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

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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