The Challenge
Nick Giuliani knew the math wasn't working. As Director of Business Development at Sifted, a B2B SaaS company operating in the logistics intelligence space, he was running a three-person SDR team through a phone motion that produced a 4-5% connect rate and averaged two to three meetings set per day.
And it was demoralizing. But it was more than that. Those numbers were structurally incapable of supporting the pipeline Sifted needed. Even though the team was working, making the dials, sending sequences... the results weren't there.
The real problem with a 5% connect rate is what the number demands of you if you want to grow through it.
Nick had already run the math on what it would take to meaningfully improve pipeline output without changing the underlying approach.
"I would've had to hire double the team that I have now. They would be making 550 to 600 calls a week. And it would all be unpredictable, rollercoaster results that we'd have no way to forecast.
It would just be pure luck.
So we would be screwed."
That, by definition, is not aheadcount problem or an activity volume problem.
Nick saw he was facing a problem with the fundamental approach Sifted was taking to outbound sales.
It was a lack of precision.
His team was dialing into a list without any behavioral intelligence about who was actually likely to pick up. They were treating every contact the same, which meant they were effectively treating every dial as a coin flip. At a 5% connect rate, the coin was landing tails almost all of the time.
The Solution
Like most thinking sales leaders, Nick has deep objections to parallel dialers.
He had seen how parallel dialing works in practice: load a hundred contacts, blast through the list, hope someone answers. You end up with a situation where reps are surprised by a connect instead of being prepared for it.
"If you throw a hundred people in, you have no preparation, you don't know the title, the persona...
How are you gonna pitch that person if you don't even know who they are?"
A rep who doesn't know who is about to answer can't tailor a pitch, can't reference relevant context, and can't open a conversation with any real credibility. The connect rate might tick up marginally, but the quality of what happens afterwards is just not where it needs to be.
And as we learned earlier, Nick had identified a fundamental issue in the volume-based outbound sales approach, not gains to be had on the margins.
What Nick wanted was the opposite of the spray-and-pray approach.
A way to know, before the dial, which contacts in his ICP had the highest behavioral likelihood of actually picking up.
That is the problem we at TitanX built Phone Intent™ to solve. Rather than dialing blind through a full list and discovering who answers by accident, TitanX identifies the 20% of any market whose behavioral patterns indicate they will pick up the phone.
So reps can call with preparation, context, and intent.
Nick rolled TitanX out to his SDR team and immediately structured a controlled test. He ran a TitanX group against a control group in the same calling window, measuring connect rates in real time.
The setup was simple. It was the same team, same time of day, same general market. But one group was calling with Phone Intent™ data and one was not.
He wasn't waiting for a quarterly review to see if the numbers moved. He wanted to know within hours whether the premise held.
The Results
Within the first two hours of testing, the TitanX group increased connect rates to over 20%. The control group, calling in the same window, sat at 4–5%.
Nick's reaction was immediate and unambiguous:
"It was an immediate impact and I knew it was gonna work from that moment on."
That two-hour window wasn't an anomaly.
Over the first 10 business days after rollout, Sifted's team-level connect rate held at just over 20%, more than tripling the 5.6% baseline they had been operating against. That effect carries on through the rest of the sales pipeline. It means the same amount of effort now produces three times the raw material for pipeline.
So, of course, they got more meetings, too. Not just more connects.
After TitanX went live on June 13th, average daily meetings set moved from 2-3 daily up to five.
I mean, we had a day where we had eight or nine last week. So, it is basically doubling our meetings set and 98% of it's coming from the phone, which is huge.
Clearly, that improvement wasn't a blended result across channels with murky attribution. The lift came entirely from a phone motion that Phone Intent™ made productive for the first time.
Nick's team was now operating with an whole new standard of performance.
Why TitanX
For Nick, the differentiation came down to the fact that his reps knew who they were calling before the phone rang.
A rep who loads a contact with context like their title, persona, and relevant framing can open with relevance. A rep who discovers who answered mid-conversation is already behind.
That's why Nick says he'll never use a parallel dialer.
The alternative to precision dialing isn't just a lower connect rate. It's a degraded conversation quality on the few calls that do connect, because the rep had no way to prepare. TitanX gave his team the intelligence to call strategically rather than speculatively.
The speed of the validation also mattered to Nick. He didn't need months of data to make a decision. The side-by-side test produced a clear answer in two hours. Connect rates above 20% versus 4–5% in the same calling window isn't a result that requires statistical nuance to interpret.
It's a result that removes the question entirely. The trial demonstrated value before dashboards, deeper configuration, or full operational support were even in place — which is exactly the kind of proof a Director of Business Development needs when he's evaluating whether to change the motion his team runs every single day.
Nick's plan now is straightforward: scale what's working.
With meetings set doubling and connect rates holding above 20%, the case for expanding TitanX's footprint across Sifted's outbound motion isn't a hard one to make.
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