Zeeba Vans

🚨 Challenge

Zeeba Vans is a national fleet rental company providing commercial vehicles to businesses scaling their operations. Despite strong service offerings and competitive pricing, they faced persistent challenges in connecting with the right buyers:

• Inconsistent pipeline — some months flooded with inquiries, others nearly dry.

• Wrong-fit conversations — too many calls with businesses that weren't ready to scale or didn't have the budget for fleet expansion.

• Timing misalignment — by the time they reached companies, many had already signed with competitors or delayed their expansion plans.

• Wasted sales effort — their team spent more time qualifying out bad-fit prospects than closing deals.

They needed a way to identify businesses showing genuine expansion signals and connect before competitors entered the conversation.

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💰 Results

Over the engagement, we helped Zeeba Vans achieve:

• $519,575 in closed contracts — not pipeline, not proposals. Signed deals.

• 57:1 return on investment — from a $9,000/month engagement to over half a million in revenue.

• Higher quality conversations — introductions were made to decision-makers at companies actively scaling, not cold contacts.

• Predictable deal flow — no more feast-or-famine cycles.

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✅ Solution

Our approach focused on identifying expansion signals that indicate a business will need fleet capacity — then positioning Zeeba Vans before they started searching for solutions.

1. Mapping Fleet Demand Signals

We identified the signals that indicate a company is about to need commercial vehicles:

• New location announcements: Companies opening new facilities, warehouses, or service areas that would require delivery or service fleet expansion.

• Hiring velocity: Businesses rapidly adding drivers, field technicians, or delivery staff — roles that require vehicles.

• Seasonal scaling patterns: Industries with predictable demand spikes (retail distribution, HVAC, landscaping) approaching their busy seasons.

• Funding announcements: Companies that had recently raised capital with stated plans for operational expansion.

• Contract wins: Businesses that had publicly announced new contracts requiring expanded service capacity.

By tracking these signals, we identified companies with imminent fleet needs — not just businesses that fit a demographic profile.

2. Timing-Based Positioning

Instead of cold outreach to 'operations managers,' we positioned Zeeba Vans in front of specific decision-makers at the moment their need emerged:

• Introductions happened within days of expansion signals appearing — before companies had fully explored their options.

• Messaging acknowledged their situation: 'Opening a new facility in [location]? Here's how to handle the fleet capacity without the capital outlay.'

• Conversations started with context, not a pitch — prospects felt understood, not sold to.

3. Qualifying Through Signals

We used signal data to pre-qualify introductions:

• Only connected Zeeba with companies whose expansion timeline and scale matched their fleet offerings.

• Filtered out early-stage planners by focusing on signals that indicated committed expansion (permits filed, leases signed, staff hired).

• Prioritized companies showing urgency — tight launch timelines, seasonal deadlines, or contract start dates.

4. Building Predictable Pipeline

We established a repeatable process that delivered qualified introductions consistently:

• Zeeba's sales team spent less time prospecting and more time on conversations that mattered.

• Pipeline became predictable — they could forecast based on signal volume, not hope.

• Close rates improved dramatically because every conversation started with a business that had a real, immediate need.

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🏹 Breaking Free from Cold Prospecting

Before working with us, Zeeba Vans relied on traditional methods — trade shows, referrals, and cold outreach to logistics managers. The result was inconsistent deal flow and a sales team frustrated by unqualified conversations.

By shifting to a signal-based approach, we helped them connect with businesses at the exact moment fleet needs emerged. The conversations changed from 'do you need vehicles?' to 'I see you're expanding into [market] — here's how to scale your fleet without tying up capital.'

The result? $519K+ in closed contracts. Not leads. Not pipeline. Signed deals from introductions that happened when timing created opportunity.

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If Zeeba Vans' success resonates with your B2B services company, let's talk. We help businesses connect with buyers showing active expansion signals — so you're positioned at the right moment, not competing on cold outreach.