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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 Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 261 Sales Qualified Leads, 83 Marketing Qualified Leads, 184 Social Media Connections, 27 Requested for More Information, 87 For Callback, 103 Potential Leads.

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 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 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 Leading Language Translation

The Client

The Client is one of the fastest growing multilingual Language Service Providers in the world, specialized in customized hybrid technology solutions to fit any budget and subject matter expertise for most industry verticals.

Lines of Business
Translation, Localization, Multimedia, Interpretation, Testing & Engineering, Desktop Publishing, Website Localization, Patent, SAP Localization, Machine Translation

The Challenge

The Client is a proud bearer of linguistic awards and recognition – badges of customer trust and satisfaction which they have gained over the past two decades from doing excellent service. 

Today, the translation leader has grown 3 regional HQs (Singapore, Budapest, and Wilmington) and a total of 9 strategic local offices, offering full localization support to  130+ languages and 260 locales.

Despite achieving stability and growth, the Client continues to build its reputation as a customer-centric organization, and employs industry partners who can support them with innovative solutions in addressing their needs.

The Callbox Solution

The Client simply wanted to reach more potential customers, but was open to any marketing opportunity that the campaign may bring. Callbox’s Account-Based Marketing Lead Generation and Appointment Setting approach was a fit for the Client’s requirements. The campaign consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Social Media, and Webinar
  • 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 profile each contact to expand the database. 
  • To refresh the Client’s email content, and create a social media account to generate connections. 
  • Secure meetings with interested prospects for the Client’s consultants.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified 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 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

OOverall, the six-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 132 Sales Qualified Leads, 88 Marketing Qualified Leads, 351 Social Media Connections and 362 Adword Impressions (Clicks).

Callbox ABM Lead Generation Campaign Pooled New Clients For HR Leader

The Client

The Client is a premier human capital management solutions provider, and has been servicing Sydney with comprehensive recruitment, education, migration and human resource consulting for over fifteen years. Its wide range of in-demand services and customized advice have helped businesses hire the best-fit candidates.

The Challenge

Competition makes the business matter, but getting ahead in the row and staying relevant in the market can be quite tough when you have a load of challenges to cope. The influx of talent that made it overwhelming for recruiters to choose, lack of speed in the hiring process due to insufficient qualified applicants and out of date strategies were among the major problems that the Client faced.

The need for new tools was incontestable, but the Client forewent the idea as the length of the implementation process might prolong the agony. Nonetheless, they found the best alternative action which is to outsource their lead generation efforts from an expert.

The Callbox Solution

Callbox designed a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign, utilizing voice, email and social media channels for the Client which ran for two-terms.

The Callbox team was to generate potential leads and set office meetings with prospects based on the Client’s target specifications – target decision makers who expressed a need for competent talents, evaluation of HR core processes such as complete employee life cycle and reports consolidation.

Below is the three-step campaign process:

Account Research and Selection

  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. Buyer personas were identified as the campaign’s primary targets: HR Director, Manager and relevant HR contacts.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

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. Buyer personas were identified as the campaign’s primary targets: HR Director, Manager and relevant HR contacts.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the two-term Lead Generation and Appointment Setting campaign produced a total of 72 sales appointments, 534 MQLs and 596 social media connections

Cost Reduction Consulting Firm Grows Potential Sales with 270+ New Business Leads

The Client

The Client is an independent cost reduction consulting firm with offices all over the US and Canada. They help businesses reduce essential service expenses on telecom, merchant services, and shipping by twenty-seven to twenty-eight percent, and have delivered more than three hundred million dollars in documented savings to their clients.

The Challenge

The dawn of automation in computers and mobile devices brought a drastic change in the Client’s performance and ROI metrics. As people start to learn to maximize the internet’s capabilities like remote management and tracking usage, the consulting expert found themselves dragging, having not enough data resources and tools to use to help them implement innovative ideas to attract new customers and keep the old ones.To keep up, the Client looked for options, tools, and services that could help them cut the rope. With a colleague’s advice, they considered outsourcing their marketing efforts, with Callbox. The Client’s thrust was to increase their customer base in order to achieve its goal of opening more operation sites in target states in the US and provinces in Canada.

The Callbox Solution

Callbox designed an Appointment Setting campaign which the Client approved and initially signed up for three months, and eventually progressed to five more contracts thereafter.

The goal was for the Callbox team to set appointments between the Client’s specialists based in their US and Canada offices and prospects who have a need for their consulting 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 service

Results

Overall, the eighteen-month Appointment Setting campaign delivered 270 appointments (sales-qualified leads) in total, 135 leads completed (highly convertible leads that require further nurturing), and 90 requested for more information (qualified prospects who need more time to review).

Callbox Profiles Key In-House List for Government Agency, Lifts Email KPIs

The Client

The Client is the head office of a government agency in a Southeast Asian country. The Client develops and implements foreign trade policies, as well as regulates the country’s export and import industries.

The Challenge

As part of the government agency responsible for overseeing international trade in its home country, the Client facilitates trade relations with private companies overseas. The Client maintains an extensive database of key contacts from exporters and importers located in partner countries.

The office’s foreign companies list consists of around 25,000 contacts acquired from different sources, such as signup forms, internal research, tradeshow events, and publicly available documents. The list makes up the backbone of the Client’s promotion activities and information drive, as well as the main distribution list for the agency’s monthly newsletter.

The Client recently started a planned update and migration of its various data resources. A data audit revealed that the agency’s foreign companies list contained a very high number of potential data quality issues, including missing values, duplicate entries, and outdated fields.

With tight timetables for the data migration project, the Client sought the help of a third-party provider to scrub and update its foreign companies list. Following a thorough procurement process, officials chose Callbox after taking into account price competitiveness, data management capabilities, and track record.

The Callbox Solution

Callbox carried out a data cleaning and data profiling campaign for the Client. The campaign was designed with the agency’s very particular requirements and timelines in mind.

Data Cleansing

  1. The data cleaning phase of the campaign was scheduled and completed during the first two weeks.
  2. A battery of database scrubbing activities were performed on the Client’s foreign companies list, including de-duplication, error correction, and record standardization.
  3. A battery of database scrubbing activities were performed on the Client’s foreign companies list, including de-duplication, error correction, and record standardization.

Data Profiling

  1. After completing the data cleaning activities, the Callbox team verified and updated each list record through one-on-one calls with contacts, which consisted of senior and C-level executives from multiple countries and locations.
  2. Desk research helped enrich the Client’s database by supplying missing values and appending new information mined from different sources.
  3. Accuracy of each list entry was guaranteed through cross-referencing with Callbox’s own records and using different data sources to validate fields.

During the profiling campaign, the Client decided to proceed with an appointment setting campaign as the Callbox team encountered contacts that expressed concerns that needed to be addressed at the soonest time.

Results

The profiling and appointment setting campaign delivered a total of 24,952 Contacts Profiled, and 98 Appointments Set.

ICT Leader Aced More Than A Thousand New Leads With Callbox’s ABM Appointment Setting Program

The Client

As a multinational company and one of the world’s top ICT brands, the Client specializes in advanced electronics technology. It’s core business focuses on fusing hardware, software and services to open up wider possibilities for businesses and consumers alike.

The Challenge

The Client has more than four decades of ICT experience and leadership. It started with service-oriented technologies and has kept the battle in its hands until it lost bearings in 2011 due to management hit-or-miss and tough market competition. The ICT magnate saw a decline in their revenue and sagging interest from their customers with competitors’ rapid release of mobile devices that made them seem invisible in the market.Although several innovations were launched to snatch their target customer’s interest back, the problem continued for a couple of years, resulting to difficulty in promoting their new line of products. This called for the client to outsource some of its functions, particularly sales and marketing.

The Callbox Solution

Callbox and the Client built a detailed plan for a two-term account-based appointment setting campaign.

The thrust was for Callbox to get the Client’s sales specialists appointments with relevant IT purchase stakeholders, B2B prospects that have a need to purchase servers or PCs within three to six months time.

Account Research and Selection

  1. The Client specified target industries, employee size, relevant contacts and number of users.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying which companies best qualify as target accounts.
  3. Callbox then compiled a list of potential accounts to target, which was reviewed and accepted 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: mid-level IT managers or directors and C-level IT target contacts.
  3. The master contact list was segmented based on these two personas and further grouped according to industry, business size, and numbers of users.
  4. Agents then set up follow-up phone appointments with hot leads and inquiries.

Multi-touch, Multi-channel Outreach

  1. The campaign combined phone and email channels to maximize engagement with the target prospects.
  2. The touches were carried out based on a combination of calling and email marketing interactions with live agents.
  3. Messaging (used in scripts, email copies, page content, ad copies, etc.) was tailored according to the buyer personas and contact segments.

Results

Overall, the campaign produced a total of 1,248 qualified appointments (sales-qualified leads).

The entire campaign ran for a total of nine months or 198 days (at 22 days/month) given that the Client renewed its contract with Callbox several times after the initial pilot phase. The following table shows a monthly breakdown of some key indicators throughout the campaign duration:

  • Average appointments per day: 8
  • Target Contact  reach rate: 39%
  • Accounts touched: 59,103
  • Average touches per account: 3.35
  • Total emails delivered: 21,164

The appointments delivered were best-qualified. Although the Client did not specify, they confirmed that the bulk of the leads were converted into new accounts. Callbox was able to establish a good working relationship with the Client which resulted to two referrals from them.

Long-Term B2C Client Taps into Steady Flow of Appointments

The Client

The Client installs and replaces windows and doors for homes and residential units. With its headquarters located in Edmonton, Alberta, the company primarily targets homeowners throughout Alberta, Saskatchewan, Ontario, and other Canadian provinces.

The Challenge

The Client has been a Callbox customer since 2014. Callbox handles most of the activities in the Client’s outbound prospecting program.

At the time the Client started working with Callbox, the company had a fairly extensive coverage of key areas in their primary markets of Alberta, Saskatchewan, and Ontario.

The early campaigns that Callbox launched for the Client were aimed at expanding the company’s presence in newer locations throughout these provinces. Around two years into the partnership, the Client shifted their marketing focus toward expanding across Canada.

The Client was very particular with the depth of product knowledge that the agents assigned to the project held. The Client had prior experience with a different provider that focused the messaging strategy on the Client as an organization but underemphasized the company’s products and benefits.

In addition, the Client also wanted Callbox’s appointment setting solution to seamlessly integrate with the company’s processes and technology stack. In particular, the client made it clear that the outbound campaigns should sync up with their internal CRM tool.

The Callbox Solution

Callbox planned and carried out phone-based outbound appointment setting campaigns for the Client. The project’s main objective is to hand off qualified prospects with a very high degree of interest in the Client’s window and door installation services.

The campaign activities broadly fall into two main categories: prospect research and phone outreach.

Prospect Research and Profiling

  1. The company sells to homeowners within a specified income bracket and age group. This was initially limited to the company’s primary markets of Alberta, Saskatchewan, and Ontario but was later expanded into other Canadian provinces.
  2. The Client provided its own prospect list, which the Callbox team supplemented with additional records and updated fields.
  3. Most of the new contacts that Callbox provided have been acquired through research. These new records were reviewed and approved by the Client before being used.

Phone Outreach

  1. The campaign team’s calling agents contacted prospects and determine their interest in the Client’s services with a series of probing questions. Contacts who were planning to replace their window or door, plus agreed to meet with a rep for a free estimate, were tagged as success calls.
  2. To ensure that calling agents had adequate product knowledge, product training and call simulations were done prior to the project. The Client also regularly reviewed call scripts and recordings to see if their product-level value proposition was maintained in the calls.
  3. Callbox tailored each outbound campaign to meet the Client’s changing requirements, scaling up the manpower and resources allocated to the project as needed. When the target locations grew to include other provinces in Canada, Callbox assigned an additional calling agent and another data specialist to the campaign team.

Results

The campaign team has been able to maintain a positive response rate of at least 34% and a monthly list growth rate of 3%.

The appointment setting program is still ongoing and has now completed more than five years of targeted outbound B2C campaign activities for the Client.

On average, Callbox hands off 318 qualified appointments to the Client’s reps each month. The campaign team has also been able to maintain a positive response rate of at least 34% and a monthly list growth rate of 3%.

The Client is very satisfied with the results of the program so far and continues to partner with Callbox.

Niche Consulting Firm Gains Solid Foothold in High-Growth SG Market

The Client

The Client is a multinational consulting company that offers intangible asset management and valuation services. The scope of their practice covers patents, copyrights, trademarks, and other forms of intellectual property. The company works with manufacturing and technology companies in Australia, New Zealand, the United Kingdom, and the United States.

The Challenge

Intangible assets (such as patents, software, content, brand name, and digital property) account for a greater portion of the value of a business today. In Singapore, intangible assets now make up at least a third of local companies’ value, up from 20% in 2010.

The Client is looking to strengthen its presence in the Singapore market, where the rapid expansion in businesses’ intellectual property (IP) portfolios has created strong demand for many of the Client’s services.

Much of this growth has been driven by increased R&D activity in Singapore’s manufacturing, engineering, and technology sectors—which are also the Client’s main target industries.

To support their planned Singapore expansion, the Client has implemented a comprehensive marketing strategy that involves direct outreach with key decision makers from companies that strongly fit their customer profile.

Right from the outset, the Client had decided to outsource this component of their marketing plan, laying down clear requirements for what they wanted their service provider to meet:

  • Extensive marketing experience in Singapore’s manufacturing, technology, and IT sectors
  • Ability to provide highly-targeted access to relevant companies and contacts
  • Proven track record of success in terms of sales impact

The Callbox Solution

The Client selected Callbox as their outsourced partner after extensive discussions with different marketing agencies. According to the Client, Callbox was able to show how they leverage their years of experience in marketing in Singapore’s manufacturing and tech industries, including a couple of successful campaigns that resulted in new customers for other consulting firms.

Based on the Client’s objectives and requirements, Callbox determined that the best approach would be an Account-based Marketing Lead Generation & Appointment Setting campaign. The program consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, 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 Campaign Goals

  • The Callbox team was to reach out to potential customers to uncover pain points and upcoming needs. 
  • Book meetings with qualified prospects for the Client’s consultants.
  • Keep the database clean and updated.
  • To qualify leads based on the Client’s specifications, and submit in  two categories:
    • SQL (sales qualified leads) those with immediate need or looking to implement the service in 3 months time
    • MQL (marketing qualified leads) prospects who may not have urgent need, but are open to discuss or to receive a proposal from the Client

 Account Research and Selection

  1. The Client’s target companies included medium-sized manufacturing, technology, and IT companies in Singapore with 50 to 499 employees and annual revenue of $5 million to $50 million.
  2. The key contacts were made up of CEOs, CFOs, CTOs, finance managers, IT directors, and decision makers in charge of R&D.
  3. Most of the contact records were obtained from Callbox’s internal leads database, while other records were acquired via research.

Account and Prospect Profiling 

  1. The Client provided target relevant contacts for the Callbox team to reach which consisted of detailed demographic and firmographic segmentations.
  2. The master contact list was segmented based on target contacts, and was further grouped according to industry type. 

RESULTS

In total, the ABM campaign delivered 80 Sales Qualified Leads, and 145 Marketing Qualified Leads. The campaign’s results exceeded the Client’s main requirement of generating at least ten qualified leads per month.

B2B Logistics Brand Seals $6M-Deal from Callbox Campaign

The Client

The Client provides specialized logistics solutions to manufacturing, technology, wholesale, retail, and home delivery companies throughout the United States. Its primary lines of service include managed freight, logistics, shipping, and storage.

The Challenge

The Client has recently been ramping up its presence in the “last mile” delivery market. This was marked by a series of specialized logistics services rolled out during the last three years, which were aimed at helping traditional retailers and e-commerce companies streamline their home delivery operations.

To support its push into the U.S. home delivery space, the Client had put together a “full spectrum” marketing plan. The primary strategy combined a number of digital and outbound channels deployed throughout their conversion funnel.

During planning, the Client had also decided to divide the marketing activities between its internal team and an outside marketing agency. A third-party vendor would handle most of the early-stage prospecting and lead generation activities, while the company’s in-house agents took care of activities further down the funnel.

The Callbox Solution

Taking the Client’s requirements into careful consideration, Callbox then hammered out a plan for a twelve-month appointment setting campaign which consisted of:

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

The Goals

Specifically, the Client wanted the Callbox team to carry out the following tasks:

  • Look for retail businesses with a strong fit
  • Contact key persons in charge of logistics and home delivery operations
  • Screen them further with additional qualifying requirements
  • Schedule qualified contacts for an introductory meeting

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified retail and e-commerce businesses that sell furniture, electronics, and appliances all over the United States as the main companies to target
  2. Decision makers in charge of logistics operations, home delivery operations, and order fulfillment were identified as the ideal prospects to contact
  3. Callbox obtained contact and other key information from its in-house database and through additional research.

Account and Prospect Profiling

The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.

The buyer personas designated as the campaign’s primary targets were Logistics Coordinator, Procurement Manager, Operations Manager, Shipping Manager, Home Delivery Operations Manager, C-level, President

The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month ABM campaign delivered a total of 168 Sales Qualified Leads, 83 Marketing Qualified Leads and 540 Social Media Connections. 

The Client was able to close a deal that was worth $6M (from 3 leads) in the first half of the campaign.