title: "GTM Experiment #2: We Had Pulsar Call 100 Leads in One Week. 14 Booked Demos."

category: "GTM Experiments"

date: "March 12, 2026"

readTime: "7 min read"

author: "Nebulaa Team"

GTM Experiment #2: We Had Pulsar Call 100 Leads in One Week. 14 Booked Demos.

Priya came back from the India Beauty & Wellness Expo in Mumbai with 100 business cards. Buyers, distributors, salon chain owners — the kind of leads that take months to generate through inbound. She had one week before the post-expo buzz faded and people forgot who she was.

She had no sales team. Just herself, a co-founder who was heads-down on product, and a very long to-do list. She gave all 100 leads to Pulsar.

Here's what happened.

The Problem

Business cards from trade shows have a brutal decay curve. Contact someone within 48 hours and they remember you. Wait a week and you're just another card in a pile on their desk. Wait two weeks and you're in the bin.

Priya had 100 leads. Manually calling even 20 of them properly — researching, scripting, dialing, following up — would take 3–4 full days. She didn't have that time. So she ran an experiment.

The Setup

Pulsar was configured with the following parameters:

**Script tone**: Warm, not salesy. "I'm calling to continue the conversation from the expo" energy, not cold pitch energy.

**Qualification criteria**:

**Call timing**: 10 AM–12 PM and 3 PM–5 PM IST only (Priya's ICP answers calls during these windows, not during lunch or evening).

**Follow-up sequence**: Leads who didn't pick up got a WhatsApp message 30 minutes later. Leads who picked up but weren't ready got added to a 21-day nurture sequence.

The Numbers

Pulsar worked through all 100 leads over 4 days (calls were spread to avoid spam flags).

14 demos booked. 3 of those converted to paid distributors within 30 days, generating ₹1.8L in first orders.

What a Qualifying Call Actually Sounded Like

Here's a lightly edited transcript from one of the calls:

**Pulsar**: Hi, this is an automated call on behalf of Priya from Velara Naturals. You met at the India Beauty Expo last week. She wanted to personally follow up. Is this a good time for a 90-second conversation?

**Lead**: Oh, Velara — yes, the herbal skincare one?

**Pulsar**: That's right. Priya wanted to check — are you currently sourcing herbal skincare for your stores, or is that a category you're looking to add?

**Lead**: We're looking, actually. We have four stores in Pune.

**Pulsar**: Perfect. Priya has a slot open Thursday at 11 AM or Friday at 2 PM to walk you through the distributor programme. Which works better for you?

**Lead**: Thursday is fine.

**Pulsar**: Confirmed. She'll send a calendar invite to this number. Anything specific you'd like her to prepare for the call?

Total call length: 2 minutes 14 seconds. The lead didn't feel called by a bot — they felt followed up with, personally, by the founder.

What Worked

**Speed mattered most.** The calls went out within 24 hours of Priya uploading the contacts. People remembered the expo. The window was fresh.

**Short and specific beats long and generic.** Pulsar's script didn't try to close on the first call. It just re-established context, qualified intent, and booked a slot. That's it.

**WhatsApp follow-up recovered almost 30% of the missed calls.** Of the 38 voicemails, 11 replied to WhatsApp — that's a 29% recovery rate on calls that would have otherwise been dead.

What Didn't Work

**15 leads were wrong-segment entirely** — they were expo visitors who weren't buyers at all. This contaminated the list and lowered the overall pickup-to-qualified ratio. Better list hygiene upfront would have improved the numbers.

**Leads outside Maharashtra answered less.** Pick-up rates in Delhi and Bangalore were lower — possibly time zone or cultural call-answer habits. Regional timing adjustments would help.

ROI Calculation

Even if you exclude the closed revenue and just count the demo pipeline — 14 conversations with qualified buyers that Priya didn't have to make manually — the value is obvious.

Conclusion

100 leads, 4 days, ₹3,200 spent. 14 demos, 3 conversions, ₹1.8L in pipeline. Priya's manual effort would have been 3–4 full days and maybe 8 demos if she was lucky.

The experiment is repeatable. If you have leads sitting in a spreadsheet right now — from a trade show, a website, an event — Pulsar can work through them faster than any SDR you could hire.

Key Takeaways

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