How We helped Gray Falkon generate $900K+ in revenue through strategic lead generation

About Gray Falkon

Gray Falkon provides proprietary AI and automation technology that protects brand sales by identifying and removing unauthorized resellers from online marketplaces like Amazon, Walmart, and eBay. Their advanced technology safeguards brands, ensuring their products are sold exclusively by authorized vendors, protecting brand integrity and revenue.

The Challenge

Gray Falkon's small sales team, though great at closing, struggled with a cycle of inefficient prospecting:

• 85% of their time was spent "finding" new opportunities
• Only 15% of their time remained for closing deals
• Their internal outreach efforts couldn't achieve the necessary scale
• The sales team's valuable expertise was being underutilized
  

Doug Dent, CRO at Gray Falkon, explained:

"We're very good at explaining how we can help our customers, and we're not very good at getting out thousands and thousands of messages and emails to potential customers. It's sort of like two separate skill sets."

Our Solution

We implemented a comprehensive lead generation strategy that leveraged our existing experience with e-commerce brands:

1. MLS Data Targeting - Utilizing Multiple Listing Service data to specifically target e-commerce brands selling on Amazon with high sales volumes and numerous vendors
2. Strategic Prospect Segmentation 
3. Identifying prospects with job titles related to Amazon and e-commerce, focusing on those who were either new to their role, currently in that role, or had previous experience in similar positions
4. Industry-Specific Messaging - Tailoring outreach content to resonate with specific industry segments and enhance engagement rates

Client Experience

Gray Falkon appreciated our responsive, data-driven approach and willingness to adapt:

"It's a great team. Very responsive.”  - Doug Dent - “We provided a whole new strategy around who to target, and you guys adopted that 100%, and that doubled our leads once we started doing that as well. So we've had a pretty collaborative effort." 

The successful partnership continues to evolve, with ongoing optimization of targeting strategies to further enhance results.

Results

After approximately 16 months of partnership, Gray Falkon achieved these results:

• 174 qualified leads generated‍
• 12 new customers acquired, including ideal brands like Hanes‍
• $900K+ in total revenue generated‍
• 16x ROI

Complete reversal of time allocation - now spending 85% of time on customer-facing activities and only 15% on prospecting