Since 1965, Home Spirit, a family-owned company from northern France, has been designing and distributing B2B furniture with recognized artisanal expertise. Their business has historically relied on a loyal network of retail distributors.
To accelerate growth, the sales leadership wants to expand into new growth channels, particularly internationally and within the contract/CHR market (hotels, restaurants, offices, architects…).
For that, they needed an acquisition engine capable of going beyond the traditional playbook.
This September 3, 4, and 5, Home Spirit is hosting a strategic event in Paris to showcase its collections dedicated to the contract/CHR segment.
Objective: fill the event with the right decision-makers.
To achieve this, Antoine, a sales rep on Guillaume’s team, has been using Leadbay for several weeks to identify, qualify, and reach out to new prospects.
Focus on Contract/CHR: a tough but strategic target.
The Contract/CHR market (Cafés, Hotels, Restaurants) represents a major growth opportunity for Home Spirit. It’s a sector in deep transformation, where design, quality, and durability of furniture are becoming essential criteria — values aligned with Home Spirit’s DNA.
But this target has always been difficult to approach:
Decision-making circuits are fragmented (owners, architects, design agencies, operators…),
Purchase cycles are long, irregular, and often opportunistic,
The right contacts are hard to identify and reach,
The market is geographically scattered, with few centralized or up-to-date databases.
This is where Leadbay makes a real difference.
With Discover, Home Spirit was able to open new verticals, detect weak buying signals (recruitments, new openings, space redesigns, etc.), and prioritize the most relevant establishments through scoring.
Combined with the ability to quickly enrich each contact and take immediate action through targeted calls, Leadbay transforms a notoriously difficult market into a much more accessible pool of potential clients.
Concrete results.
300+ relevant leads identified and logged into their CRM in 1 month,
270 calls made, with a response rate of 60% (2 to 5x above B2B benchmarks),
80% of reached prospects expressed interest and registered for the event,
Bottom line: 1 out of 2 calls leads to a real business conversation.
What they learned along the way.
This real-world test highlighted several best practices:
Don’t rely only on Leadbay’s score: some leads with scores <50 turned out to be highly relevant. A low score ≠ a bad lead. Sometimes, it’s the start of a new vertical.
Target the right call windows: 9:00–11:30 / 2:00–4:30 → pick-up rates soared (up to 60%).
Don’t just chain-call: use “downtime” to enrich qualification and personalize outreach.
Prepare a script for missed calls: leave a message that makes people want to call back (and avoid impersonal spam).
Antoine is not a senior sales rep — and that’s the real point: even a junior profile, with a structured framework guided by Leadbay and his manager, can detect qualified leads at scale without losing precision.
Home Spirit’s goal doesn’t stop at the event itself.
Now it’s the senior sales team’s turn to step in. They pick up their account plans on Leadbay and just need to close. But they too quickly become hooked on spotting new targets to pursue.
Finally, marketing takes over. Leads are nurtured through a newsletter, the event’s video, and the release of the new season’s catalog.
And once you go from warm to hot… deals close!
A big congratulations to the Home Spirit team for these results.
We wish you a very successful event!