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Freight Expert Built New Customer Source with Callbox ABM Lead Gen Campaign

The Client

The Client is an international and domestic freight forwarding company and third-party (3PL) logistics provider that offers customised solutions across every aspect of the supply chain, including freight forwarding, logistics and customs-related services.

The Challenge

In its goal to become more competitive in the market, the Client opted to expand its outbound customer acquisition efforts with a more proactive approach, and employed a lead generation and appointment setting campaign to complement their marketing efforts.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The goals were for the Callbox team to develop a new lead source and increase the number of appointments in their CRM through appointment setting and email marketing.

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox filtered the Client’s target decision makers 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 want the outbound campaign to engage. Air/Sea Division Manager for Freight; and Trade Compliance Manager, Shipping Officer, Procurement Manager, Supply Chain Manager, Controller, PIC of Imports/Exports for Shippers
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.

Results

Overall, the 3-month Lead Generation and Appointment Setting campaign delivered 45 Appointments and 194 MQLs.

Callbox ABM Campaign: A Market Success Mover for Global Logistics Firm

The Client

The Client is an Australian transportation and logistics company with operations in road, rail, sea, air, and warehousing.

The Challenge

The Client widely supports the rapid business growth in the retail and healthcare industries in Asia Pacific, and putting up more offices and warehouses in the region will not only pave for market opportunities, but will help them reach and serve more customers with cutting edge logistic services. All they needed to achieve this goal was a well-profiled database and the right outsourced lead generation staff in place.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of Contact base Profiling and Email Marketing which was carried out through:

  • Multi-Channel Lead Management which included voice, email, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox filtered the Client’s target RCs 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 want the outbound campaign to engage.
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 120 Appointments, 118 MQLs and 286 Social Media Connections.

Data Was Not Enough, Global Information Firm Employed Callbox To Score More Clients

The Client

The Client is a leading global information services firm, gathering, analysing and processing data through expert services like credit and information, decisioning and analytics and data quality.

The Challenge

The Client works on vast data sets from global resources which they transform into industry-leading business insights. To ensure that these insights are accurate and timely before submitting to clients, they keep an IT infrastructure with high reliability and efficiency.

Aside from harnessing the power of data, the Client wanted to personalize the approach to meet and stay ahead of customer need and expectation, so they decided to employ an equally reliable marketing strategy that would engage and nurture prospective clients through the buying process.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The Callbox team was to call prospects that have a need to access accurate data and solutions to help them target the right customers, get paid on time and collect debts efficiently, and set them a meeting 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 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. Identified as the campaign’s primary targets: Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity, IT Risk Managers, Financial Crime Analysts, Due Diligence Analysts
  3. The master contact list was segmented based on these targets and was further grouped according to industry type.

Results

Overall, the 6-month ABM Lead Generation and Appointment Setting campaign produced a total of 77 Sales Appointments, 7 Marketing Qualified Leads, 16 For Callback, 48 For Follow Up and 227 Social Media Connections.

Robotics Firm Found New Distributors with Callbox Lead Generation Campaign

The Client

The Client is a Danish company, specializing in developing and manufacturing end-effectors or End-of-Arm tooling (EOAT) for collaborative and light industrial tools, and provides gripping and sensing technologies for companies that are into industrial automation.

The Challenge

Technology has come of age, and many see it as a potent tool for business; thus, despising human capability at times. 

The Client, however, has a clear view of collaborative applications that leverage both machine and human potentialities. They manufacture products that enable their customers’ workforce to work side-by-side with collaborative robots to achieve faster and better productivity. This principle applies in every product they manufacture, and in the message they want to convey to the target audience.

They have worked with several outsourced marketing providers before, but the campaigns did not generate good results. The lack of channels to reach potential prospects to convey their message was seen to have caused poor campaign performance.

The Callbox Solution

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

  • Multi-Channel Lead Management via Voice, Email, Chat and Social Media.
  • Sales Enablement & Support which included Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to call and qualify new potential distributors across South East Asia, Oceania, Taiwan and India
  • To set phone or telecon with prospects for the Client’s sales team

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries 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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas were designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, BDM
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Lead Generation campaign produced 167 Sales Qualified Leads, 78 MQLs, and 297 Social Media Connections (with 65 inmail replies or 33%).

Callbox ABM Lead Generation Campaign Covers Marketing Chink for Packaging Expert

The Client

The Client is an American packaging company serving more than 5,000 customers globally with flexible and sustainable solutions. Apart from expanding the life cycle of products, the solutions and technologies they use help reduce waste and resource wastage.

The Challenge

To live up to their commitment to provide quality, innovative and sustainable solutions, the Client draws support from their global team of tech lab experts that provide them unmatched source of knowledge on research and development, testing and analysis, learning and development, networking, machine trials and digitals.

The workflow from the labs to the production centers is seamless, however, periodically humps on marketing and distribution channels. The packaging expert considered several approaches to address the issue, but finally settled on outsourcing marketing and distribution strategies from a third party provider.

The Callbox Solution

Callbox designed a six-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client. The goal was for the Callbox team to engage prospects from the Client’s target market and set them up in a face-to-face meeting with the Client’s consultants. The campaign was divided in three work phases:

Account Research and Selection

  1. The Client specified target industries, company size, and decision makers.
  2. Callbox improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts qualify best as target participants.
  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 prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Two buyer personas were designated as the campaign’s primary targets: Managing Director, C-suite, Labels & Board Directors, Innovation Directors, Operations Managers/Director, Sales and Marketing Directors & Managers.
  3. The master contact list was segmented based on these two personas and further grouped according to industry and business size.

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign concluded in 75 Sales Appointments, 22 MQLs and 344 Social Media Connections

Callbox Lead Generation Expedites Expansion for Engineering Expert

The Client

Backed by more than 30 years of experience, the Client offers holistic engineering services from conceptual design to operation which extends around the world and across a variety of disciplines.

The Challenge

There are two key areas that differentiate the Client from its competitors: one, being able to offer services through the project cycle which includes front to end engineering and design, construction and close out, and offering end-to-end vertical integration. These are factors that result in their efficient management and monitoring every phase of a project, accuracy in developing schedules, allocating resources, tracking costs and sending detailed reports for customers.

And when successes are achieved, expansion plans come in. The Client decided to widen its market in other states, but wanted to expedite the expansion.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting and Appointment Setting campaign which the Client approved and initially signed up for six months, and eventually progressed to several renewals thereafter.

The goal was for the Callbox team to set appointments between the Client’s project specialists and prospects who have a need for their services.

Account Research and Selection

  1. The Client specified their target industries and decision makers.
  2. Callbox filtered the Client’s target decision makers 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 want the outbound campaign to engage.
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign delivered 90 appointments, 20 MQLs and 253 social media connections.

Waste Management Company Collects New Clients with Callbox Lead Generation

The Client

The Client is one of the top providers of solid waste collection, transfer, recycling, and disposal services across the US and Canada. Banking on their R360 environmental solutions, they efficiently provide non-hazardous exploration and production, waste treatment, recovery and disposal services in the country

The Challenge

Poorly trained managed employees, employee retention and language and cultural issues are among the common challenges that waste management companies frequently encounter. But, for a company that has been in the business for over three decades, these are paper files for shredding for the waste management leader. The challenge which caused them to deal with differently was the game-changer in their competitor’s client acquisition strategies, calling out to target customers via outbound activities. This made the Client decide to take outbound initiatives, however, ensured that the job was handled by an expert.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which the Client approved and signed up for two terms.

The goal was for the Callbox team to set appointments between the Client and their prospects who have a need for waste management services.

Account Research and Selection

  1. The Client specified their target industries and decision makers
  2. Callbox filtered the Client’s target decision makers 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 want the outbound campaign to engage in.
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.

Results

Overall, the six-month Appointment Setting campaign delivered 96 appointments, 45 requests for more information, 16 callback, 32 potential leads, and 365 social media connections.

Callbox Plants New Leads for One of North America’s Largest Greenhouse

The Client

The Client started as a family agricultural business which later grew to be the nation’s leading purveyor of plants, producing annual and perennial seedlings and liners for greenhouses across North America.

The Challenge

The Client is composed of an extraordinary team, committed to career growth, continuous learning and valuing each individual. This set of virtues has kept the business thriving for fifty years, and become one of the biggest greenhouses in North America. However, the quest for growth continued which brought the Client to decide to explore more customer acquisition opportunities, looking into new tactics in and outside their turf.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to set appointments for the Client’s enterprise’s sales representatives and potential prospects
  • Nurture accounts that were previously set as follow up by the Client
  • Keep the list accurate and updated

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 want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: Farm Owners/Licensed Hemp Farmers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 261 Sales Qualified Leads, 300 Marketing Qualified Leads, and 184 Social Media Connections.

Callbox Turned In 1000+ RSVPS and 100s of Appointments for PR and Event Management Expert

The Client

The Client is an experiential marketing and lifestyle PR expert who has been providing thoughtful and custom communications for more than twenty years for its clients in various markets and remains as one of the most in-demand until today.

The Challenge

As a seasoned events and PR expert, the Client strives to always be at the forefront of innovative solutions, and open to adopting new ideas and investing in new tools and strategies in order to provide valuable service to their customers, but quite apprehensive in one thing – outsourcing leads. Their stand, however, swayed when things got lean and they were left with only one option – to outsource.

One global IT firm signed up for a large scale event management campaign with the Client to run in the different states in the country, simultaneously. They wanted to target a thousand attendees within a three-month invite period only. The Client knew they needed additional staff to roll out all the needed outreach activities for the campaign. But, instead of hiring more people, the Client decided to outsource with a trusted provider who possesses both tools and skills that can help them reach and engage target attendees for the event.

The Callbox Solution

Callbox customized an Event Marketing and Appointment Setting campaign for the Client. The outreach utilized voice, email, web and social media. The goal was for the Callbox team to invite target participants from Singapore, Hong Kong and Australia to register to the event in their country, and offer a meeting with the Client’s consultants

Account Research and Selection

  1. The Client’s customer targeted all industry types but specified company size and decision makers.
  2. Callbox improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts qualify best as target participants.
  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 prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Personas designated as the campaign’s primary targets: C-suite, Sales & Director/Manager, BDM, Social Media Strategist, IT Director/Manager
  3. The master contact list was segmented based on these targets and further grouped according to industry and business size.

Results

The three-month event marketing and appointment setting campaign gathered more than a thousand attendees and hundreds of appointments. The leads delivered were best-qualified targets which turned in 57% conversion

Callbox: Key to A-list Management Consulting Expert Business Disrupt Turnaround

The Client

The Client is an A-list management consulting leader who has been working with mid-market and distribution clients for over two decades, providing expert consulting solutions on profitable growth strategy, operational improvement, restructuring and turnaround, and mergers and acquisitions.

The Challenge

Two of the most impacting challenges are increased competition and rapid change in the buying landscape. Quite worried about the rising competition with new and larger firms and the way buyers go about buying services, the Client took practical steps to address the issues by outsourcing lead generation solutions with Callbox.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which the Client approved and signed up for two terms.

The goal was for the Callbox team to set appointments for the Client’s consultants with target prospects who have the need for profitable growth strategy, operational improvement, restructuring and turnaround, and mergers and acquisitions services.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign delivered 77 appointments, 15 leads completed, 36 requests for more information, and 526 social media connections.

Automotive Manufacturers Sales Maven Drove 90+ New Leads with Callbox ABM Lead Generation & Appointment Setting Campaign

The Client

The Client is a seasoned automotive manufacturer sales agency that caters clients from the performance automotive aftermarket and OEMs in the United States. Their four decades of experience in the business honed their knowledge and understanding of the performance and accessory business from a product sales and marketing viewpoint of the automotive industry which made them one of the trusted providers in the region.

The Challenge

Despite the accelerating economy of the automotive industry, the manufacturing sector continues to meet business roadblocks brought by the labor shortage, keeping up with technology innovation, cybersecurity, global competition and acquiring qualified leads.

As an experienced driver in the automotive manufacture sales sector, the Client took action on the issues but prioritized the one that directly presses them – acquiring qualified leads. The problem called to employ marketing tactics that generate sales-qualified leads, leveraging on content and other helpful resources to draw more interested customers. It also sparked a need to enlist the help of a marketing expert who understands their pain points and equipped to address the challenge.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client. The campaign was fixed in a two-term deal that utilized outbound activities via voice, web, email and social media.

Account Research and Selection

  1. The Client specified target industries, target 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 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 want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas designated as the campaign’s primary targets: C-suites, VPs, Directors, Head of Marketing Sales & Marketing, BDMs
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts.

Results

Overall, the six-month lead generation and appointment setting campaign produced a total of 92 appointments, 308 MQLs and 427 Net New Prospects.

Callbox ABM Makes Easy Lead Conversion for Language Translator

The Client

The Client is an industry leading and translation provider, localizing content in several industries in its 11 offices across the globe. It has been serving customers with Translation, Localization, Desktop Publishing, Multimedia, Testing & Engineering and Interpretation of over 120 languages for over 20 years.

The Challenge

The translator leader dons several badges of language qualifications and certifications, but continues to employ industry partners who can support them with innovative solutions to help address their needs.

Their database was wearing out where contact information had become inactive which caused email bounces and failed send outs, and made it hard for them to connect with decision makers.

They wanted to acquire a fresh and accurate database, and employ lead generation strategies that can help them reach out more prospects through different media.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media and Mobile channels
  • Sales Enablement & Support that was composed of an end-to-end service coverage from Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management which includes Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to clean and expand the database by removing not qualified contacts and adding new records
  • Refresh email content and create a social media account to generate connections
  • Generate appointments

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  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 want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were Marketing (CMO, Head, Director, Manager), E-commerce (Head), Digital Manager, Content Manager, Localization Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 66 Sales Appointments, 48 Marketing Qualified Leads, 251 Social Media Connections and 362 Adword Impressions (Clicks)