Machinery Solutions Leader Finds New Potential Leads Via Callbox ABM
The Client
The Client is a global market leader with a broad range of innovative mission-critical air, fluid, energy and medical technologies, providing service and solutions to increase industrial productivity and efficiency.
Lines of Business
Compressor Systems, Power Tools, Lifting & Material Handling
The Challenge
The Client is focused on continuous innovation and development of groundbreaking technologies to deliver superb efficiencies, reliability and performance to make their customers’ lives better, effectively carrying these objectives out by engaging investors and channel partners, leveraging each one’s capabilities to help them improve internal processes and address the challenges they face.
In the sales and marketing aspect of the business, the Client has always been adaptive to technology advancements and innovative prospecting ideas which is to engage customers at a long term, and keep churn at a minimum.
In this campaign, the Client did a careful selection among a list of lead generation companies who could help them offer their maintenance services, but chose to work with Callbox due to the latter’s rich experience in handling multi-channel campaigns.
The Callbox Solution
Based on the Client’s targets, Callbox built a Lead Generation and Appointment Setting campaign 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 Product Knowledge
The Goals
- The Callbox team was to engage prospects from key locations in APAC
- To uncover the prospect’s needs if they are planning to purchase, replace or upgrade their current system
- Set up meetings for the Client’s consultants, and keep the contact list up to date
Account Research and Selection
- The Client specified their target industries, decision makers, and locations
- Callbox filtered the Client’s target decision makers which served as a basis for identifying qualified accounts
- Callbox then 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
- Callbox qualified prospects that had a current need for any of the Client’s services
Results
Overall, the six-month Lead Generation and Appointment Setting campaign delivered 132 Sales Qualified Leads, 66 Marketing Qualified Leads, and 140 Social Media Connections.