How TransImpact expanded a LinkedIn pilot to 8 sales seats and added $1.26M in pipeline

TransImpact had 18 closers and no hunters. 90% of its business came through the website, while outbound was producing only a third of the meetings its growth plan required.

TransImpact manages more than $8 billion in parcel spend and sells supply chain planning software for demand forecasting, inventory optimization, and the systems that determine what a company stocks and ships.

But nearly all of the company’s growth came from inbound, referrals, and partners. The sales team was built to close those opportunities - not create them.

Leadership worked backward from the revenue plan and landed on a target of 30 new meetings a month. The team was producing about 10. Closing that 20-meeting gap fell to account executives who had been hired for their ability to move deals forward, not spend hours prospecting for them. As TransImpact VP Chris Owens put it, their “special power” was grabbing deals and closing them. Asking them to hunt was slow and expensive.

"I was talking to one of my reps yesterday. He goes, Chris, it took me three hours to send 20 connection requests last week, because I did all my research and really had to focus on it. And I was like, man, that's a lot of time."
-Chris Owens, VP of Sales at TransImpact

Uptown gave TransImpact’s closers a managed LinkedIn outbound engine. Targeting the right accounts, adapting the message from replies, and putting qualified meetings directly on sellers’ calendars.

The program began with one seller’s LinkedIn profile. Uptown built the account list by hand, removed TransImpact’s current customers and open opportunities, and ran the outreach from the seller’s own profile. Every booked meeting landed on the right account executive’s calendar with the context needed to take over the conversation.

As the meetings proved themselves and individual calendars filled, TransImpact expanded the program across eight sales seats. The sales team’s only job was the one it had been hired to do: close.

Uptown and TransImpact built the program around six operating principles:

• Target the people who own the problem: directors and VPs of supply chain, demand planning, and inventory at upper-mid-market companies selected from a hand-built list of industries that actually carry inventory
• Message the use case, not the category. “AI in your supply chain” got silence; “AI for forecasting” and “AI for demand planning” booked meetings, so each seller carried a message tied to a specific problem
• Treat replies as market data. When too many prospects said they did not carry inventory, Uptown changed the industry mix and doubled the positive-response rate within two weeks
• Protect what was already in play by excluding current customers and live deals from every account’s targeting
• Route every positive reply to the account executive who owned it, with enough context to pick up the conversation cold
• Add capacity when the leads piled up. When one seller’s calendar became the bottleneck, TransImpact added another LinkedIn seat instead of slowing the program down

"You have had just a slew of meetings scheduled that were good quality. They're actual good meetings. They're people we could actually sell to."