NP Media
Partner context
NP Media operates in digital marketing for the real estate sector, helping agents and real estate teams generate qualified leads and increase listings through online advertising and digital systems.
Challenges
The partner did not have clear, consistent structures and processes across the different stages of the sales cycle (first call, follow-up, closing, etc.). This made true predictability difficult and complicated sales metrics tracking, limiting business scalability.
What we implemented
Built structures and processes for every stage of the sales process.
Implemented and analysed sales metrics.
Created a referral program.
Defined the CEO’s 20/80 principle, clarifying where the CEO should (and should not) be involved day to day.
Restructured department leadership, reducing bottlenecks and dependencies.
Created a training plan to transfer operational responsibility and progressively reduce direct touchpoints with the CEO.
Defined compensation plans aligned with performance, retention, and closing quality.
Results
Significantly reduced CEO dependency in daily operations, freeing time for strategy, growth, and positioning.
A more consistent and replicable sales process.
Funnel conversion rates increased from an average of 20% (May–Aug 2025) to an average of 32% closed deals (Sep–Oct 2025), driven by the new implementations and sales structures.
Better organisation and visibility over sales metrics.
Improved productivity, focus, and team motivation.
An operation better prepared to scale.
Increased average close rate from ~20% (May–Aug 2025) to ~32% (Sep–Oct 2025)
Reduced CEO dependency and built a replicable operation ready to scale
Joyn
Client context
JOYN is a company with a strong offer and high-quality service, which until then grew mostly through recommendations and direct referrals.
Challenges
The lack of a structured acquisition system prevented commercial predictability. The company relied on referrals and did not control the flow of new opportunities.
What we implemented
Structured the commercial offer and defined a clear positioning and value proposition.
Built a multi-channel customer acquisition system using paid ads, cold calls, and email marketing.
Implemented booking and follow-up processes for generated opportunities.
Results
Sales meetings booked every week in a predictable and consistent way.
Reduced dependence on recommendations.
A structured, scalable sales system that supports sustainable growth.
Built a predictable system for weekly sales meetings
Reduced referral dependency with multichannel acquisition and structured follow-up
PKE Automotive
Partner context
PKE Automotive is a Portuguese company operating in the automotive sector since 2002, specialised in performance solutions, fuel consumption reduction, and mechanical optimisation.
Challenges
The company had already invested in hiring and training sales reps, but results remained below expectations. The sales profiles did not match growth goals, and there was no performance-driven recruitment process.
What we implemented
Redefined the recruitment process with clear criteria aligned with business goals.
Ran a demanding selection process, resulting in hiring a high-potential sales rep.
Implemented an intensive sales training program to ensure consistency and focus on results.
Established routines for performance tracking and analysis.
Results
69% growth in July vs. the same month the year before.
48% growth in August, reaching targets that were planned for later months (2025 data).
A more aligned, motivated sales team focused on measurable outcomes.
69% growth in July and 48% growth in August (2025 data)
Performance-driven recruitment and intensive training built a more aligned, results-focused team
Portdance
Partner context
Portdance is a Portuguese brand specialising in dance shoes “Made in Portugal”, combining handcrafted manufacturing with premium materials. The company exports to several countries and is known for quality, comfort, and design.
Challenges
Even with a strong volume of leads, the sales process was not structured, which reduced the ability to capture opportunities. The CEO was the only person responsible for sales, limiting scalability and growth.
What we implemented
Fully redesigned the lead journey and optimised each stage of the sales funnel.
Shifted the sales process to a 100% online model, removing the need for travel.
Supported the recruitment and training of two new sales reps, building a structured and autonomous team.
Results
A shorter sales cycle, with 100% online meetings.
Around 90% reduction in Customer Acquisition Cost (CAC).
In just two months, the new sales reps closed orders worth tens of thousands of euros.
Reduced CAC by ~90% and shortened the cycle with a 100% online sales process
Built an autonomous sales team that closed tens of thousands of euros in orders, within 2 months
Academia Negócios de Saúde
Partner context
The company, led by Ana Gonçalves, operates in training and management consulting for healthcare professionals. The main product is the “Curso Clínicas de Sucesso”, a management specialisation for clinic owners, supported by other courses and advanced coaching programs.
Challenges
The company aimed to reach €1.3M in annual revenue, but faced several sales challenges. The sales process was not well structured, with no price testing, cross-sell strategies, or referral/reactivation programs. There was no clear visibility into sales team metrics, which made decision-making difficult. Sales meetings did not go deep enough into client pain points, presentations were too long, and there was no structured follow-up. In addition, the lead-to-close journey was not optimised, limiting conversion rate and growth.
What we implemented
Structured the offer and defined the Ideal Customer Profile (ICP).
Built the lead journey and the customer journey.
Developed sales scripts (first call and sales meetings).
Implemented sales metrics and performance tracking.
Delivered practical sales training and ongoing coaching for the sales rep.
Introduced cross-sell, up-sell, and renewal strategies.
Delivered in-person event sales training for the CEO.
Results
A significant increase in the number of meetings booked and in close rate during sales meetings.
A higher conversion rate into signed contracts, reflecting improvements in qualification and call handling.
Leadership gained full visibility over sales metrics, enabling data-based decisions instead of assumptions.
Implemented a lead and client reactivation process, allowing better monetisation of the existing database.
A more predictable, structured, results-driven sales operation.
In-person sales: the business achieved its highest-converting pitch ever.
Increased booked meetings, volume and close rate on sales calls
Implemented reactivation and metrics, making the operation predictable and data-driven
MotoNow
Partner context
Motonow is a motorcycle dealership with a fully equipped workshop and a complete offer of bikes and accessories. They provide solutions for different needs, from purchase to after-sales, with a strong focus on quality.
Challenges
Motonow did not have a solid direct acquisition system, which increased their reliance on intermediaries and made growth harder to control and predict. There was also a need to upskill the sales team and implement clear metrics to support a data-driven, performance-based management approach.
What we implemented
Built a direct customer acquisition system, combining a referral program, paid traffic, and social media.
Designed a structured lead journey, from form submission to closed deal.
Provided 1:1 support to the sales team through role-play sessions and continuous improvement routines.
Supported and coached leadership to strengthen management and improve team autonomy.
Results
More control over business predictability and over where opportunities come from.
A significant increase in the sales team’s productivity and autonomy.
Sales reps became more metrics-driven and improved their execution.
Strong revenue growth, from around €300k in 2023 to €1M in 2024.
Grew revenue from ~€300k (2023) to €1M (2024)
Built a multichannel direct acquisition engine and a full lead journey to increase predictability
Global Energia
Partner context
Global Energia operates in the solar energy space, focusing on solar panel installation solutions.
Challenges
Global Energia came to Scale Labs to build an internal structure to scale the number of contracts closed and to develop a strategy to enter new markets.
What we implemented
Reviewed and optimised the sales team’s procedures.
Introduced tools and routines to improve closing performance.
Built new scripts and outreach approaches for new niches.
Built a brand-new, fully remote sales team from the ground up.
Set up a scalable internal structure to support expansion into new market niches.
Results
Built a 100% online sales team.
Created a stronger, scalable internal structure to support new niches.
Develped an entirely new and remote sales team.
Implementation of a more robust and scalable internal structure to attack new markets.
Adency
Partner context
Adency is a performance-focused digital marketing agency, led by its founder/CEO, João Mafra.
Challenges
Increase predictability by reducing dependence on inbound lead flow.
Stand out in a highly competitive “digital marketing” market.
Build a clearer, differentiated offer to grow deal volume.
What we implemented
Developed a new offer with a differentiated positioning.
Built a new sales cycle aligned with the new offer.
Set up multiple acquisition sources to feed the new pipelines.
Built a sales function designed to scale volume and reduce inbound-driven unpredictability.
Results
Improved predictability through reduced dependence on inbound leads.
A new offer and differentiated positioning, driving higher business volume.
Increased predictability by reducing dependence on inbound lead flow.
New offer that positioned Adency as a growth partner, increasing the sales volume
Solar Installation Company
Partner context
A B2B and B2C solar installation company (name not disclosed at the client’s request).
Challenges
Despite having a mature sales department with almost a decade of experience, the operation was held back by inefficiencies across sales scripts, customer journey, lead nurturing, post-sale follow-up, and team satisfaction/motivation.
What we implemented
Improved sales scripts, customer journey, nurturing, and post-sale follow-up.
Started tracking key growth metrics.
Built an action plan based on real numbers instead of assumptions.
Results
Doubled the meeting booking rate in the first month.
Doubled pipeline volume.
Clear progress in team productivity and satisfaction.
Moved closer to the €18M annual sales goal, starting from €10M the previous year, without a significant increase in new inputs.
From €10M to €18M in anual sales, without a significant input increase
Clear improvement of the team’s satisfcation and productivity
Brasfone Group
Partner context
Brasfone is a well-known reference in Portugal in CRM, communication, and productivity, helping companies grow. As a certified Vodafone partner and a Pipedrive Elite Partner, they combine a consultative approach with technology solutions tailored to each business.
Challenges
Several challenges were identified in the sales department, both operational and related to human resources, which limited effectiveness and growth. There was also a need to review and optimise the sales cycle to increase efficiency and enable consistent growth in inputs and outputs.
What we implemented
Reviewed and optimised the sales cycle.
Identified key improvement areas and reorganised sales practices and routines.
Developed a lead nurturing plan.
Restructured the sales department to improve effectiveness and align with existing roles.
Results
A significant increase in the volume of sales inputs and outputs.
Stronger authority and positioning, with a positive impact on conversion rates.
A more efficient, aligned sales operation, ready for the growth goals defined by leadership.
A stronger team, with new talent and higher execution capacity.
Optimised the sales cycle and strengthened authority, improving conversion rates
Significant increase in the effectiveness of the commercial department
Feeling Agency
Partner context
Feeling is a digital agency specialised in fashion, beauty, and lifestyle, focusing on strategy and content for brands in these sectors.
Challenges
Consistently overdelivering without proper compensation due to weak expectation management and boundary-setting from the start.
A team fully absorbed by delivery and day-to-day operations, with no clear leadership and no medium/long-term plan with measurable KPIs.
What we implemented
Rebuilt key parts of the company during the first month of x-ray analysis.
Created systems to manage expectations and set client boundaries from day 1.
Developed new SOPs and new acquisition channels.
Built a new high-ticket offer with no major structural changes and doubled the ticket price.
Results
Enabled leadership to step away from daily operations and move into a strategic role.
A stronger structure with SOPs, acquisition, and a repositioned offer built for long-term, profitable client relationships.
Doubled the ticket price through the new offer.
Eliminated the founder from day to day operations to focus on winning tasks
Developed new SOPs, acquisition channels and a new high-ticket offer
Informal Labs
Partner context
Informal Labs is an audiovisual production company that combines creativity and strategy to produce video content focused on real business outcomes.
Challenges
Informal Labs was positioned as a “commodity” in the market, selling isolated services (branding, digital marketing, and audiovisual). This fragmented approach made it harder for clients to perceive added value and limited growth potential.
What we implemented
Restructured the offer into a holistic service, positioning the company as “essential” to its clients’ businesses.
Implemented multiple acquisition channels after strengthening the foundations.
Built a new sales team to support the new high-ticket offer.
Results
Added +€21k in new business volume in the first 30 days.
Increased revenue by 340%.
+21k cash collected in the first 30 days
340% revenue increase
