We’ve definitely gained business tied to work that Callbox does.
Callbox secures 6–10 qualified leads per week that their client probably wouldn’t have found otherwise. The team is responsive and accommodating of script requests. They’re also helpful in recording challenges to their outreach efforts.
Opportunity / Challenge
For what projects/services did your company hire Callbox?
We were looking to get better quality leads into the top of our funnel for our business development team. Previously, we had a scattershot approach where we’d rely on SEO to bring in leads. A lot of those leads weren’t qualified and weren’t a great fit for our service. We also go leads through email campaigns, networking, and referrals. All of these methods weren’t getting us the qualified leads we were looking for.
What were your goals for this project?
Solution
How did you select Callbox?
They were hired the first time before I started the position. When we re-engaged, we did a three-month trial and decided we wanted to work with them going forward.
Describe the project in detail
We used Callbox initially to refine our process and improve it. This time, we decided to hire them for a more extensive engagement. We have our own database of hospitals, radiology departments, and imaging centers across the US. We provided Callbox that information and they also have a research team with their own database.
As part of the process, we had an onboarding meeting where we discussed what they had done for us in the past and what changes we’d like to see. We told them which contacts we wanted to get in touch with, along with their positions.
From there, we worked up an initial script with them that their telemarketers could use to get through any gatekeepers through to the stakeholders. We worked with them on the script and came up with a number of answers to potential objections they had, too. The goal was to get an interested lead to agree to an appointment with one of our sales representatives.
Additionally, they provide outreach through email and LinkedIn outreach for the leads we were looking for. They also have a schedule to call and re-dial contacts that they haven’t been able to get in touch with.
We spend $54,000 annually with Callbox. We started working together in July 2020, and our work is ongoing.
What was the team composition?
I work with K6 (Project Manager), Alex (Sales Manager), and April (Management Solutions Lead).
Results and Feedback
Can you share any outcomes from the project that demonstrate progress or success?
Once they got up and running for us, they started providing us with 6–10 qualified leads a week that we probably wouldn’t have had in our funnel otherwise. They also get us a number of marketing qualified leads. The multi-touch approach proved to be really successful for us. We’ve definitely gained business tied to work that Callbox does.
In our weekly calls, they generate a list of objections that they’ve heard from prospects. Over time, we’ve talked to them and worked with them to craft different answers for different objections, which changes over time. They’re very responsive and their research team provides very in-depth data. We’re happy with the work, overall.
How effective was the workflow between your team and theirs?
We communicate email, phone, and Zoom to keep in touch. We have a weekly standup for updates and feedback, too.
What did you find most impressive about this company?
Whenever we have a script change request, they’re very responsive in incorporating those changes. They communicate very well in our weekly call as well and are able to articulate challenges well.
Are there any areas for improvement?
No, we’re happy with them and have no complaints.
