BuildRight B2B Acceleration
Client: BuildRight
Overview
BuildRight had a great service but zero sales infrastructure. They were founder-led selling with no repeatable process, no CRM, and no pipeline visibility. We built their entire go-to-market engine from the ground up: hiring and training a 12-person sales team, implementing their tech stack, and creating the playbooks that took them from $0 to $5M ARR in 18 months.
What BuildRight was facing
100% founder-led sales with no capacity to scale
No CRM, pipeline tracking, or sales process documentation
Unable to hire effectively—no job descriptions, interview frameworks, or onboarding
Pricing was inconsistent, with deals ranging from $5K to $50K for similar scope
Zero outbound motion—entirely dependent on referrals and inbound
How we solved it
Sales infrastructure foundation
Implemented HubSpot CRM, defined pipeline stages, created deal templates, and built the reporting dashboards leadership needed to run the business.
Playbook development
Documented the founder's tribal knowledge into repeatable playbooks covering discovery calls, demos, proposals, negotiation, and handoff.
Team buildout
Designed the org structure, wrote job descriptions, built interview scorecards, and helped hire 12 reps across SDR, AE, and AM roles over 6 months.
Training & enablement
Created a 30-day onboarding program, weekly training sessions, and ongoing coaching frameworks that got reps to productivity in half the industry average time.
What we delivered
We delivered a complete sales organization: 12 trained reps operating from documented playbooks, a tech stack that gave leadership full visibility, standardized pricing and packaging, and an outbound engine generating 200+ qualified meetings per month. The founder went from closing every deal personally to overseeing a team that exceeded quota by 56%.
The transformation
"I went from working 80-hour weeks closing every deal myself to having a team that consistently outperforms. NEXUS didn't just build a sales team—they gave me my life back while 5x-ing the business."
What made this work
Founder-led sales is a phase, not a strategy. The sooner you systematize, the sooner you scale.
Hiring without playbooks creates expensive, slow chaos. Document first, hire second.
Standardized pricing isn't just operational—it's strategic. Consistency builds trust and speeds cycles.
Onboarding quality determines ramp time. A 30-day program beats 90 days of 'figure it out.'
Ready to achieve similar results?
Let's discuss how we can build growth infrastructure that actually works for your business.