Case Study: Rapid Pipeline Generation in Crisis Conditions

How Arise GTM Generated 300 Leads, 60 Hot Appointments, and 12 New Clients in 8 Weeks

Overview

When COVID hit, the entire market turned to LinkedIn overnight. Noise spiked, automation spam surged, and decision-makers were overwhelmed. Most companies froze. Arise GTM couldn’t; we needed immediate pipeline momentum.

Instead of joining the content arms race, we engineered a direct, high-intent outreach motion that bypassed noise and created real conversations at scale.

The result: 300 leads, 60 qualified appointments, and 12 new clients in just eight weeks.

The Challenge

Arise GTM needed a fast, repeatable way to generate qualified enterprise sales opportunities without relying on content production or brand visibility, both of which were collapsing under saturation.

Market conditions were chaotic:

A flood of LinkedIn content and “experts”

Drowning in automation noise

Buyers overwhelmed and hyper-skeptical

Slow decision cycles and risk-averse behaviour

Zero leverage from in-person selling or events

Objectives

Build a predictable pipeline without creating or posting content
Cut through the noise with an approach buyers would actually respond to
Bypass the failing “COVID content playbook”
Drive direct, high-value conversations quickly
Validate whether counter-market behaviour would outperform trend-following tactics

The Strategic Breakthrough

Every agency and vendor was shouting louder on LinkedIn.
We chose the opposite strategy: say less, go direct, and ask sharper questions.

The key insight was simple but powerful:

In crisis conditions, buyers don’t want more content; they want help. Privately. Fast. And without drama.

So we built a counter-positioned GTM motion:

No content
No personal branding
No spam automation
No posting strategy
No long nurture sequences

Execution Highlights

Arise GTM compressed a high-velocity GTM experiment into weeks, not months:

Refined the ICP to the exact decision-makers under COVID pressure (CMOs, Marketing Directors, RevOps leaders, Sales Directors).
Developed a short-form outreach model based on one compelling question per message — no pitch, no fluff.
Used lightweight LinkedIn tooling to improve targeting accuracy while keeping messages personal and manual.
Structured a real-time qualification workflow to move high-fit leads straight into conversations.
Focused 100% on inbox dialogue, which outperformed the entire COVID-era content flood.

This wasn’t a “LinkedIn hack.”
It was precision outbound engineered for crisis conditions.

Strategic Advantage Created

This campaign became the blueprint for several of Arise GTM’s later outbound, ABM, and pipeline acceleration frameworks.

Beyond the numbers, Arise GTM gained a long-term edge:

A repeatable outbound playbook that can be deployed in any market downturn

Deep insight into buyer pains across GTM, RevOps, and SaaS organisations

A differentiated motion that avoids content fatigue and algorithm dependency

Control over pipeline creation without relying on brand awareness

A GTM principle still central today:
The shortest path to revenue is a sharp question asked to the right person.

Case Study: Rapid Pipeline Generation in Crisis Conditions

How Arise GTM Generated 300 Leads, 60 Hot Appointments, and 12 New Clients in 8 Weeks

Overview

The Challenge

Objectives

The Strategic Breakthrough

In crisis conditions, buyers don’t want more content; they want help. Privately. Fast. And without drama.

Paul Sullivan

Founder & CEO, Arise GTM

Execution Highlights

Results

Strategic Advantage Created

Build a Pipeline That Cuts Through Noise, Even in Chaotic Markets

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