Case study · Lift Social
Lift booked £14k in one month from 37 sales conversations
Hazel Woodward's social media agency had gone months without a new client. In June she logged 37 sales conversations and £14,000 of contracted revenue.
£14k
contracted revenue in one month
“Working with Zoë has made me realise I'm actually really good at sales and I really like it.”
About Lift Social
Lift is a social media agency, previously HW Digital, rebranded after taking on an investor. The team runs organic social for clients who want a content strategy rather than follower counts, with in-house design and strategy split across four specialist teams, each with its own team leader. The client base started out concentrated in dentistry and now covers several other industries.
The challenge
Between January and April, Hazel was barely in her own business, working somewhere between five and fifteen hours a week and distracted when she was there. Her operations manager kept delivery running and client retention held up, but sales sat entirely with Hazel, and no new clients were coming in. Lift lost around eight clients over about six months. Then the operations manager handed in her notice. Hazel's own read on it: she had been telling herself she hated sales and hated discovery calls, so she handed them to her team, where they never converted. Her long-term plan is to scale and exit, and she had got so focused on taking things off her plate that she stopped being the person bringing leads in.
What we did
Hazel started working with Zoë in June 2026, after working with her previously in 2023. She started tracking 100 minutes a week of sales activity, logged rep by rep: minutes spent, activity type, outcome, money made. She batches her logging, going back through her diary at the end of the week, and updates a rep when the contract is signed so the revenue attached to it is accurate.
Alongside the reps she changed how the business runs. She recruited four team leaders internally instead of replacing her operations manager, split the business into four teams, and rewrote the mission, vision and values around value rather than revenue, so every conversation now aims at one of five outcomes and revenue is only one of them. She turned off her automated follow-ups and rebuilt her CRM herself, including a lead scoring form she fills in on her phone at networking events that ranks who to follow up first. She also ran her own CEO report on the numbers: conversations, minutes, revenue, and what each conversation was worth.
The results
£9.33
earned per minute of sales activity
37
sales conversations in June
6
new Google reviews
“I always told myself, I hate sales. I hate doing discovery calls. It's just not my thing. And my team would do them, but the ones that my team did never close, never converted... Being in the membership has made me realise I'm actually really good at sales and I really like it. I feel like I've got my vibe back. I feel like I've got my energy back. I feel the best I've ever felt.”
Hazel Woodward
Founder @ Lift Social