The challenge
A solo executive coach in Mumbai working with C-suite clients had a six-month coaching engagement priced at Rs 6 lakh. Sales cycle ran 6 to 9 months. The coach was personally writing every nurture email, manually qualifying every discovery call and forgetting to ask past clients for referrals. The pipeline was either feast or famine and the coach was the bottleneck on every step.
How we deployed
- Built a 9-month HubSpot nurture sequence segmented by industry, designation and lead source.
- Layered AI-driven discovery-call scoring — prospects answered 6 conversational questions on WhatsApp before getting a Calendly slot.
- Routed only 7+ scored prospects to the coach calendar; the rest entered a long nurture loop.
- Built a referral automation triggered at month 3 and month 5 of every active engagement, with named-introduction templates pre-drafted.
- Auto-generated quarterly thought-leadership emails using the coach voice fine-tuned on past articles.
What changed
- Closed deals per quarter moved from 2 to 14 within three reporting cycles.
- Average deal size held steady at Rs 6 lakh — no discounting required.
- 38% of new business now traces to triggered referral asks, up from informal 4%.
- Coach reclaimed 11 hours a week previously spent on manual qualification.
- Pipeline coverage moved from 1.4x quota to 3.2x within 6 months.
"My calendar used to fill with people who could not afford me. Now the AI filters them and I only meet prospects who are 80% sold before I show up."
— Executive Coach · Mumbai