They offer a different perspective on how you think to improve your sales.
Callbox's team has acclimated well to the firm's internal culture. They strive to improve their strategies, being transparent about what does and doesn't work.
Opportunity / Challenge
For what projects/services did your company hire Callbox?
I was hired to drive sales and adoption of a new technology that we’d acquired called SYNCHRO. However, I’m only one person. I needed a company to help fill the gaps ins our marketing research and sales so that we wouldn’t have to hire more internal team members. Their responsibility would be to find and call qualified leads for me so that I could capitalize on them.
What were your goals for this project?
Find and call qualified leads for me so that I could capitalize on them.
How did you select Callbox?
We were already engaged with Callbox on a different technology project and saw results there. Expanding our partnership to this project just felt like the natural evolution.
Describe the project in detail
Callbox generates leads for us through cold calls. At the start, we provided them with a list of contacts to reach out to along with sales playbooks and other internal training resources. We even did some role-playing scenarios to make sure that their agents were ready to prospect and call our accounts.
They had the training process down, but we did need to help as far as the messaging. We wanted to make sure that it sounded like the call was coming from a Bentley Systems representative rather than someone interpreting our mission.
From there, it’s just been a matter of them calling our contacts, documenting their notes, and handing them off to us through our marketing platform. They also leverage their own internal database to conduct outreach based on our given parameters, and they’ve done LinkedIn social selling to help build a rapport with potential prospects. Their team helps scrub and revalidate contacts that we’ve already had.
What was the team composition?
Anna (Marketing) handles our regular communication cadence. She includes other members as needed to help out with internal marketing operations.
Results and Feedback
Can you share any outcomes from the project that demonstrate progress or success?
From a sales side, about 10 of their leads have been converted to opportunities with a dollar value of roughly $150,000. We haven’t closed any deals yet, but we haven’t lost any either. The team also provides what they call marketing-qualified leads, which are leads that help us do more strategic targeting for our specific product.
As far as their professionalism, they’re very consistent. I’ve actually worked for a lead generation company early in my career, so I think they’ve done a quality job compared to my previous training.
How effective was the workflow between your team and theirs?
What did you find most impressive about this company?
Their eagerness and willingness to keep improving upon the engagement are impressive. It’s not just a one-and-done project where they give us information. Instead, they keep at it to evolve. That’s been one of the stronger aspects of this engagement because it reflects what I’ve seen during the short time that I’ve worked with them. How they go about things is very natural. It’s not like we have to try and teach them anything; they’re just willing to mimic our company culture.
Are there any areas for improvement?
There have been times when they’ve provided feedback on certain accounts that have competitive information without knowing the specifics of that company nor the contacts. But, they’ve been better at incorporating that, so there’s not much information left that we need to ask for.
Outside of that, there isn’t anything drastic that they need to improve upon. We’re three months into this engagement, but you’d think it was six just because of how efficient they are in our processes. Both teams have done a great job to support this engagement. There’s always a sense of urgency and prioritization. They’ve conveyed that what they’re doing for us is important, regardless of whether they have other customers or not.