client review

Their structure, systems, and methods are all very impressive.

Mike Colesante Avatar
Mike Colesante
VP Sales
Lead Generation
client industry
IT Cloud Services Company
project summary
An IT cloud services company hired Callbox in order to help them generate leads and revenue. The team is responsible for taking a multimedia approach to lead generation and appointment setting.

Opportunity / Challenge

For what projects/services did your company hire Callbox?

Muti media approach to lead generation and appointment setting.

What were your goals for this project?

As a sales and lead generation project, our goal is to generate leads and revenue. We measure success in contracts acquired in excess of lad generation cost.


How did you select Callbox?

Interviewed, researched, and evaluated 5 lead generation companies before selecting 2 for 6-month trial projects. Callbox outperformed and was signed for a 1-year engagement.

Describe the project in detail

Callbox generates leads through email digital and direct calling into targeted accounts. The agreement is activity-based. By that, I mean Callbox contract for a specific number of outbound calls, emails impressions every month.

We conference weekly to adjust the message and manage common objections or other required changes to messaging.

What was the team composition?

Callbox team is a mix of a project manager, team manager as well as the person actually making calls. Direct feedback is the key to a successful engagement. On our side, it is the sales manager marketing manager, and sometimes the sales reps managing the prospect’s life cycle.

Results and Feedback

Can you share any outcomes from the project that demonstrate progress or success?

We have a relatively long sales cycle (6-12 months) Tracking lead origin and outcome is important. Since engaging with Callbox we have signed one new contract which with our typical customer Life Time Value covers the cost of the project.

Since we have several leads still active in our pipeline and still have 5 months of service, we believe this will be a profitable engagement.

How effective was the workflow between your team and theirs?

A very good line of communication and the collaboration methodology is very well integrated. Their portal to monitor progress is also very helpful.

What did you find most impressive about this company?

Their structure, systems, and methods are all very impressive. Great communication, feedback, and adjustments as required.

Are there any areas for improvement?

Most of the improvements (changing directions and messages) are related to my delay in providing feedback and asking questions in the 1st few months. As their client, only I know my industry and messaging which cannot be outsourced.

Although they make that point in the engagement process, maybe if they stressed the importance of early adjustments and messaging a bit more, I would have been more aggressive.

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