How Elevation3D closed $150,000 in new revenue with Uptown's LinkedIn Outbound and Content
"You have to be on top of LinkedIn outbound at all times. And that's what you guys were able to do for us. And it has been great."
Challenge
Elevation3D's buyers already had exhibit partners. Winning the next project meant being in the conversation before the next show.
Elevation3D designs and builds trade show exhibits, live event booths and branded environments. Its work starts months before a show, when companies choose partners, review concepts and set budgets. Almost every prospect already has someone building its booths, so a no today can become a request for proposal six months later.
New business had always come from the show floor, where Elevation3D's reps worked the same exhibitor lists as 40 competitors, and from cold email that was slowly declining. To hit its growth goals, the sales team needed to double its discovery-call volume.
Brandon Sipe, VP of Sales, brought in Uptown to make LinkedIn a channel that could stay in front of buyers until they had a project worth discussing. The program ran through Steven Tucker, a senior account executive who had built his career face to face and had almost no presence on the platform.
"That's what I tell the guys: just get me in a room."
Brandon Sipe
VP of Sales at Elevation3D
Solution
Uptown built Steven's audience, ran the daily conversations, and followed up around buyers' upcoming events.
Uptown built the audience around trade show and event marketing leaders at companies with at least 200 employees. Steven reviewed the first list and removed existing customers and businesses outside Elevation3D's market. From there, Uptown's team sent every connection request, ran the inbox, followed up and booked meetings from Steven's profile, handing him each interested reply with a suggested response. His job was to take the calls and share the expertise behind his content.
The first meeting was booked twelve days after outreach began.
Uptown worked with Elevation3D to:
- Target the right buyers. Replies showed which titles actually buy, so targeting narrowed to trade-show roles and director-and-above event marketing leaders. Positive replies rose from 23% to 36% of responses, and 45% in peak weeks.
- Reopen stalled conversations. Instead of repeating the pitch, Uptown asked prospects who had gone quiet about upcoming shows where they would have a booth. The following month, positive replies more than doubled, from 15 to 34.
- Write in Steven's voice. A broad offer of ideas for standing out at crowded shows became a direct introduction as a booth design and construction partner, which Steven said felt more authentic to how he sells.
- Build his presence with content. Uptown interviewed Steven and wrote his LinkedIn posts, adding photos of real builds four months in. One post reached 12,000 impressions, and monthly impressions grew 288%.
Results
A prospect who had stopped replying returned with a project. Three months later, Elevation3D had a $150,000 signed deal.
The conversation began in the program's second month, when a senior events manager at a mobility technology company said she was interested in ideas, then went quiet after three follow-ups. Two months later, Uptown's follow-up about upcoming shows brought her back: she was meeting exhibit partners about a concept for a show in Chicago. Elevation3D answered her request for proposal within weeks, learned it was the lead bidder a month later, and signed the month after that: a $150,000, 20-by-20 booth for an upcoming show.
In six months, the program produced:
- $150,000 in closed revenue
- 21 meetings booked
- 122 positive replies from
- 4,284 companies reached
- 63,199 LinkedIn impressions on Steven's posts
Even more was developing for future shows. Elevation3D was one of three firms shortlisted for a financial services company's trade show program the following year, and a recently rebranded wealth advisory firm was budgeting next year's booths from Elevation3D's pricing. Steven, who started with almost no presence on LinkedIn, now had a signed project and a network of event marketing leaders to approach again as their plans change.
The $150,000 win came from a buyer who had already gone quiet. Keeping that relationship open gave Elevation3D another chance to earn the business when the timing was right.
"We have access to people that we've reached out to. It's someone that we can reach out to again in the future."
Steven Tucker
Senior Account Executive at Elevation3D
