DGTL Sales
Pipeline Generation, Revenue Ops, and Customer Success for B2B
Outbound engines, revenue operations, and customer success programs built alongside Marketing and Data so pipeline is consistent, measured, and handed off without a CRM seam. Headquartered in Quito, delivery teams distributed across the Americas. UTC-5 all year, an hour or less from your US East Coast team, bilingual from sprint one.
Your pipeline is unpredictable. Some months are strong because a founder closed a deal through their network. Other months are quiet because there's no repeatable engine generating qualified opportunities.
Your CRM has data in it, but nobody trusts the numbers. Forecasting is more intuition than analysis. Marketing says they're sending leads, but sales says they're unqualified. Customer success is reactive, you find out about churn when the cancellation email arrives, not three months earlier when the warning signs started.
These aren't separate problems. They're symptoms of a revenue operation that was never architected as a system. And as you scale past founder-led sales, the cracks become canyons.
Better together
Hiring DGTL for one practice works. Here is why most engagements use more than one.
Sales works closely with Marketing (inbound/outbound alignment and shared attribution), AI (outreach personalization and prospect research automation), Studio (sales collateral, pitch decks, and case study videos), and Data (revenue analytics and forecasting infrastructure). Our B2B commerce client's results came from Sales and Marketing sharing one pipeline view, with Data connecting every touchpoint to revenue.
How we staff Sales
Every engagement lands the seniority your scope needs. No bait-and-switch between the sales call and the kickoff. No junior-heavy delivery teams behind a Principal on the deck.
10+ years
Principal RevOps Lead
Owns the revenue architecture: pipeline stages, forecast rituals, compensation design, territory planning. Has scaled a B2B revenue org through at least one Series B.
6 to 9 years
Senior Sales Lead
Runs outbound execution, SDR coaching, and account-based playbooks. Experienced in both founder-led sales and managed teams.
3 to 5 years
Mid Sales Specialist
Executes outbound motions, owns sequences and list hygiene, handles CRM operational work.
variable
Customer Success Specialist
Health scoring, expansion playbooks, churn prevention. Brought in for engagements where net retention is the real KPI.
DGTL Readiness Index
The Sales dimension, before and after.
The Sales dimension measures outbound cadence, conversion measurement, revenue operations, and forecast accuracy. We move it by installing a pipeline architecture your CRO can actually forecast against, not a CRM that everyone works around.
Day 1, typical pre-engagement
2.5 / 5
Day 90, after cross-practice work
4.0 / 5
Median delta across 90-day engagements: +1.5 points. Composite profile from discovery engagements with mid-market companies. See the full 8-dimension framework.
What we do
Every module ships with senior practice leads, clear deliverables, and measurable outcomes. Engagements combine the modules you need into one scoped program.
Outbound Sales
Cold outbound programs built on verified data, personalized sequences, and SDR playbooks that hold up against modern deliverability rules.
Inbound Sales
Inbound qualification, routing, and speed-to-lead workflows so demo requests do not sit in a queue while intent cools off.
AI Prospecting
Clay, Apollo, and custom agent stacks that research accounts, write openers, and enrich lists far faster than manual SDR work.
CRM Implementation
Salesforce and HubSpot setup, cleanup, and ongoing admin, with object models that match how your team actually sells.
Sales Enablement
Battle cards, discovery frameworks, and call recording review programs in Gong and Chorus to raise rep consistency.
RevOps and Forecasting
Pipeline hygiene, forecast models, and revenue dashboards that boards can trust, built on Clari, Salesforce, and your data warehouse.
Customer Success
CS motion design, health scoring, and QBR playbooks for retention and expansion in seat-based and usage-based models.
Churn Prevention
Churn signal detection, save-motion design, and win-back campaigns that recover revenue before renewal conversations start.
Onboarding Programs
Customer onboarding journeys that shorten time to value, reduce ticket volume, and lift net revenue retention in the first 90 days.
Sales Automation
Outreach, Salesloft, and custom automations that cut admin time per rep so sellers spend more of their day talking to buyers.
Account-Based Selling
Tiered account plans, multi-threaded outreach, and exec sponsor programs for six and seven-figure deals.
Partnerships and Channel
Channel, reseller, and technology-partner programs with deal registration, enablement, and co-selling mechanics that hold up.
Pricing Optimization
Packaging and pricing tiers grounded in willingness-to-pay research, competitive teardown, and P and L modeling.
Sales Playbooks
Role-specific playbooks for AEs, SDRs, and CS, written as runnable processes rather than 80-slide decks no one reads.
Qualification Bots
Chat and voice agents that qualify inbound leads 24/7, book meetings directly, and sync context back into CRM.
How it works
Revenue Audit
We map your entire revenue operation, lead sources, conversion rates, sales process, tech stack, and retention metrics. We identify where deals stall, where data breaks, and where revenue leaks.
Infrastructure Setup
We configure your CRM, build automation workflows, set up outbound sequences, and connect the data sources that give you pipeline visibility from first touch to renewal.
Outbound Launch
We activate outbound campaigns, targeted prospecting, personalized outreach, and multi-channel sequences with A/B testing and continuous optimization.
Analytics & Forecasting
We build dashboards and forecasting models so your leadership team can see pipeline health, conversion trends, and revenue trajectory in real time.
Retention & Expansion
We implement health scoring, build success playbooks, and create expansion workflows that protect existing revenue and grow account value over time.
Engagement models
Three ways to buy Sales engagements. The difference is what happens at the end.
Same team underneath all three. One MSA, one SOW per engagement. What changes is how long you commit, what flexes once work starts, and who sits on the team. We scope every engagement to what you’re building instead of dropping you into a published tier.
01Project | 02Retainer | 03Embedded Team | |
|---|---|---|---|
| At the end | ProjectIt ends. | RetainerIt keeps going. | Embedded TeamIt renews. |
| Ideal stage | ProjectPre-launch, MVP, redesign, audit, certification | RetainerGrowth phase, ongoing optimization, scaling | Embedded TeamScale phase, fractional executive leadership |
| Commitment | Project4–16 weeks | RetainerMonth-to-month after a 3-month minimum | Embedded TeamQuarterly, renewable |
| How it starts | ProjectPaid discovery sprint (1–2 weeks) | RetainerKickoff + priorities alignment session | Embedded TeamTeam matching + onboarding week |
| Who’s on it | ProjectCross-practice squad assembled for your project | RetainerDedicated team lead + rotating specialists | Embedded TeamFull-time embedded specialists |
| What flexes | ProjectDefined deliverables and timeline | RetainerFlexible within allocated hours | Embedded TeamFlexible within team capacity |
| Where we’d start | We’d start with a Retainer: pipeline and RevOps are systems you run, not projects you finish. | ||
Not sure which one fits? Tell us what you’re working on and we’ll recommend the right model based on your goals, timeline, and budget.
We custom-scope every engagement. Most focused engagements start in the five figures, and multi-practice transformations scale into the six and seven figures. Retainers and embedded teams are priced monthly, based on seniority and hours.
See the full comparisonResults
Metrics from recent DGTL Sales engagements:
Sales cycle
25% shorter
CRM optimization and pipeline automation reducing deal friction
Outbound reply rate
12%+
AI-personalized cold outreach across email and LinkedIn
Net revenue retention
Improved
Health scoring and success playbooks reducing churn
Pipeline growth
3.2×
Combined inbound/outbound engine for a B2B commerce platform
What clients say
“DGTL set up an engine that actually researches each prospect and writes something relevant. Reply rates tripled and we finally have a pipeline that doesn’t depend on my co-founder’s network.”
Revenue Lead, B2B logistics platform
Representative example. Roles and industries are shown; specific companies and individuals are not identified until signed releases are available.
Our stack
The 15 tools we reach for most. We use plenty of others when the engagement calls for them.
Quito HQ, delivery across the Americas
UTC-5 all year, an hour or less from your East Coast team in either season. Bilingual English and Spanish. No handoff at 5pm, and nothing waits overnight when the US clocks change in March and November.
Why this matters
The problem
Your pipeline depends on your founder’s network, your CRM is a mess, and you lose customers faster than you close them because nobody owns the post-sale experience. You don't have a repeatable system, your CRM is a mess, and your forecast is a guess.
What we do about it
We build the systems, outbound, RevOps, and customer success, that generate pipeline, accelerate deals, and protect your recurring revenue.
What you get
You get predictable pipeline, shorter sales cycles, and a churn rate you can actually defend in a board meeting.
Frequently asked questions
Ready to build predictable pipeline?
Tell us about your revenue goals. We’ll architect the system to hit them.