Flexibility and proactivity are two of their strengths and key to their competitive advantage.
The team helped to secure a few new customers that increased the client’s revenue. By collecting information about leads prior to sales meetings, Callbox enables representatives to tailor pitches and streamlines the sales process. The involvement of leadership supports the ongoing engagement.
Opportunity / Challenge
For what projects/services did your company hire Callbox?
The challenge was to generate leads, bring opportunities to the table, and increase revenue. Our brand awareness in the US wasn’t as huge as it was in our main markets, and that’s why we wanted to spread the word about our presence here.
What were your goals for this project?
How did you select Callbox?
We sought the help of a lead generation company based in the US or at least a company that targeted its services to US markets. As we have internal processes, we also needed an adaptable company. A willingness to adapt to our processes was key in our negotiations along with the right lead generation expertise.
Callbox had more than 15 years of experience in lead generation and proactively made recommendations based on our needs. They were also one of the few companies that charged by campaign rather than lead. We chose them because we believed in their ability to do good work.
Describe the project in detail
Callbox manages outbound marketing activities, so calling and engaging with our target audience. Their activities are a mix of outbound calling, social media marketing, email marketing, and Google advertising to promote our website and landing pages. They also manage a chatbot that we integrated into our website.
Callbox works to generate qualified leads from companies. They schedule meetings for our sales executives with leads. Their team provides us with an overview of a lead after talking to them, which allows us to bring a solution to the table when we meet with them.
We initially hired them for a three-month-long project in March 2019, and we’re continuing to run campaigns with them. We look forward to renewing the process in March 2021.
What was the team composition?
We work with Callbox’s VP of operations, a service manager, and three more resources, including a social media specialist and a sales representative. The service manager acts as a project manager for all of our campaigns and there’s a campaign manager who schedules meetings and tweaks messaging for campaigns.
Results and Feedback
Can you share any outcomes from the project that demonstrate progress or success?
We measure the number of leads their team generates, so how many meetings they’re able to secure for our sales executives. We also measure the quality of leads, so how many leads involve the contacts we seek. Although their team’s securing fewer leads, they’re better quality leads. Callbox collects contacts with the proper job titles, and we’re generating more opportunities.
As the decision-making process for our services takes 3–12 months, we don’t see instantaneous results. During the campaign that their team launched in 2019, they generated over 100 leads and secured 3–4 customers that increase our revenue on a monthly basis.
How effective was the workflow between your team and theirs?
In the beginning, the process was quite complex. However, after the first 2–3 campaigns, it was clear that Callbox understood our goals. We also went through a change in the project’s leadership, and the involvement of their VP of operations was key to our continued collaboration.
Their team’s now in constant communication with us. We have weekly calls to check on the project’s progress. Their ability to be flexible with our internal processes is key to their services, and it’s a competitive advantage of Callbox’s. For example, they schedule meetings between leads and our sales executives.
What did you find most impressive about this company?
Flexibility and proactivity are two of their strengths and key to their competitive advantage. They adapt to our requests, messages, and products. Callbox also tells us about their progress and what can and can’t be done.
Are there any areas for improvement?
Although there’s always room for improvement, I don’t have constructive criticism for Callbox at the moment. Their marketing automation could be better, but they’re doing a good job so far.
[For future clients] To get the most out of your investment, know your value proposition and target audience. That will help Callbox adapt and give the best advice.