Lifted CRE conversion 2.3× with 18-month nurture sequences and Salesforce enrichment.

The challenge

A Mumbai commercial leasing firm working Grade-A office space and co-working inventory had 9,200 enterprise contacts in Salesforce with patchy data — half were missing job title, headcount or office expiry. Leasing cycles run 12 to 18 months and most enquiries went cold by month 3 because nobody owned the in-between touches.

How we deployed

• Enriched all 9,200 contacts via Apollo and ZoomInfo against current employer and seat count.
• Tagged every contact with current lease expiry where available and built a 18-month nurture clock.
• Triggered email + LinkedIn touches at month 3, 6, 9, 12, 15 and 17 of the cycle.
• Routed any reply back to a leasing consultant inside Salesforce with full context.
• Killed dead contacts after 24 months of zero engagement to keep cost flat.

What changed

• Conversion from enquiry to signed lease lifted 2.3× over 9 months.
• Average leasing cycle compressed by 4 months across the active pipeline.
• Pipeline value grew to Rs 84 crore from previously dormant contacts.
• Sales consultants spent 70% of their week on hot deals, not cold outreach.
• Salesforce data hygiene held above 94% for the first time in firm history.

— Managing Partner · Commercial CRE Firm