Outsourced SDR Case Study
Outsourced SDR Case Study: 186 Sales Meetings Held for ServiceMaster Clean
Scale Oxford ran an outsourced SDR team that held 186 sales meetings for ServiceMaster Clean. Its directors had been doing all the selling between site visits, so new business rose and fell with their diaries. Our team took over finding and booking the facilities and office managers who choose a cleaning contractor, and the sales calls stayed with the directors.
- ServiceMaster Clean
- Facilities services
- United Kingdom
- November 2025–July 2026 (9 months)
01THE CLIENT
The Client: A Cleaning Company With Room for More Work
ServiceMaster Clean cleans offices, schools and commercial buildings. Its operations team could take on more contracts, but the directors were doing all of the selling themselves, fitted in around site visits and staff rotas.
They had looked at hiring an SDR of their own, and the recruiting and training would have taken months before the first meeting. What they wanted was a team that could start straight away and be measured on meetings that actually happened.
Worked inCRMGoogle CalendarGoogle Workspace
02THE PROBLEM
The Problem: Selling Squeezed Into Spare Hours
New business only happened when the directors found time for it, which was rarely in a busy month.
Prospecting Done Last
Outreach happened in bursts between site visits, so the pipeline rose and fell with the directors’ diaries.
The Wrong Person at Each Building
Messages often reached whoever picked up, rather than the facilities or office manager who chooses the contractor.
Booked Calls That Didn’t Happen
Some booked calls were never confirmed, and a good share of them simply didn’t take place.
What the Wider Data SaysPublished numbers from outside Scale Oxford that explain why the work was done in this order.
- Nearly 7×
as likely to qualify a lead when a firm tried to reach the buyer within an hour of the enquiry, compared with trying even an hour later.
SourceHarvard Business Review, “The Short Life of Online Sales Leads” (2011) - 17%
of a B2B buying process is spent meeting potential suppliers. Buyers spend more of it, 27%, researching on their own online.
SourceGartner (CEB), survey of B2B buyers
03OUR WORK
What We Did: Finding the Buyers So the Directors Could Sell
Our team took on the start of the pipeline, and everything from the sales call onwards stayed with the directors. We spent the first days learning what the company offers, which buildings it suits and why its clients had chosen it over their last contractor. Then we agreed what makes a meeting worth the directors’ time, which came down to reaching the person who chooses the contractor at a building the team can actually cover.
Most of the early work was research. We found the facilities and office managers at businesses that fit and checked every contact before anyone wrote to them. Each prospect then heard from us more than once, on LinkedIn, by email and by phone, until they gave a clear answer. Before any call, the number was screened against the Corporate Telephone Preference Service.
Booked meetings went into the CRM with notes on what the prospect had said, and each one was confirmed the day before, which is how all our appointment setting works. Before we started, a good share of booked calls never happened, so that habit mattered here. The directors received a written report every week on who was contacted and what they said, and a co-founder went through the results with them each month.
04RESULTS
The Results: What Changed in the Sales Diary
Results for ServiceMaster Clean, November 2025–July 2026 (9 months): 186 sales meetings held, 87% booked meetings that went ahead and 31 new contracts won.
These figures are counted from the client’s CRM and calendar for the period shown, and they count meetings that took place rather than messages sent. The directors still run every sales call and close every contract themselves. They just no longer have to find the people first.
- 186Sales meetings heldMeetings that took place with a qualified prospect
- 87%Booked meetings that went aheadShare of booked meetings that took place
- 31New contracts wonSigned from meetings our team booked
- Client
- ServiceMaster Clean
- Sector
- Facilities services
- Market
- United Kingdom
- Period
- November 2025–July 2026 (9 months)
05MORE CASE STUDIES
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06QUESTIONS
Outsourced SDR Case Study: Frequently Asked Questions
- What does an outsourced SDR do?
An SDR, or sales development representative, works the start of your pipeline and turns interested buyers into booked meetings. At Scale Oxford the sales call, the proposal and the close stay with your team, because the person who closes should know your service inside out.
- Is an outsourced SDR cheaper than hiring one?
Often, especially in the first months. A salary is only the first line of what an in-house SDR costs, and a new hire spends weeks learning your market, while Scale Oxford’s team starts in the first week. Our plans are priced on the pricing page, and with no long contract you can keep the team until you hire your own.
- How quickly does an outsourced SDR team start?
Scale Oxford starts on your market in the first week. LinkedIn messages usually go out within the first few weeks, once you have approved the targeting and the words, and email follows after its sending addresses have been warmed up.
- What do you need from us to start?
Scale Oxford needs an hour in the first week to understand who you sell to and why they buy, approval of the messages before they go out, and someone on your team to take the meetings we book. Our team handles the rest.
- Do your SDRs make phone calls?
Yes, in custom plans. Scale Oxford screens every business number against the Corporate Telephone Preference Service first, and each caller says who they are calling for at the start of the call. Anyone who asks us to stop is not contacted again on any channel.
- How is an outsourced SDR team measured?
On meetings that actually took place. Scale Oxford sends a written report every week covering who was contacted, who replied and which meetings were booked, with next week’s plan beside it, and a co-founder goes through the results with you every month.
- Do you only work with businesses in Oxford?
No. Scale Oxford runs outsourced SDR campaigns for B2B companies across the UK, including service businesses whose buyer is a facilities or office manager. The outreach happens on LinkedIn, by email and on the phone, so where your buyers are matters far more than where we sit.
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