“If we look at Q4, we had a 6% conversion rate on outbound activity. We doubled that. So across a full six month time window, we're at 12%, which is very, very significant.”
Who are RTB House
RTB House is a global technology company, founded in 2012 and now operating across 90+ markets. They've built one of the most advanced demand-side platforms in the industry, powered entirely by deep learning algorithms.
Their technology helps top brands and agencies drive performance across the full purchase funnel using highly personalised retargeting. RTB House has featured in the Financial Times FT1000 list of Europe's fastest growing companies seven consecutive times.
With a team operating across EMEA, APAC and the Americas, the sales organisation needed to run at the same level of sophistication as the technology it was selling.
The challenge
Entering Q4, RTB House identified a specific performance gap in their outbound motion. Despite consistent activity levels, the team were struggling to convert early-stage conversations into qualified opportunities at the rate the business needed.
The core issue wasn't a lack of outreach or effort. The breakdown happened further along the process, where initial interest needed to translate into opportunities.
Leadership knew a one-off workshop wouldn't shift entrenched habits. They needed a structured programme with sustained follow-through - someone who could embed with the team, understand the specific dynamics at play and drive genuine behavioural change.
The solution
We started with a two-day in-person workshop at RTB House's office, spending proper time with the sales team to understand how they worked and identify the friction points in their process.
What happened after the workshop made the difference. Weekly coaching and reinforcement sessions became the engine of change, turning concepts into new habits, new language and new behaviours the team applied immediately in live conversations.
The approach was consistent and cumulative. Each session built on the last, coaching the team through real deal scenarios in the context of the work they were actually doing.
The outcome
The results landed halfway into a six-month skill optimisation programme. Outbound conversion rate doubled from 6% to 12%, and qualified opportunities doubled across the same period.
For a team operating at RTB House's volume and complexity, doubling outbound conversion isn't a small adjustment. It's a structural shift - and it happened in months, not years.
Today RTB House has a more consistent process and pipeline, sharper qualification skills and a clearer way of turning early conversations into revenue.