Luxury interior design firm · Sales
Building Sales for a Luxury Design Firm
This case study breaks down how a US-based luxury design firm with 800 employees built a repeatable prospecting muscle from the ground up. HKR.TEAM implemented a multi-channel B2B outreach system spanning Instagram, email, and phone to qualify 200+ on-brand leads. The data led them to expand from 2 to 5.
At a glance.
90 Days
HKR.TEAM pilot
5
HKR.TEAM members
- Industry
- Luxury Interior Design
- Location
- U.S.A.
- Company Size
- ~800 employees
- Service
- Sales role & B2B lead generation
The Challenge: B2B Lead Generation
The Low-Risk Bet Every Sales Director Wants to Make
The hardest part of sales is the top of the funnel. For relationship-driven brands, this creates a real problem. Your best sales people should be building relationships, not cold-calling lists.
We were contacted by a US Luxury Interior Design firm (~800 employees) to solve this exact bandwidth problem. Their sales model was heavily relationship-driven, which meant their internal team had almost no capacity for prospecting.
The leadership saw untapped revenue potential in inactive trade accounts and wanted to expand into new regions, but they couldn't afford to pull focus from their core business. They needed to build a "prospecting muscle" from scratch.
A Controlled, Low-Risk Pilot
Before committing to a full expansion, the client needed to know if these inactive accounts were actually convertible. They wanted to test the quality of the leads, and the viability of the outreach, without disrupting their existing sales flow.
HKR.TEAM launched a 90-day sales pilot focused on B2B lead generation via Instagram, email, and phone outreach.
To ensure the internal sales team only received qualified, on-brand leads, we structured the pilot around two distinct roles to maximize focus:
- Lead Gen Associate: Focused entirely on research, data enrichment, and qualification.
- Business Development Rep: Focused entirely on multi-channel outreach (using calls, email, and Instagram) to warm up leads before handing them off.
To make these handoffs seamless, we built the infrastructure to support them. We implemented a dedicated HubSpot pipeline (fully set up and managed by HKR.TEAM) to track the journey from "cold" to "qualified". By establishing clear KPIs and creating full process documentation, we ensured the system was transparent and easy to replicate, giving the internal team a structured engine. After 60 days, the board was thrilled with the early results.
The Results
From Experiment to Engine
200+
qualified leads handed off to the internal Sales team
The pilot proved that you can separate "hunting" from "closing" without sacrificing quality. Over the three-month period, the data showed:
- 2,300+ new and inactive accounts contacted.
- 200+ qualified leads handed off to the internal Sales team.
The Outcome
What began as a low-risk experiment became a permanent growth engine.
The client built a repeatable B2B lead generation engine that delivered over 200 qualified leads for their luxury design sales team.
After reviewing the data at the 90-day mark, the client immediately expanded the partnership from 2 team members to 5 to roll out the model across additional regions.
Roles hired.
The Pilot UnitMonth 1–3
- Lead Generation Associate (Research & Enrichment)
- Business Development Representative (Outreach & Qualification)
The ExpansionMonth 4+
- Business Development Representatives (Added to cover new regions)
- Lead Generation Associate (Added to support increased volume)
One open role in support, sales, ops, finance or recruiting is enough to start.
Book a 30-minute scoping call. We map the job and agree what success looks like.
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