Growth is exciting, but sustaining it is a different game. It takes consistency, clarity, and the ability to scale what works. Especially for companies operating at the intersection of public safety and healthcare, where complexity is high and stakes are higher. For one rapidly scaling technology provider delivering mission-critical solutions to EMS, Fire, and hospital systems across the U.S., that tension between momentum and method became impossible to ignore.
They didn’t lack ambition, or talent, or even market demand. What they needed was a refined method. Repeatable, scalable systems to turn smart sales instincts into predictable revenue. With the right outbound playbook (and the right RevOps partners) they found their rhythm. Here’s how Foursight Management Consulting by Lane Four helped a high-impact team turn outbound into a growth engine.
The Challenge
Even high-performing sales teams can struggle when everyone plays by a different rulebook. For this healthtech company, growth was happening fast, but not always efficiently. Their sales motion, especially across Enterprise, Mid-Market, and Hospital segments, lacked cohesion. Reps were building their own cadences, tweaking their own messages, and leaning heavily on inbound to drive pipeline.
Leadership could see the cracks forming. There was no shared system to scale what was working, or to even see what was working in the first place. Three key gaps stood out:
- Inconsistent execution across segments
- Minimal visibility into performance by deal size or play type
- Risky pipeline coverage, especially in larger, longer-cycle deals
They weren’t looking to slow their team down. They just needed a framework that could keep pace with the business and make growth repeatable.
So, what did our team propose?
The Solution
Working together with the company’s teams, we helped design and roll out a unified Outbound Sales Playbook that gave reps structure, confidence, and visibility across every segment.
Each of the three primary segments, which had to be well defined off the bat, received its own tailored set of plays, built around messaging that reflected real buyer motivations and industry triggers. Reps were equipped with:
- Clearly defined plays for re-engagement, FOMO, and urgency-based outreach, answering “Why Them” and “Why Now”
- Persona-driven messaging and content mapped to decision-making moments
- Centralized content libraries with case studies, webinars, and competitive insights
- Automated cadences through their engagement platform for tracking and consistency
The Results
Within just weeks, the results spoke for themselves. The new playbook brought focus, predictability, and measurable impact across all sales segments.
- Nearly 40 new opportunities created in the first few weeks
- 88% team adoption, with reps successfully creating or generating pipeline across Enterprise, Mid-Market, and Health Care teams
- Significant increases in average deal size across multiple segments
- 1 deal closed in the first sales cycle
The biggest win? Beyond the numbers, the leadership team saw something even more valuable: clarity. They could now see what was working, where momentum was building, and how to replicate success across the organization.
Strategic Value
The playbook wasn’t just a short-term pipeline boost; it laid the groundwork for sustainable, scalable growth. The company now operates with:
- A repeatable outbound engine tailored to each segment’s sales motion
- A content-driven strategy that resonates with stakeholders across relevant industries
- A confident, empowered sales team equipped to execute with consistency
Looking Ahead
Following early success, the team is expanding the playbook to include additional segments, refine longer-cycle enterprise plays, and integrate more customer success stories into ongoing enablement.
But the real outcome goes beyond pipeline growth. It is predictability. With shared structure and rhythm, leaders can now forecast with confidence, plan resources more strategically, and scale without losing momentum.
In growth mode, structure is not a constraint. It is what gives you the freedom to move faster and smarter.
Ready to bring more predictability to your pipeline? Let’s chat.