Pages

Demand Generation: Callbox Takes Business Loans Marketing from “Laid back” to “Look out! We’re back!”

The Client

The Client is a financial company that offers unsecured business loans to small and medium businesses in New South Wales, Australia. They grant loans to businesses for varied purposes ranging from site renovation, marketing and advertising to vendor-financing. The fast loan approval of 2-3 working days and custom packages they offer have become popular and have earned them client referrals.

The Client enjoyed dominion in the financial loans business in NSW for years, carrying with them the legacy of the mother company who cradled almost all financial needs of most of the SMEs in the state before it gave up all its business rights to the Client in 2005.

The Challenge

The Client kept its good business reputation among customers which enabled them to sustain a good number of customers in their database until competitors grew and mushroomed in the market, offering similar financing options which threatened to kill much of their business. This has impacted customer acquisition and even account maintenance which urged the Client to reconsider their usual laid back marketing style of waiting for customers to ring their phones or knock at the office door. They needed a more proactive strategy that would address the issues.

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

  • Depleting number of customers as competitors are quick to grab them
  • Limited target area due to limited staff and resources
  • Unqualified targets who just want information with no genuine interest

The Callbox Solution

Callbox designed a unique Demand Generation program for the client. The process was structured in such a way that it would get the word out on the Client’s business loan offerings and create a buzz and qualified interest among its target customers by:

  • Maximizing staff and available resources both of the Client’s and Callbox
  • Filtering the most qualified customers for immediate conversion
  • Generating a list of potential customers that the Client can continue to follow-up in the succeeding months

The Client ultimately wanted to create a master list of target prospects that they can use in any of their upcoming internal marketing campaigns. With a more aggressive marketing approach in mind, the Client knew that they needed to be armed with a qualified list of potential customers that they could tap if they wanted to beat out the competition.

Maximizing Staff and Available Resources

The Callbox team and the Client discussed the campaign goals and requirements in the Kick-Off Meeting which was followed by Callbox’s preparation of list of target prospects. At the same time, the Callbox Pipeline and the Automated Nurture Scheme were set-up while the email copies, landing page and call script were designed and approved by the Client and went through tests. Product training and call simulation concluded the preliminary actions.

Filtering the Most Qualified Customers

With the use of the Callbox Pipeline’s Lead Nurture Tool, Initial or Introductory emails were sent out to the target list which aimed to hit two birds at the same time – validate email address and present the offer. The nurture tool is able to track real-time actions so Opened Emails, Web Visits and Social Media Connections were easily monitored by the Callbox team. Prospects who replied via the said actions were called by the agent to qualify if these prospects have genuine interest.

Prospects that were called and were identified to have genuine need and interest were profiled and tagged as Lead Completed in the Pipeline for the Client to promptly handle.

Generating Potential customers to Follow-up

Other prospects who did reply but were gauged to have minimal interest, just wanted to know more information, or are just looking for options for future reference were still profiled by updating and verifying all contact information specially email addresses, as follow-up email copies were sent in drip manner as part of the nurture process to keep in constant contact with the prospect.

The Client never lost track of any positive contacts as the Lead Nurture Tool generated and sent real-time alerts and updates via the the Client’s Callbox Pipeline account and email.

Results

The campaign delivered significant returns, delivering precisely what the Client expected.

Out of the 4500 list of targets emailed, 540 (12%) responded and were classified as qualified prospects with genuine interest, which is a 50% increase from their laid back strategy. These were prospects who either replied via email, connected through social media, or visited the website and submitted a query form that specifically stated their purpose for wanting to avail a loan. This database of positive respondents, located across a much wider geographical area and profiled by Callbox with a list score of 78%, represented the initial group of people they can actively market their loans to. The Client could now proceed with their promotional efforts with confidence, knowing that they will be talking to people who have expressed varying levels of interest in their product.

Callbox’s Demand Generation campaign proved to be the much needed jump start to the Client’s sputtering business – it increased awareness and interest among target contacts, broadened the target area, and generated a well-profiled, phone-verified and updated contact list of prospects, enabling them to work their way back into great sales numbers.

The Client recently signed up for another Demand Generation campaign with Callbox.

Callbox: Perfect Candidate for Japan’s Chief Recruiter

The Client

The Client is Japan’s largest recruiting and information Service Company. They are focused on supporting a diverse range of work style though offering a wide variety of services including job advertisements, permanent placement services, temporary staffing services, outsourcing services, pre organization-related services, and development-related services in an effort to help realize a world in which people can freely choose their own unique work style.

The Client also provides a broad range of services for companies, from employee recruitment to development and assignment. Through their diverse services, they are committed to offering the best HR solutions for business operations.

The Challenge

The Client was planning to launch a new product in Singapore and they didn’t have a marketing team to help them engage with customers. Hoping to reach out to prospects and meeting their deadline, the Client decided to outsource to a company that specializes in reaching new markets and has all the marketing tools including database, email support and social media to manage a campaign and help generate potential clients for them.

The Callbox Solution

First Campaign

Before the campaign commenced, the Client highlighted how crucial it is for them to reach their target prospects for the launch of their product. Prior to signing up with Callbox, the Client had planned a marketing strategy of their own, which was focused on different target locations per week. They decided to apply this strategy to their first Callbox campaign.

Contacts were profiled properly and were sent out an email. To get more interested prospects, the team needed a sustained and focused effort. However, despite much effort exerted by the team, the Client’s marketing strategy gave them less time to nurture their warm prospects, which resulted to failure in meeting the Client’s campaign expectations.

The Client assessed the results and the team provided their feedback on the campaign as well. After evaluating the campaign, the Client and the Callbox team came to the following conclusions:

  • Jumping from one target area to another from week to week gave them less time to reach out to the right people. The availability of prospects had to be put into consideration as well.
  • Having limited time to run the campaign affected the conversion rate. Many prospects considered looking into the product, however, most of them didn’t want to commit yet.
  • Right timing is the key. Running a 3-week campaign on a lean month, when most of the prospects were on vacation, contributed to a lower-than-expected turnout.

Second Campaign

Having learned much from the initial campaign and armed with insights on how they can make improvements, the Callbox team, together with the Client, made some changes to help improve the campaign’s performance. In order to address the Client’s challenge of reaching out to prospects before the official launch of their product, the team implemented the following:

  • Callbox’s multi-channel approach, whereby the team sent out emails to warm prospects prior to the start of the campaign which helped generates positive replies and was converted to appointments. At the same time, the team tried different approaches to touch base and follow up with them while running the campaign.
  • The Client ran a 2-week campaign, this time with 4 agents focusing on one location. The team conducted regular status meetings with the Client to provide updates and keep track of their course of action.

With the help of the Callbox Pipeline Lead Nurture Tool, the team was able to create a scheme and set a timeline that helped achieve the desired results within the time frame specified by the Client.

Callbox’s multi-channel approach played an important role which resulted to higher number of appointments at the end of 2nd term.

Before the end of the campaign, the client commended the team for their effort, “99% no cancellation of appointments. Only 1% of the appointment was cancelled because of double booking.”

Results

With Callbox’s experience and the team’s expertise in troubleshooting different types of campaigns, together with the Client, they managed to create a customized program to meet the Client’s target and expectations.

Running a multi-channel marketing campaign with the aid of the Callbox’s Pipeline Lead Nurture Tool, the team managed to deliver a higher number of qualified appointments than they would have without it. As a result, the Client decided not to accept more office appointments and advised the team to convert them to leads instead as they no longer have enough people to handle all appointments delivered.

Currently, the Client is nurturing 178 leads, 37 of which are interested with the product and agreed to meet with the Client’s sales team, 75 warm leads who are interested to know more about the product and 66 leads which can be followed up through email. These impressive results prompted the Client to signify his intention to sign up for a long term contract by the 3rd quarter of this year.

IP Provider Hit 33% Up From 3 Closed Deals with Callbox Account-Based Marketing

The Client

The Client is an Australian-owned cloud, data centre and connectivity provider, specializing in enterprise cloud, robust data centres, managed connectivity solutions and multiprovider internet services, with a network that spans through Australia points of presence in five states.

The Challenge

The Client partnered with Optus to wholesale Internet Protocol (IP) Services to middle-tier ISPs and voice service providers in Queensland, and extended its market to Sydney. The Sydney operation did quite well in the first five years, but later scaled down as in-house sales and marketing schemes became ineffective in acquiring new customers, barely drawing ROI. The Client knew that in order to increase their client list, they needed more advanced sales and marketing methods and tools, but such requirements further led them to another challenge: lacking the best tactics and tools that would scale up the sales numbers.

The Callbox Solution

Callbox designed a six-month ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that provided 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 campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox refined 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 buyer persona profiles of the prospects that they wanted to engage which consisted of detailed demographic and firmographic segmentations
  2. Relevant contacts designated as the campaign’s primary targets:Office Manager, Gen. Manager, Managing Director, ICT Manager/Director, IT Manager, Communications Manager
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type

Results

Overall, the 6-month ABM Lead Generation and Appointment Setting campaign delivered 72 Sales Qualified Leads, 87 Marketing Qualified Leads, and 316 Social Media Connections.

Out of the 6-month campaign, the Client was able to close 3 contracts to multinational companies, which is a bigtime 33% increase in their sales in the last three years.

Hi Team, FYI, we are about to get our first large deal signed off. Thank you and your team for the fantastic result. Keep them coming!

Hi Team, I hope all is well. Some more good news, I have converted another lead this week. Please pass on my thanks to the team & keep up the good work!

Team, What a great way to start the New Year! Thank you very much.

Callbox Takes on Challenge & Scores a VIQtory

The Client

The Client is a leader in Precision Transcription & Stenography services in Australia. For more than 50 years now, the business holds the reputation in quality that has been built on strict, on time delivery, and accurate professional transcription for events, meetings, interviews, arbitrations and courts throughout the country.

For the leadoff campaign, the focus was to set appointments with specific decision makers for specific industries. In those meetings, Client introduced and discussed the feature and benefits of VIQ Solutions – the world’s leading expert in digital audio, video and evidence capture and management solutions.

VIQ Solutions provides digital recording applications that allow multiple channels of audio and video recordings to be recorded simultaneously with annotations and other information attached to it.

The Challenge

The project plan to partner with a lead generation company was brought about by the Client’s challenge to be able to get through arduous targets like Legal, Medical & Investigation. These are industries that require detailed transcription/dictation tasks as they deal with sensitive and delicate matters.

The Callbox Solution

A full-package, multi-channel marketing program was provided by the Callbox team:

An agent who called for the campaign for 8 hours everyday

Despite the agent starting out with limited knowledge on transcription services, through the Callbox leader’s orientation and training, as well as the agent’s interest to learn the mechanics and myriad of applications of such a service , the agent achieved the Client’s desired level of proficiency in speaking with prospects about VIQ Solutions.

A well-filtered database

Filtering a database for the Client’s required target industries was quite a challenge for the Callbox team, as the number of these type of organizations in a country or region is quite below standards, as compared with consumer-centric businesses. But the team still managed to work well with the approved database.

Client-approved calling script

The calling script served as a guide for the caller to keep himself aligned and knowledgeably-sounding in offering the product & services’ value proposition, and setting solid appointments with target decision makers.

LinkedIn Account

The Callbox team built and managed the LinkedIn account, which was approved and kept monitored by the Client at which conversation threads with connections were viewed.

Emails

Email templates were drafted by Callbox and were approved by the Client. The templates varied in approach depending on the call disposal set by the agent on each call.

Campaign Status Reports

The weekly reports sent to the Client discussed about statistics and feedback about the campaign. Challenges encountered by the caller in his calls were noted, and corresponding action plans were suggested and implemented for each.

Calendar Invite

A calendar invite was utilized to confirm set appointments with interested prospects. And if by chance, that a prospect declined the calendar invite, the Callbox team worked out a follow up call for a reschedule, and made sure that no appointment/lead is lost.

Results

  • Callbox was able to open the doors for more opportunities for the Client to reach quite elusive targets in the tribunals and local councils in Australia by adding 9 solid leads to their existing client list.
  • Client signed for another contract, which was for another company under his management and which offered enterprise audio and text management products and systems.
  • Client is currently nurturing all the leads and maintained communications with Callbox for possible campaigns early this year.

Callbox opened more doors of opportunities for the Client by complementing its business objectives with a multi-channel marketing scheme.

Callbox Brings the Sunshine to Sales Lead Generation

The Client

The Client is a new electricity retailer based in Sydney. The Client is rapidly hitting the Australian market with their integrated energy solutions. The current lead generation campaign they are running with Callbox is beaming with rays of potential in providing full energy service to Australian consumers.

Summary

The initial, single seat campaign period was launched in July. The main call objective was to set a face-to-face appointment for the Client with prospects bearing the discussion on the best solutions to lower down energy bills. The initial production generated 28 leads. This impressive production of leads from the initial period of calling inspired enough trust and confidence from the Client that they recommended our service to their sister company, a Clean Energy Regulator service provider. Callbox worked well and delivered the same amount of hard work and professionalism to the latter which resulted to a very good number of leads of 150, and renewal for another campaign contract.

The second part ran with 3 calling agents, and added 3 more campaigns which the Client branded as “special campaigns”, generating a total of 79 leads which finished with 96 leads. All these were achieved through the collaborated resources of both the Client’s sales team who drove so much vigor in sharing knowledge with the callers, coupled with Callbox’s multi-channel marketing processes.

  • Month 1: 28 Leads
  • Month 2: 79 Leads
  • Month 3: 96 Leads

Results

This leading energy retailer is taking delectation on each campaign month that we run for them. They value each lead delivered to them by the calling team and take pride in the glowing work relationship they have with Callbox.

Global Printing Manufacturer Hits Home Run with Callbox Profiling Campaign

The Client

The Client is a global manufacturer of coding, printing and laser marking products, fluids, and accessories for the product identification industry. The company has over 325,000 units installed worldwide, serving 135 countries, and is widely considered as an expert in continuous ink jet (CIJ), laser marking, thermal inkjet (TIJ), thermal-transfer overprinting (TTO), case coding and labeling, and wide array printing.

The Challenge

The Client wanted to cleanse their Asia Pacific list which contains more than 10,000 contacts, most of which are obsolete and inaccurate. The campaign was to zero-in on the manufacturing industry, using Customer Profiling for basic information such as name, job title, company, address, phone and email. This also includes segmenting the list according to each contact’s location in the Asia Pacific region.

The Callbox Solutions

Based on the Client’s requirements, Callbox designed Customer Profiling and Account-based Marketing Lead Generation & Appointment Setting campaigns which consisted of:

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

THE GOALS

  • The Callbox team was to cleanse and profile the Client’s list o eliminate duplicate entries and supply missing elements with accurate information
  • Call each contact to validate or gather the following information, and obtain additional contacts:
  • The number of people or machines where a product goes to a process of labeling, marking or printing
  • How they code or mark on their product (e.g. expiry date, manufacturing date, batch number, barcodes) 
  • To book appointments with prospects who wanted to be contacted by the Client

Callbox standards dictate a thorough and meticulous process of delivering output to its clients. For this particular campaign, the courses of action that took place were as follows:

  1. The Client sent their contact list over to Callbox
  2. Callbox then cross-referenced the list with their own database to eliminate duplicate entries and supply the missing elements with accurate information.
  3. Callbox assigned 10 expert agents for the Customer Profiling campaign. 
  4. Each batch of completed profiles was forwarded to Callbox’s Email Marketing Team for re-verification, as well as lead generation using a prescribed email template. 
  5. All contacts which resulted in bounced emails were sent back to the calling team for reconfirmation.

Results

The Client was pleased with the success of the Customer Profiling campaign. As a result, the Client recommended Callbox to their Global Visibility Manager, who in turn partnered with Callbox for two more campaigns, targeting India, Korea, and the US.

Overall, Callbox ran 3 Profiling campaigns for the Client in six months, and delivered 13,700 Profiled Contacts, and 185 Qualified Appointments.

Callbox Telephone Survey “Primes the Pump” for Market Expansion

The Client

The Client is a pump manufacturing and mechanical engineering firm, which produces and markets various types of pumps for buildings, industrial facilities, OEMs, water supply, and other uses, and currently operates in 55 countries with a total workforce of more than 19,000 employees and annual revenues of around $3.9 billion.

The Challenge

As part of the company’s planned expansion push into a number of North American markets, the Client initially commissioned a phone survey to uncover areas of risk and opportunity:

  • The target market size, growth drivers, revenue potential, and possible expansion hurdles
  • The Client’s competitive position in each of the target markets
  • Market characteristics and potential expansion strategies

The campaign plan included conducting data gathering from 11 states in the US to be completed within 25 days. 

However, given the limited size of its in-house market research team and the tight timetable involved, the Client decided to contract a third party to handle the project.

The Client chose Callbox after a thorough screening process, citing the latter’s track record in developing and managing campaigns with very tight schedules, as well as it’s experience in reaching out to contacts in different target geographical areas.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation & Survey which consisted of:

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, and Social Media
  • Sales Enablement & Support which included Training, 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 gather data or conduct a quick survey on target contacts’ perception of the Client’s products to help the company better assess its market position.
  • Customers of the Client’s direct competitors were also asked for their feedback about their current suppliers to help them determine the company’s competitive position.

Amid the survey campaign, however, the Client saw a need to do an appointment setting as the Callbox team uncovered pain points from respondents that required urgent response from their end.

Results

Callbox wrapped up the campaign within 8 months, generating a total of 165 Sales Qualified Leads, 135 Marketing Qualified Leads, and 1,625 completed respondents. This exceeded the project’s requirements by a significant margin.

What a Training Network Learned from Callbox about Lead Generation

The Client

The Client is an Australian Registered Training Organisation and member of the Group Training Australia Network. It allows local businesses to enjoy a hassle free and cost-effective way to employ apprentices through its Group Training system. The Client operates from three offices in Australia, serving customers in Mildura, Robinvale, Ouyen, Wentworth, Swan Hill and surrounding districts, South Australia’s Riverland, and Metropolitan Adelaide.

The Challenge

The Client previously relied on its in-house salespeople in gathering registrants for its group training courses, but due to limited time and lack of expertise in generating leads, they were prompted with the following challenges:

  • Allocating time between finding leads, meeting appointments, and conducting training
  • Getting past gatekeepers due to insufficient experience in calling
  • Generating low quality leads due to lack of skills and ample time in pre-qualifying qualified accounts

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support that covered Team 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

  • To reach out to prospects and inform them about the Australian government’s program to give incentives to companies that take on young apprentices
  • To generate qualified sales leads for its in-house sales staff to close 
  • To set appointments with enough prospects to keep its sales team focused on more productive tasks

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and decision makers
  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 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.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 6-month ABM Lead Generation & Appointment Setting campaign delivered 52 Sales Qualified Leads, 59 Marketing Qualified Leads, and 320 Social Media Connections.

Out of the 52 leads, the Client was able to close 2 contracts.

Callbox ABM Cleaned Up Prospecting Clutter for Commercial Cleaning Firm

The Client

The Client is an established privately-owned Australian cleaning company in Sydney that provides a vast array of one-stop commercial cleaning solutions and other property services to hundreds of clients in 170 sites nationwide.

The Challenge

Prior to working with Callbox, the Client had its own inside sales team tasked to generate leads and close deals. Most of the leads, however, were lowly convertible to sales. Upon checking, the Client found out that the team’s primary strength is in closing sales, and was quite challenged in prospecting. This brought the Client to decide to outsource a lead generation campaign from a third-party provider that has rich experience and the sage tools for generating high quality leads.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation Campaign which consisted of:

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support which included Team 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 high quality leads
  • Book appointments with interested prospects for the Client’s inside sales team

Results

Callbox wrapped up the six-month campaign with 87 Sales Qualified Leads, 57 Marketing Qualified Leads, 28 Follow-ups, and 356 Social Media Connections.

Leading Global Facilities Management Company Adopts Telemarketing after First Campaign with Callbox

The Client

The Client is an Australia-based privately-owned facilities management company with corporate headquarters in Saginaw, Michigan and Chicago, Illinois. It provides integrated facilities management services including mechanical, electrical, fire service, hydraulic, janitorial services, landscaping, and pest control.

As of 2014, the Client’s main company operates in six countries including the US, Canada, Australia, South Korea, India, and China, servicing over 300 million square feet of municipalities, schools, stadiums, offices, and various industrial and non-industrial facilities.

The Challenge

For many years, the Client had been relying on occasional email and inbound marketing efforts to generate sales opportunities. Despite its impressive portfolio of services, it often struggled to produce a sufficient number of sales leads to reach its production targets.

So, when the opportunity came up to evaluate other options for future growth, the Client knew their lead generation strategy had to change. Soon, it saw the potential in telemarketing. However, since it did not have the right toolset to implement a targeted cold calling campaign, it decided to take the outsourcing route for the first time, and ultimately chose Callbox.

The Client outlined its objectives:

  • To identify potential customers within its target market
  • To conduct a targeted telemarketing campaign to generate leads for its in-house sales team

The Callbox Solution

As per the Client’s requirement, Callbox focused on contacts within 60 kilometers of the central business districts of Dandenong and Melbourne in Victoria, and of Elizabeth in Southern Australia. The campaign specifically targeted commercial buildings, warehouses, and industrial facilities with a total floor area of at least 30,000 square meters.

Given the scope of its target market, Callbox immediately recognized the challenge of launching a targeted telemarketing campaign. It started off with an email blast, and utilized its in-house research team to manually profile, filter, segment, and qualify prospects against the Client’s criteria. Despite the staggering amount of work it required, Callbox was able to round-up its resources and get the calling campaign running in no time.

Finding prospects proved to be a real challenge, particularly with rented facilities. In this situation, there was simply no substitute for experience, and Callbox’s 10 years of expertise in telemarketing truly played out.

Results

After the initial campaign, Callbox delivered three qualified sales leads which the Client followed up promptly. The Client re-contracted for a three-month telemarketing campaign yielding a total of 17 additional prospects, increasing the number of qualified sales leads to 20.

Pleased with the results, the Client endorsed Callbox to its mother company in the US, and hired another salesperson to keep up with the influx of new business opportunities.

Australia’s Leading Technology Broker Captures More Leads with Callbox

The Client

The Client is a certified Microsoft Partner, and Australia’s leading technology broker and retailer of a wide range of brand name technology products. It operates an online store serving a wide client base composed of corporate organizations, academic institutions, government sectors, and resellers throughout the country.

The Challenge

The Client was looking for a lead generation partner to promote its IT products and services. Highly technical in nature, the Client required domain expertise to handle inquiries confidently, and the ability to capture and communicate the technical details of each touchpoint.

Rather than risk a trial-and-error with “generic” telemarketers from unfocused lead generation companies, the Client hired Callbox due to its capability to provide technically sound telemarketing solutions with relevant experience in the IT field.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, and Web.
  • Sales Enablement & Support which covered TeamTraining, 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 identify Microsoft users with near-term for software licensing or upgrade to any versions of Microsoft applications.
  • Profile the database to keep each account at best quality.
  • To uncover pending needs and pain points from prospects, and if they would be interested in receiving proposals from the Client.
  • Book meetings with qualified prospects for the Client’s inside sales team.

Below is the two-step process for the ABM campaign:

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 IT Managers, System Administrators, Infrastructure Managers, Procurement Managers, and Office Managers.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The six-month campaign generated 207 Sales Qualified Leads, 362 Marketing Qualified Leads, 112 For Callback.

Callbox ABM: A Quantum Success for Global Data Solutions Provider

The Client

The Client is a global leader in data backup, data recovery, and archiving solutions, providing expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.

The Challenge

The Client previously hired a lead generation company, but needed additional support for other marketing initiatives that they wanted to work out for the current year. So they looked for a reliable telemarketing provider with significant regional experience and robust resources to augment their current activities. After searching and comparing several service providers online, the Client was impressed by Callbox’s long track record in the B2B lead generation industry, and immediately penned a deal.

The Callbox Solution

Being a data expert itself, the Client did a thorough analysis of which marketing tools and strategies would best work for their needs.

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support done via 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 invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign
  • Connect with prospects via social media

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, locations, 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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Both the Client and the Callbox team Identified two sets of target personas for the campaign.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Events Marketing campaign gathered a total of 61 RSVPs. The ABM campaign which ran for a total of 9 months produced a total of 165 Sales Qualified Leads, 291 Marketing Qualified Leads, and 468 Social Media Connections.