Case study · Corporate training · Malaysia
38 high-value meetings in the first year of a new training firm.
A training firm in its first year sold to decision makers at very large multinational companies across Malaysia. It had no professional network yet, and it needed one fast.
Led by our founder · Figures from the client’s report · Name withheld · First year
- Industry
- Corporate training and coaching
- Based in
- Malaysia
- Market
- Malaysia
- Length
- The first year
- Channels
- LinkedIn and email
At a glance
Corporate training start-up · Malaysia
The client and the goal
- The client
- A corporate training firm in Malaysia, 11 to 50 people, in its first year.
- Who they sell to
- Decision makers at very large multinational companies across Malaysia.
- The goal at the start
- Build a professional network fast and reach the firm’s growth goals within its first year.
- The message angle
- Shaped with the founder over several sessions: draw in buyers with a real reason to buy, and filter out the rest.
What we did
Researched the market and every prospect first.
The buyers were a narrow group: decision makers at very large multinational companies in Malaysia. Each one was researched before a message went out.
Decision makersVery large multinationalsMalaysiaShaped the message with the founder.
Over several sessions with the founder, who is also the lead instructor, the message was built to draw in buyers with a real reason to buy and to filter out the rest.
Everyone on the listBuyers with a real reason to buyNurtured leads with the client, month after month.
Leads were nurtured together with the client, so sales calls kept coming in every month of the first year.
LinkedInfirst contact and the conversationEmailalongsideNurturingshared with the client
What the work looked like
Role
Company
Geography
- inLinkedInfirst contact and the conversation
- @Emailalongside LinkedIn
PaceThe first year.
Results
Exhibit 1
83 qualified leads, and 38 of them met.
The campaign, stage by stage
38.5% of LinkedIn invitations
23% of connections wrote back
A qualified lead is a buyer who fits the brief and agreed to talk.
See the numbers
| Accepted | 38.5% |
|---|---|
| Replied | 23% |
| Qualified | 83 |
| Meetings | 38 |
Exhibit 2
About 3 high-value meetings a month, on average.
Meetings per month over the first year, on average
The report says sales calls came in every month of the first year; it does not split them by month, so this is the average only.
See the numbers
| High-value meetings | 38 |
|---|---|
| Months | 12 |
Exhibit 3
Acceptance ran above the top quarter of LinkedIn campaigns; replies above the median.
This campaign against public benchmarks, %
MedianHeyReach strong rangeThis campaign
Invitations acceptedHeyReach 2026, 96,051 campaigns
New connections who repliedHeyReach 2026, reply to acceptance
Benchmarks from HeyReach, LinkedIn Outreach Benchmark Report 2026 (96,051 campaigns).
See the numbers
| Invitations accepted: this campaign | 38.5% |
|---|---|
| Invitations accepted: median, HeyReach strong range | 20.75%, 31.78% |
| Replied: this campaign | 23% |
| Replied: median, HeyReach strong range | 18.1%, 28.89% |
What you can take from this
- No network yet? Start narrow.A short list of the right decision makers beats a long list of anyone.
- Let the founder shape the message.The person who teaches the course knows why a buyer would want it.
- Keep nurturing.A new name needs more than one touch before a big company books a call.
Photo: Kevin Woblick, on Unsplash. Benchmarks: HeyReach 2026.
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