How 24/7 Services won 127 new clients with prospecting and CRM

24/7 Services, which operates in temporary staffing for pharmacies, recorded 331 new registrations, or 113% of its target, and 127 new customers since January 2026. Over the same period, the lead to customer conversion rate rose from 20.1% to 30.2%, a 50.4% increase, and from 11% to 37% on the prospecting channel. The number of active customers is up 19% from January to August compared with the same period the previous year. These results come from a setup deployed by Growth Room since January 2026, combining outbound prospecting, activation of the HubSpot CRM and a structured sales process for handling leads.

About 24/7 Services

24/7 Services works in the temporary staffing market for pharmacies. The business is B2B: its customers are pharmacies that need staff to cover short-term requirements. The model rests on two volumes that have to be held at the same time, registrations on one side and customers on the other, neither of which is worth much without the other.

The market has become harder. Competition is more aggressive, and temporary staffing still carries perception barriers, on cost as much as on the quality of the profiles. Part of the sales work therefore consists of handling those objections before the conversation even reaches the assignments themselves.

The starting point

24/7 Services wanted to accelerate its market conquest through a more proactive sales and growth approach. The point was not only to win customers in the short term, but to build a sales strategy that could hold at scale against more aggressive competition.

Four priorities had been set: convert new customers, structure the process that runs from lead to customer, increase average order value and increase customer lifetime value. The last two meant working the existing base as much as new entrants, so acquisition could not be treated in isolation.

Prospecting: building a steady outbound channel

We took over outbound prospecting with a simple objective: feed the pipeline continuously rather than in bursts. The channel is tracked across the full chain, from MQL to SQL and from SQL to signed customer, so that what actually converts is measured, not just what enters the database.

Prospecting has become the company's leading acquisition channel. Its lead to customer conversion rate went from 11% to 37%, a gain of 26 points on the channel.

Sales Ops: structuring how leads are handled

A defined path from lead to customer

We structured the commercial process for handling leads: who owns what, at which moment, and on which criteria a contact moves from one stage to the next. Every incoming lead now follows the same path, from first contact through to signature, whatever its source.

Stage-by-stage tracking

Conversion rates are measured at every stage change: MQL, then SQL, then customer. That is what makes it possible to see where leads stop and to fix the stage concerned, instead of adding volume upstream to compensate for a loss that sits further down.

CRM: activating HubSpot and working the customer base

The HubSpot CRM was activated as a sales steering tool, not as a contact directory. The stages of the sales process are reflected in it, which makes the pipeline readable: at any given moment, you know how many leads sit at each stage and which ones are moving.

We also set up customer nurturing to maintain the relationship with accounts already signed. This is the lever that serves both the average order value and the lifetime value objectives: keeping the relationship alive between two needs, rather than starting from scratch each time.

Results

• 331 new registrations since January 2026, or 113% of the target set.
• 127 new customers signed over the same period.
• +26 points of lead to customer conversion on prospecting, from 11% to 37%.
• +10 points of overall lead to customer conversion, from 20.1% to 30.2%, a 50.4% increase.
• +19% active customers from January to August, compared with the same period the previous year.
• Prospecting has become the company's leading acquisition channel.

The engagement has been running since January 2026, with the same approach: an explicit sales process, a CRM that reflects the real state of the pipeline, and a prospecting channel measured through to the signed customer.

Looking to structure your B2B prospecting?

Growth Room builds and runs your multichannel prospecting, from targeting through to booked meetings, with tracking based on the opportunities generated. To find out more, discover our B2B prospecting agency.