Nine months of pipeline in 90 days — Pegasus's lane-launch playbook
How a 12-person sales team scaled outbound across 47 industries without adding headcount.
Our reps used to spend three hours building a single lane prospect list. Now Pulse builds it in 30 seconds and we spend that time on the conversation.
Chief Revenue Officer, Pegasus Logistics Group
The challenge
Pegasus's 12-person commercial team was being asked to expand into 47 industry verticals over the next year. Hiring more reps wasn't an option — capacity per rep had to climb. The bottleneck was research time: building a single industry-specific lane prospect list took three hours of trade-data wrangling and contact-finding.
The lane-launch playbook
Pegasus standardized on the LIT lane-launch starter sequence. Every new vertical kicked off the same way: a Pulse query for active importers in the target industry, a saved-company list in Command Center, contact enrichment for the top three personas, and a six-touch sequence seeded with the lane's actual carrier and volume data.
What used to take three hours per vertical now took twenty minutes. Reps moved straight from list-build to conversation, and the playbook stayed identical across industries — only the data changed.
Results
In 90 days, Pegasus built what their internal forecast had called a nine-month pipeline. Outbound capacity per rep grew 3.2×, and the team covered all 47 industries without adding a single hire. The lane-launch playbook is now Pegasus's standard onboarding sequence for new sales reps.
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