60% Growth In Pipeline In A Quarter - Sam Few, VP Sales & Marketing at TotalSDS
Sam Few, VP Sales & Marketing at Total SDS, discusses the company's use of Warmly to analyze website interaction, track leads, and manage customer acquisition cost. The use of Warmly by account executives contributed to a 60% growth in the pipeline for Q2. Sam Few highly recommends using Warmly for gaining insights, tracking leads, and scaling consistently, as it has greatly helped in identifying active leads and encouraging the use of the platform.
The Challenge
Sam Few is VP of Sales and Marketing at TotalSDS, a safety management platform. His team—account executives, outbound reps, and marketing—was laser-focused on managing customer acquisition costs while still growing pipeline. The challenge was a familiar one: they needed more pipeline without hiring more people.
The team was running outbound sequences through Outreach but had limited visibility into which sequences were actually driving engagement, which website pages were resonating, and whether prospects were actively researching TotalSDS before (or after) receiving outreach.
Enter Warmly
TotalSDS deployed Warmly across their outbound team, account executives, and marketing. The tool gave them three capabilities they didn’t have before:
• Page-level visibility: See which pages on the website were getting the most interaction from prospects
• Sequence attribution: Track which Outreach sequences were driving the most website visits and conversions
• AE self-sourcing: Account executives could come in every morning, check Warmly, and source their own leads based on who visited the site
“Being able to have our account executives use Warmly to source their own leads has helped our pipeline. In a time when we’re trying to manage customer acquisition cost, that’s huge.”
— Sam Few, VP of Sales & Marketing, TotalSDS
The Results
The results were dramatic. Over the full quarter that TotalSDS used Warmly, pipeline grew over 60% compared to the prior period. AEs went from relying entirely on marketing-sourced leads to actively self-sourcing deals every morning.
The team also gained a new superpower for deal velocity: tracking whether champions were sharing information internally. When a prospect’s colleagues start showing up on the website, that’s a buying signal—and Warmly surfaces it in real time.
“You might have a deal close to selling—a big contract. Your champion might be passing your information to higher execs. You can see them visiting the site through Warmly, which has helped us greatly.”
— Sam Few, VP of Sales & Marketing, TotalSDS
For teams looking to scale pipeline without scaling headcount, Sam’s advice is clear:
“I highly suggest using this platform, especially if you’re looking to grow and scale consistently. Having that insight and ability to track where each one of your leads is visiting—it’s a game changer.”
— Sam Few, VP of Sales & Marketing, TotalSDS
Company
TotalSDS
Industry
Safety Management Software
Size
Mid-Market
Products Used
Warm Leads
Visitor Identification
Outreach Integration
