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Callbox Webinar Event and ABM Campaign Mined Success For Jewelry ERP

The Client

The Client is a 25-year old technology solution and business consulting provider, and a Microsoft business partner who largely carries Microsoft dynamics products in the Middle East.

The Challenge

The Client started to provide technology and business solutions more than a couple of decades ago, and has built a huge database of customers despite the challenges encountered.

They recently launched an ERP software for jewelries that would provide reports that are useful in increasing business profitability. However, the target market was quite conservative, not easily convinced to engage in software solutions for business advancement, and still preferred to do business the old way like word of mouth and inbound.

That became one big challenge for the Client which impacted customer acquisition and expansion, and eventually called for external assistance. This made the Client decide to outsource lead generation and appointment setting campaigns from a third party provider.

The Callbox Solution

Engaging in outsourcing the first time was another challenge to beat. The Client had to look up several lead generation agencies online before they finally trimmed down the list into three, and finally decided on Callbox.

Callbox designed a Webinar and Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to do a customer profiling to validate the contact information in the database by sending initial emails that contain an overview of the jewelry ERP software
  • Prospects who would actively respond were to be followed up via voice or calling channel, and invite to the webinar
  • Prospects who would agree to speak with the Client will be booked for either a phone or online demo with the Client’s consultants

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Shareholders, Managing Director, CEO, CFO, IT Manager, Accountants
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The Client knew how apprehensive the target prospects towards the jewelry software would be, and the possible campaign results. Contrary to their expectations, they were surprised at how the Callbox team managed to carry out success despite the circus-like monthly lead results.

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 85 Sales Qualified Appointments, and the Webinar gathered 170 RSVPs.

The campaign results exceeded the Client’s expectations.

Callbox Brings Back Sunny Days for Solar Leader

The Client

In 2016, a study showed that 39% of all new electricity generation capacity in the US came from solar while a year earlier showed that solar employment has overtaken oil and gas as well as coil employment. The Client is a proud contributor to these statistics – a leader in construction and home improvement who empowers the community it serves to lead a better life with clean, sustainable and economically advantageous solar energy solutions.

The Challenge

The solar energy provider has been enjoying the warm welcome of NJ and NY households for more than 50 years now – allowing their homes and businesses to be improved by the Client through service packages that include custom designs, professional solar installation and best purchase options, until several issues arose in 2012 warning consumers of solar energy as a threat to electric grid operators – a battle among energy providers which loomed collapse in the solar business.

The campaigns waged by electric monopolies against solar energy use caused a great decline in the Client’s revenues, thus generating other issues which compelled the need for a much competitive marketing strategy that can battle the then on-going, intense energy wars.

In 2015, the Client set to complete 400 installations. However, 160 or 40% did not sign a contract and took other options instead. The Client’s revenue fell short of $1,600,000 (at an average of $10,000 per package).

“The threatening scenario has to end” the Client thought. They needed to gain the lost targets (customers and revenue) back so they implemented an in-house telemarketing campaign with the hopes of recalling those who retracted from the deal, but ended up with dismal results. With this, the Client decided to outsource.

The Callbox Solution

Since the problem sprung from reports about utilities that waged a campaign against the solar industry, Callbox proposed an “eye for an eye” solution to the solar leader – an information drive via Email Marketing and Appointment Setting program which the solar leader approved.

Email Marketing and Lead Nurturing

Utilizing the winning capabilities of Pipeline Lead Nurture Tool to send the right message to the right prospect at the right time, PDF brochures containing links to comprehensive information and answers to customers’ possible queries about the true benefits of using solar panels were delivered to target customers.

Aside from validating the email address and other important information of the contacts, the lead nurturing process helped the Callbox team to be able to grab the prospect’s’ attention, educate them on how they can save money from using solar energy at home and and got them engaged to hear the Client’s better offer. This has eased the process of setting appointments between the prospect’ and the Client’s solar consultants.

Appointment Setting

After the initial copies were sent out, all actions taken by the prospects like replies, clicked links and downloads were tracked and configured based on lead scores to determine their reachability – who and when to call.

The call process was quite rigid as the callers were required to completely gather the important information from the prospects and have at least three, if not all five, probing questions answered, for the Client to provide the prospects with the best solar solution package.

Results

Powered by Callbox Pipeline’s SMART Calling system, the Callbox team reached a significant number of prospects, exceeding the Client’s expectations.

  • 240 Total Appointments were produced from the campaign (128 or 80% out of the 160 target customers regained, and additional 112 new target customers were acquired by the Callbox team)
  • 204 (85%) of the 240 were converted to proposals and eventually closed
  • The Client previously targeted a total of $4,000,000 net revenue for 2015. However, the campaign production of 204 plus the current 240 customers combined, brought a total $4,440,000.00 net revenue or 11% higher than the earlier target.

Callbox Made Swift Success for US Top Car Insurer

The Client

The Client is one of America’s largest publicly held personal lines property and casualty insurers, serving more than 16,000 households for more than 85 years now.

The Challenge

Protect people and their belongings is the Client’s commitment that drives them to continually innovate by providing top-notch auto insurance and coverage on and off the road: new auto insurance packages comprising personalized policy, rewards, roadside services and tools and resources that offer information, deals, apps etc. were recently launched which the auto insurer urgently wanted to offer to customers, however it also required a more tactical marketing program which their marketing department lacked. So they made the intelligent decision to expedite achievement of project goals – outsource a lead generation program from an equally customer satisfaction-committed
provider, Callbox.

Callbox Concluded Success for Digital Marketing Analytics Leader

The Client

The Client is a leading digital marketing analytics (business intelligence) company that collects, filters, analyzes, and aggregates data from social media, forums, and other online locations.

The Challenge

Social media has become a way of life, but getting people to sit down and talk about social media analytics may be a less interesting topic. But, this group of millennial entrepreneurs whose minds are packed with fresh innovative ideas focused on what they can do to address the challenge. 

The digital marketing analytics leader planned out an in-house marketing strategy, and placed a new set of targets for their marketing team. After a few months of running the in-house campaign, the Client realized that the target of 36 leads for a quarter was high. 

With the inconsistent, and below target campaign results that the in-house efforts delivered, the Client decided to outsource a lead generation campaign, which was actually part of the initial strategy plan of the company.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

THE GOALS

  • The Callbox team was to run an email marketing to dissiminate information about Social Media Analytics
  • To do customer profiling to track the most responsive prospects 
  • Book meetings with interested prospects for either a phone or online demo with the Client’s consultants
  • Build more social media connections

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Marketing Managers, Owners
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 176 Sales Qualified Leads, 63 Marketing Qualified Leads, and 1,334 Social Media Connections.

Callbox ABM Secures Quality Leads for Cyber Security Company

The Client

The Client is a worldwide leader in Privileged Access Management, offering the most seamless approach to preventing data breaches related to stolen credentials, misused privileges, and compromised remote access.

The Challenge

The Client’s global recognitions speak well of their unmatched solutions. However, such thought expertise and rich experience did not spare them from challenges which made it difficult to present their integrated privilege and vulnerability management solutions to target customers. They needed an outsourced marketing arm that would assist them in reaching more ideal customers in new geographies.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign for the Client which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support that covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to work out multiple outbound activities to help the Client build brand awareness in new target markets.
  • To call ideal customers and set appointments for the Client’s BDMs. 
  • Manage the database by keeping the accounts updated and accurate.

Account Research and Selection

  1. The Client specified their target industries, decision makers, and locations.
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. A list of potential contacts to target was then compiled by the Callbox team which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets wereRisk Manager, CIO, CTO, Security Managers.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type. 

Results

The campaign delivered a total of 50 Sales Qualified Leads, 106 Marketing Qualified Leads, and 269 Social Media Connections.

B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

The Client

The Client is a B2B marketing specialist that offers major marketing solutions all over the United States of America and worldwide. They fuse digital and calling strategies to drive revenue for their clients through high-end marketing services.

They stand on a mission to help their clients achieve full business growth through creativity, technology and strategic vision to become an organization that draws, develops and retains exceptional relationships.

The Challenge

From a simple telemarketing service 12 years ago, the Client’s business spawned into a broad range of marketing solutions like List-To-Lead Management, Content and Digital Marketing, Automation, and Web Services which includes Social Media Management.

However, not surprisingly, along with the big time expansion arose the need to increase the number of target clients – a large database of qualified prospects who have the need of the Client’s expanded services. Although the Client promptly addressed the need for a beefy database, a handful of related issues came up which seemed too much for the Client and its telemarketing team to handle: due to the extensive number of targets in the database to be called, productivity went against time so the information shared was somehow incomplete which resulted to low call quality and revenue. The Client decided to look for other options as the lead flow in the sales funnel seemed like jelly pearls passing through a large straw from a tumbler of winter melon iced tea – very few and flimsy.

The facts:

  • The Client’s callers used to make 80 calls/agent/day until the database was expanded and the daily target was raised to 140/caller/day, which came as a challenge, averaging only at 150/agent/day.
  • Number of leads generated averaged at 3/caller/day but went down to just 1/agent/day, a drastic decline of 60%.
  • Call quality rated average was 85 but slipped to 76.5, down by 10%
  • Campaigns closed averaged at 7/month, decreased to 4/month, revenue down by 50%

The Callbox Solution

Prior to the Appointment Setting program, Callbox and the Client agreed to sanitize the database via Customer Profiling. Customer Profiling is part and parcel of Callbox’s holistic campaign management. Moreover, Callbox takes full responsibility in managing the database by cleansing and profiling the contacts before, during and until the campaign ends.

  • Data Cleansing – all contacts on the database are called to confirm every piece of business information
  • Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
  • Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox not only prides itself with more than a decade of sales and marketing experience and world-class service to its clients worldwide but for the proprietary technologies it has incepted like the Multi-Channel Lead Generation Program which has benefited numerous clients.

The Client thought of taking things one at a time and start the project as new – unloading their quite ambitious goal of going big at a snap in such a short period of time (3 months) and instead embrace a new set of strategies like the SMART Calling technology from Callbox which catalyzed their goals into success.

The campaign flow:

  • The Callbox team sent out flyers to the profiled contacts via the Pipeline Lead Nurture Tool. Opened emails, clicked links and downloads were tracked real-time and were followed up by callers at a certain time.
  • During the follow-up call, the agent must first be able to get the prospect to agree to receive the Client’s business eBook which contains a comprehensive information about their products and services. After which, the caller should set an appointment at the prospect’s most convenient way and time.
  • To ensure accuracy in the program, the Callbox team sent out calendar invites to prospects who agreed for appointment and a reminder to all those who agreed to receive the eBook.

Results

  • The Callbox team averaged at 180 calls/agent/day (16% increase from the Client’s 150 average a day)
  • Leads generated averaged at 4/agent/day (25% increase from the 3/agent/day)
  • Call quality scores improved to 90 (15% hike from the 76.5)
  • After the campaign period, deals closed averaged at 10/month (30% increase from 7/month), raising the Client’s monthly revenue to potentially $200,000 or more

While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

All-Time High For Physiotherapy Systems Leader with Callbox

The Client

The Client is a 30-year old manufacturing leader of physiotherapy systems. Some key components of their products include innovative cardiology, software and diagnostic products.

The Challenge

The Client recently released a Single Use Adhesive Electrode, an electrotherapy treatment that is time-saving, no storing and cleaning between treatments, and low to no chances of cross contamination. The market launch required an advanced, fast, and comprehensive marketing strategy that could help build awareness among target customers and wide-range promotion.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support that covered Staff Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

 THE GOALS

  • The Callbox team was to reach out to target prospects to uncover pain points and upcoming needs
  • Set meetings with qualified prospects for the Client’s consultants
  • Manage the database to keep it accurate, and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Clinic/Office Managers, Physicians, Practice Administrators, Managing Directors, C-suite, Chief Medical Officer
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 172 Sales Qualified Leads, 194 Marketing Qualified Leads and 454 Social Media Connections.

Callbox Linked More Qualified Talents for HR Consultancy Company

The Client

The Client is a strategic workforce planning company that provides innovative human resource solutions such as HR Audit & Review, Consulting, HR Outsource Advisory, Technology Advisory, Talent Management Solutions, and Workforce Analytics.

The Challenge

The Client has many years of consulting experience and a stack of holistic HR services and solutions focused to better align, acquire, utilise, and develop talents. They target key and strategic functions required to deliver business core goals.

Despite the expertise and the rich experience they hold, The Client still faced recruitment issues such as shortage of talent. This does not mean not being able to pool a number of applicants, but few or no qualified applicants for the positions they are trying to fill in, which eventually impacted their client acquisition.

Employee referral was a good try, but it did not suffice their targets. So, the Client embarked on new strategies to help them cope with the problem. Primarily, realigning some internal processes, and outsourcing a lead generation program.

The Callbox Solution

From a list of proposals from a number of third-party providers, the Client preferred Callbox over the others due to the latter’s rich experience in running lead generation campaigns and the sufficient number of target accounts needed for the database.

Based on the Client’s needs, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support that covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to promote the Client’s core services: HR Audit & Review, Consulting, HR Outsource Advisory, Technology Advisory, Talent Management Solutions, and Workforce Analytics. 
  • To send out initial email copies bearing the Client’s summary of services and solutions, company website and query boxes, and to track email replies and actions taken by prospects.
  • To book appointments with interested prospects for the Client’s recruitment specialists.

Account Research and Selection

  1. The Client specified target industries, locations and decision makers
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. A list of potential contacts to target was then compiled by the Callbox team which was reviewed and approved by the Client

Account and Prospect Profiling 

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets were CEO, COO, Head of HR, HR Director, HR Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The 6-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 96 Sales Qualified Leads, 63 Marketing Qualified Leads, and 228 Opt-in Requests for Information.

Callbox: Bridge to Global Market for Improved Code Review Tool

The Client

The Client is a group of Business Intelligence, Data Warehousing and Data Integration experts, providing consulting and implementation solutions to numerous enterprise clients in the areas of Data Architecture, Data Modelling and ETL. They also provide consulting services relating to Reporting, Development, Modularized Solutions and Change Management.

The Challenge

The Client required a software license to complete product development, Their product, being a tool developed for Informatica PowerCenter, required the Client to team up with informatica users to obtain substantial information about the facets of the product’s development and come up with best practices.

The challenge was to “gain stronger and larger presence in the global market”. In order to achieve this, the Client needed access to Informatica users to help earn credibility and to increase trials for the software.

The Callbox Solution

Callbox’s Multi-Touch, Multi-Channel Lead Generation Program was all set to drive success for the Client. At the initial campaign term and even in succeeding terms, Callbox rolled out a Customer Profiling program to make the most out of the Appointment Setting campaign.

Appointment Setting

Replies and actions were monitored by the Callbox team and were set as follow-ups. in order to appropriately profile the contacts, the agent first verified information details followed by the required probing questions that focused on companies who are current Informatica Users for their code review tool and later on expanded to companies who also use ODI (Oracle Data Integrator) and IBM Data Stage code review tool.

The feedback from these users were properly noted and to in order to help the users carry out the best of the tools, the agent set for them appointments with the Client’s demo specialists to discuss with them some how to’s and DIY’s.

Database Profiling

  1. Emails played a key role in the campaign’s prospecting cadence, and were used to initiate contact (intro emails) and to nurture prospects (targeted send-outs).
  2. Callbox created and tested all email marketing materials used in the campaign, including email templates, landing pages, and other email components.
  3. The campaign’s email specialists managed and monitored all email marketing activities

Results

The initial term generated 35 appointments for web demo, the second term brought in 29 appointments and the third term rolled out 31 appointments, a total of 95 web demos.

Callbox bridged communication between the Client and its target market. The information that were dished out of the current Informatica users were substantial to the improvement of the tool and has earned them a higher credibility from their customers. On top of that, the three term-campaign that Callbox initially ran for them has allowed them to establish a larger and stronger presence in the global market.

As of the writing of this case study, the Client is still engaged with Callbox for yet another campaign term.

Callbox Built Champ ABM Campaign for High Tech Provider

The Client

The Client is proud to be recognized as a leadThe Client is proud to be recognized as a leader in high technology products and services to the world’s leading industrial companies and scientific research communities, providing nanotechnology and industrial products and services.

The Challenge

Despite being recognized as an industry leader, the Client still faces tough competition in the global market due to the changes in the customer buying landscape. Technology innovation has disrupted the traditional way of acquiring customers, and this has caused the tech leader to rethink and realign some areas in the business in order to cope. They had to adjust some internal processes, and carve out a marketing plan that would help them address the following needs: a new database, a telemarketing staff who could fully represent their brand through outbound activities, and additional outreach channels to reach more prospects in the target locations.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting program and presented it to the Client. The whole process seemed so new to them, but as the discussion progressed, the Client understood Callbox strategy and how it can effectively help reach  and engage their target decision makers and build a new customer base. The program consisted of:

  • Account-Based Multi-Channel Lead Management through Voice, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support such as Staff Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

THE GOALS

  • The Callbox team was to generate leads
  • Set meetings with interested decision makers for the Client’s consultants 
  • Manage and grow the database by keeping the accounts profiled and updated

 Account Research and Selection

  1. The Client specified their campaign target industries, location, and decision makers
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were Business Owners, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO, C-suite
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 186 Sales Qualified Appointments, 102 Follow-ups, and 8,694 Profiled Contacts.

IT Consulting Firm Closed 5 Deals from Callbox Marketing Campaign

The Client

The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

The Challenge

As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product data cleansing, email marketing and the full service package from evaluation to analysis.

These extensive solutions have brought in long-term clients and high ROI for the business, but the recent years have seen meager production of new business deals due to some challenges that were caused by the following:

  • The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective. The percentage of replies decreased from 8-10% to 5-7% in the last two years.
  • Since the catalogs were hardly opened or read by target prospects, the Q & As contained in the email which were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs a custom-built storefront or requires a minor change. Such data is significant in customizing the best solution for the prospect.
  • The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues, and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.

The Callbox Solution

Callbox and the Client possess a similar characteristic in terms of prospecting and handling customers – everything goes through evaluation and analysis before customizing the best-fit solution.

Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign which the Client approve, and which consisted of:

  • Account-Based Multi-Channel Lead Management with utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support which covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

  • To ensure data accuracy, the Callbox team was to profile the database. 
  • The contact details like email addresses, phone numbers, company name and address, SIC codes and social media accounts were to be updated.
  • Set meetings with qualified prospects for the Client’s consultants.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  • The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. 
  • The profiles consisted of detailed demographic and firmographic segmentations.
  • Qualified prospects were those identified to be interested to know or have the need for the Client’s services.

Results

The campaign yielded a total of 44 Sales Qualified Appointments, 676 Follow-ups, and 720 Email Replies (a 50% increase from the previous average percentage from the Client’s in-house email marketing process)

The Client was able to close 5 deals out of the 44 leads and is looking into 3 more closes before the year ends.

Callbox Multi-Channel Marketing Program Aced Success for Neuro Testing Company

The Client

The Client is a group of academic clinicians and other professionals, like engineers and researchers, who develop advanced neurological disorders assessment tools, specifically for dementia, and have been in service for more than a decade now. Their product is a memory assessment software used by clinicians to test and analyze a dementia patient’s memory, which also provides recommendations and further medical steps to take based on results.

The Challenge

The Client is focused on widely researching and meticulously developing neurological assessment tools, which they recently took to a higher level by making Android versions of it on different gadgets like smartphones and tablets.

The course was a success, however, the team went amiss on one thing – the marketing aspect of the project which bore the following challenges:

  • The long periods of research studies and software tool development took most of their attention which somehow, unconsciously snatched ample time to plan on how the tool should be strategically introduced to their target market.
  • The Client had an existing marketing staff but with skills limited to traditional marketing of going from clinic to clinic to present the product.
  • Competitors emerged fast in the market and the Client was running against them and against time – there weren’t appropriate resources or tools to use to expedite product sales and marketing.

The Client had little confidence in their ability to garner enough marketing attention for the project. And there being very little time left to roll out a well-thought marketing strategy, the Client decided, for the first time, to outsource their marketing initiatives.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media and Webinar
  • Sales Enablement & Support which covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to reach out to target prospects via multiple channels and promote the Client’s neurological assessment tool.
  • Generate leads, mainly to do Hot Transfers, and alternatively set up office or phone appointments with interested prospects. 
  • The team was also to manage the database, keep it accurate and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified target industries, location, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Neurologists (doctors, consultants, neuro nurses)
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 132 Sales Qualified Leads, 47 MQLs and 527 Social Media Connections.