Growth depended heavily on referrals and advertising, with no direct route to target brands.
CLIENT RESULT / Product and scent marketing
iScent built a steady route into premium hotel, spa and luxury retail accounts.
SalesSourcers mapped priority markets across the GCC and Southeast Asia, tracked live buying signals and used calling and email to reach high-value brands.
INDUSTRYProduct and scent marketing
HEADQUARTERSDubai, United Arab Emirates
COMPANY SIZE11-50 employees
WEBSITEiscent.com ->
qualified leads470
sales meetings141
new clients31
ROI721%
Results reflect the campaign records and client materials supplied to SalesSourcers.
THE COMMERCIAL SITUATION
The business knew which brands it wanted, but referrals and advertising could not reach them consistently.
Pipeline was uneven, sales cycles were long and the team lacked a repeatable route into premium hospitality and retail accounts with the strongest potential value.
The sales team could not consistently identify which premium properties had a current buying trigger.
The business needed a repeatable way to manage longer, relationship-led sales cycles.
THE CAMPAIGN DESIGN
Combine account mapping with signals that indicate a property may be ready to invest.
Before outreach
How the market was prioritised.
- 01
Signals used
New hotel openings, refurbishments, premium retail expansion, spa launches and luxury venues investing in customer experience.
- 02
Account logic
Map the finite premium account universe by region, then prioritise properties with a timely reason to discuss scent and guest experience.
- 03
Outreach angle
Make every message feel account-specific by referencing the property, launch, renovation or customer-experience opportunity behind the approach.
During the campaign
How the campaign was run.
- 04
Map premium accounts
Build the addressable market across priority hospitality and retail segments.
- 05
Track live signals
Prioritise property openings, refurbishments and other events that create a reason to engage.
- 06
Personalise outreach
Connect the message to the specific property, event and commercial opportunity.
- 07
Maintain CRM follow-up
Keep longer-cycle opportunities moving through structured calling, email and follow-up.
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WRITTEN CLIENT PERSPECTIVEWe have consistent sales meetings each month and managed to sign some huge global brands.
THE COMMERCIAL IMPACT
Consistent meetings led to contracts with premium global brands.
Within twelve months, the campaign generated 470 qualified leads, 141 sales meetings, 31 new clients and a 721% ROI. iScent went from relying on referrals to a steady flow of meetings with premium hotels and fashion houses.
The campaign generated 470 qualified leads and 141 sales meetings across premium hospitality and retail accounts.
Thirty-one new clients were won, creating a 721% ROI from the outbound programme.
iScent won work with major global brands that referrals alone had not reached.
WHY IT WORKED
What turned activity into qualified pipeline.
Timing creates relevance
Openings and refurbishments gave the outreach a commercial reason beyond a generic introduction.
Map the full market
A defined account universe made prioritisation and coverage measurable.
Plan for longer cycles
CRM discipline mattered because premium contracts required sustained follow-up.
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