A few years back, I had a moment that reshaped the way I thought about our entire model at RevGrowth. We were in the middle of a video call with a well-established IT consultancy. A proper player in the digital transformation space. We had just wrapped up a successful Proof of Concept, established clean messaging, validated ICP, and earning multiple quality meetings. Everyone was happy.

Yet, when it came time to talk about building out their own internal SDR function, they chuckled and said: “Would be great if you could just keep doing this for us.”
That stuck with me. Because I realized something important; they weren’t unwilling. They were making a calculated decision. Budget, time, and management constraints meant it made more sense to stay outsourced; even though they had the size and maturity to theoretically go in-house.

And if they didn’t want to build a team internally… how many of our smaller, earlier-stage clients would?

A New Way Forward
I didn’t push. I didn’t try to convince them otherwise. I went away and started thinking.

We had a working delivery model. The POC was consistently strong. But what we didn’t have was a clear next step. Clients came back for one-off campaigns, sure, but we hadn’t mapped out what came next. We weren’t sure what an ongoing RevGrowth relationship could look like.

So I zoomed out and started looking for common patterns.

1. Sales cycles were long. Six months or more, in many cases. It wasn’t enough to just drop meetings into the top of the funnel and disappear.
2. TAM was finite. Especially in tech and services. You don’t want to burn through it too fast.

That got me thinking: what if we slowed things down?

What if we kept generating new conversations, but created space to revisit older ones too? What if we spaced out the call-downs, and used that breathing room to go deeper, not just wider?

The Approach We Built
Out of that thinking came what we now call nurtured cadence:

• Every second month, instead of hammering cold calls, we do strategic re-engagements.
• We chase warm leads, follow up on earlier meetings, call down ex-clients, and work pipeline that would otherwise fall through the cracks.
• We become a true extension of the sales team. Our role isn’t just to be the people who book the first meeting, but who keep the relationship alive until the deal is real.

We folded this directly into our long-term delivery model as a real mindset shift. A client once joked, “Would be great if you could just keep doing this for us,” and that offhand comment became the blueprint. Instead of walking away after first meetings, we committed to staying in the loop, re-engaging where others would move on, and keeping our partners in front of the people who matter most. Clients who stay on after a POC get a report that not only recaps performance, but includes recommendations on pacing, audience rotation, and where we can help them go deeper into their own database.

The goal is simple: No good lead left behind.

What Changed
Once we rolled this out, everything shifted.

Clients started seeing more second meetings. More real conversations. More feedback on proposals. Feeding the top of the funnel while we’re helping move deals forward.

The best part? It worked across client types. Even those with limited resources or sales leadership started to see how they could run an effective outbound program without needing a full internal team.

The Real Takeaway
Outbound isn’t magic. It’s a process. It requires time, persistence, and trust.
What we deliver at RevGrowth is pipeline, but pipeline backed by insight, flexibility and a human focus. We help our clients build the kind of motion that works over time, not overnight.

Because the truth is, if your growth depends on waiting until people are ready to buy… you’re already too late.

We help start the conversation before the need becomes urgent. Then keep it warm until the moment is right.

That’s how we win. And that’s how our clients grow.