Meeting Volume Lift
CREDE saw a 30% increase in scheduled meetings, particularly around conferences. What once felt like a scattershot approach was now a strategic calendar packed with high-value leads.
Higher Conversion Efficiency
The team’s revamped outbound engine tripled the number of qualified appointments per BDM, allowing sales reps to focus only on warm conversations with serious potential.
Acceleration Through the Funnel
Sales cycles have shortened dramatically. Deals progressed from “opportunity identified” to “actively pursuing” in weeks rather than months. Time-to-proposal also sped up, with a 25% increase in deals reaching that stage faster.
Full Visibility in the CRM
With an overhauled HubSpot instance, CREDE gained full visibility into sales performance, proposal rates, revenue forecasting, and territory planning. Every team member could now track progress in real time.
Internalization of Marketing Execution
CREDE’s marketing assets no longer go through third parties. The Concertina team delivered faster, higher-quality creative, resulting in better output at a fraction of the cost, and on Pacific Time hours.
Always-On Offshore Support
With team members embedded in CREDE’s daily meetings and aligned with California hours, Concertina provided constant support, operating with the precision and dedication of an internal team.
KEY TAKEAWAYS
Hyper-Targeted Lead Gen Wins
Pairing offshore SDRs with in-house BDMs unlocks smarter, faster, more relevant prospecting.
Conference ROI Is Built Before You Arrive
Pre-conference outreach turns networking into pre-qualified dealflow.
In-House Over Agencies
With the right team, you don’t need to outsource creative or marketing ops, and you get better results.
CRM + Forecasting = Strategic Control
Smart sales systems reveal exactly when to scale, hire, and sell more.
Talent on Demand
Need someone for 90 days to build an HR platform? Or a designer for event collateral? With Concertina, you scale skillsets on your terms.
