Pages

Topnotch Callbox Leads for Top to Toe Staffing Solution

The Client

The Client is a strategic staffing company for more than 17 years now, providing innovative human resource solutions to employers and job seekers, and serves as a trusted advisor to employers and professionals. They specialize in staffing for human resources, finance and administrative support, helping companies achieve objectives through simplified search for talent while making it easy for job seekers find the right job for them.

The Challenge

The Client has helped many professionals build rewarding careers and employers hire the best talents through their “end to end” staffing services and solutions designed to simplify talent search, deliver results and grow their business, while marking key strategic functions required to achieve core goals.

However, in recent years, work has become quite arduous in acquiring new and qualified clients. Competitors have become more aggressive, offering almost the same staffing service packages which gave target prospects a feast of options laid before them, which on the other hand took them a longer time to decide for the best provider. This urged the Client to decide on trying new marketing tactics that can help expedite their prospecting processes so a lead generation program was plotted to carry out the Client’s goal to acquire new and much qualified clients within a targeted period of six (6) months.

The Callbox Solution

Callbox’s Multi-Touch Multi-Channel Lead Generation Program was strategically designed to help clients get in front of their customers at the best time when they are most ready to listen and are most interested. This was made possible by Callbox for the Client through the Pipeline Lead Nurture Tool.

In the campaign, the Client aimed to promote its core services: Staffing, HR Services and Consulting. These services were common in the staffing industry in the region but the Client wanted to inform target clients that they have an edge over other provides in addressing their HR requirements by doing a top to toe solution.

Email Marketing

Using the Pipeline Lead Nurture Tool, the Callbox team sent out initial email copies bearing the Client’s summary of services and solutions, website and query boxes. Email replies and actions taken by prospects such as clicking the website and queries were tracked real time for the agent to follow-up, either to call or send brochures.

Appointment Setting

alls were made by the Callbox agent and probing questions were asked to discover the prospects’ staffing needs and so that the Client may be able to tailor fit the best services and solutions for them to ensure quality on the organization’s human capital initiatives. The prospects’ answers were carefully and properly noted and all contact details were verified before the calls were disposed.

After setting appointment with the prospects, the Callbox agent sent calendar invites to them as a reminder of the upcoming meeting, thereby avoiding any missed appointments.

Results

The campaign delivered a total of 36 Sales Appointments, 189 MQLs, and 684 Social Media Connections. The 36 appointments set by the Callbox team were companies that had varied staffing needs specifically on candidate screening, benefits and staff requests.

With the Callbox Multi-Touch Multi-Channel Marketing Program and the Pipeline Lead Nurture Tool, the Client was able achieve its goal of acquiring new and qualified clients. Moreso, they are looking forward to acquiring more leads from the list of warm follow-ups they currently nurture which is more than enough to reach their targets before the six months are up.

HR Consultancy Company Bred More Qualified Talents Via Callbox ABM

The Client

The Client is a strategic workforce planning company that provides innovative human resource solutions, and stands on a mission to help The Client is a strategic workforce planning company that provides innovative human resource solutions, and stands on a mission to help companies achieve strategic objectives through workforce planning, analytics, and strategy.

The Challenge

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

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

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

The Callbox Solution

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

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

THE GOALS 

  • The Callbox team was to promote the Client’s core services: Workforce Analytics, Human Resource Consulting and Workforce Strategy and Optimisation. 
  • To send out initial email copies bearing the Client’s summary of services and solutions, the company website and query boxes, and to track email replies and actions taken by prospects.
  • To book appointments with interested prospects for the Client’s recruitment specialists.

Account Research and Selection

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

Account and Prospect Profiling 

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

Results

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

Callbox: 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.

Callbox ABM Fueled Supply Chain Solutions Leader’s Race to Success

The Client

The Client is a strong and powerful supply chain solutions leader in the logistics industry, empowered to compete, innovate and fearlessly take risks at any course of the business. It is one of the three interconnected networks by a global 30-year old sourcing company that has anchored long-term clients from the Retail, FMCG, Footwear & Apparel and Food & Beverage industries.

The Challenge

Competition in the logistics industry intensified as more big time players joined the race. This made the Client realize the need to go further down the track by increasing brand awareness and widening their market reach. However, they didn’t have the right marketing strategy that would fuel them in running the course. After looking at a list of possible lead generation partners, Callbox stood out as the most qualified to provide both the list and the tools that they needed.

The Callbox Solution

Callbox designed a Lead Generation & Appointment Setting campaign for the Client which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat 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 profile the database, keep the contacts accurate and up to date in order to get a good conversion rate out of the target accounts
  • To qualify prospects based on the Client’s criteria
  • Set phone or web meetings with interested qualified decision makers with the Client’s consultants

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets were Procurement Manager, COO, Chief Supply Chain Officer, VP for Operations/Manufacturing/Logistics, IT Director, Director of Planning, Inventory Director, VP of Business Intelligence
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results in 12 months

The 12-month Lead Generation & Appointment Setting campaign delivered 157 Sales Qualified Leads, 67 Marketing Qualified Leads, and 387 Social Media Connections.

Global Media Runs On Accurate Market Data

The Client

The Client is a global media company providing more than 30,000 marketing programs from the Fortune 50 to emerging start-ups for 17 long years now. Their core services include targeted content, active audiences and innovative capabilities that run via a platform, to assist their clients in engaging with revenue-driven technology marketing programs.

The Challenge

To profile the data and conduct a survey among the Client’s existing customers.

The Callbox Solution

First Campaign – Data Profiling

The Client provided Callbox a list of their existing customers to be updated and profiled. The data profiling campaign wasn’t run generically as merely updating wrong information, but rather implemented based on the Client’s specific process that required further research and data recording to complete the action.

The Process

  1. To call all the contacts in the list
  2. Verify all the details: name of pic, company name, job title, email address and direct line
  3. In case of “no answer”, the caller will have to look up the phone number for the company’s main switchboard, and attempt to verify the contact’s details; while for contacts who have left the company, the caller must use publicly available sources like Google and LinkedIn
  4. All information gathered shall be saved and sent to Client every 2 days

Note: The caller must not find/replace a contact and email address other than what’s in the list.

Second Campaign – Data Profiling

The second campaign worked on profiling more databases but delved more into the sources from which and how the information was verified which required accuracy in call disposals. The leads were classified as:

  • Profiled by phone
  • Profiled by online sources
  • Employment validated
  • Employment invalidated
  • Unreachable/No updates

Aside from updating and cleansing the list, a step-by-step Question-&-Answer form was to be filled out by the caller in a spreadsheet that will detail how the data verification was done for each call.

Below are just 5 of the 11 questions and possible answers:

  • Did the phone number we provided work? Yes/No (Yes=the phone rang; No=the phone number was invalid or has been disconnected)
  • If yes, Did someone answer the phone? Yes, the lead him/ herself; Yes, someone other than the lead; No, nobody answered the phone)
  • If yes: Were you able to speak to the lead? Yes/No
  • If yes: Did the lead confirm the job profile and contact information we have on file for them? Yes/No
  • Did the lead give you updated information that is reflected in the spreadsheet? Yes/No

Third Campaign – Survey, White Paper

In the third campaign period, both types were divided into four technology segments. Each had a corresponding question:

  1. Big Data
    Question: Does the business plan to purchase or upgrade big data technologies in the next 12 months?
  2. Cloud Infrastructure
    Question: How does the business deploy server resources in the next 12 months?
  3. Desktop Virtualization
    Question: Does the business plan to upgrade or invest in desktop virtualization solutions within the next 12 months?
  4. Disaster Recovery/Business Continuity
    Question: Will the business be implementing or undertaking a DR related project in the next 12 months?

Answers to the survey were uploaded via links provided by the Client.

Results

Campaign results breakdown

The results of all the three concluded campaigns were precedent to the upcoming campaign which the Client will be launching the following year, with the same Callbox team.

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 Data Profiling A Major Coup for Exhibition Leader

The Client

The Client is an exhibition and conference pioneer that withstood time and tide to become Singapore’s top and most successful trade event organizer today. They stage trade exhibitions that provide dynamic platforms for effective networking and business opportunity growth to the largest and longest-running key industry sectors in the region.

Summary

Their four-decade reign as the leader in the exhibition industry brought numerous recognition from different award-giving bodies like the Exhibition City Approved International Fair (AIF) Scheme and the Singapore Business Events Awards. Such has gained them much trust from the industry sectors they serve and increased their clientele list over the years.

Indestructible they may seem to have lived with a four-decade trade leadership in the region, what good reason did they have to still take the option to enterprise telemarketing into their current strategies? Why not stick with the conventional, but proven effective scheme of 40 long years?

The Callbox Solution

Call-to-invite

Campaign 1

The first couple of Call-to-Invite projects aimed to gather attendees for Asia’s largest and most comprehensive business networking event for the Global ICT industry, which was participated in by international satellite communications and services companies in Asia, and professionals from Broadcast, Production, Post Production, Digital Media, Entertainment, Houses of Worships, System Integrators, Rental Houses, and Education.

The event was not launched for mere knowledge enrichment and ideas sharing purposes for the attendees, but a plenitude of beneficial platforms for ICT professionals was introduced like Big Data Analytics, Cloud, eGovernment, eServices, Security, Smartcard/RFID, and Wearables. Also featured were the latest technologies in 3D Printing, IoT, M2M, Mobile Apps, OTT and more.

Campaign 2

The second wave campaign engaged key prospects in the manufacturing industry to access the latest precision engineering and machine tool technologies available in the global market, and key prospects from the international oil and gas industry to showcase a comprehensive product innovation.

Local parts and components manufacturers and service providers showcased their expertise at the Capabilities Hub, which brought prospective buyers closer to the suppliers via a single platform.

How Callbox streamlined the success

The preceding call-to-invite campaigns were successfully rolled out by the Callbox team which made abounding progress in the client’s database. Both Callbox and the exhibition leader were responsible team players in completing the project thru multitouch, multichannel marketing tools, and strategies.

The Callbox Pipeline, Callbox’s Lead Management, and Marketing Automation platform stored the client’s big amount of data. The callers updated the contacts with the most current information they uncovered during the call outs. Hitting two birds with a single stone – callers invited the prospects to attend the event and preregistered them on the client’s behalf and updated/profiled the list at the same time.

The Lead Nurturing Tool was activated. A scheme was customized to send out email invites to prospects, and once the invite was opened and read, a notification prompted the callers to do a follow-up call and get the prospect pre-registered.

DM Outreached. Client’s own database came up to nearly 20,000, but almost 50% of that number was deemed “Un-contactable”. Both Callbox and the client agreed to add target contacts/job titles for the expansion of the list which resulted in a wider market reach and more email invites sent to target prospects.

Campaign 3

As a follow-up, a profiling campaign was set off by the client which aimed to not only keep their database accurate, profiled and cleansed, but to prep things up for the next coming edition of events, and which this exhibition expert sets to run again with Callbox.

Results

Campaign 1

Campaign 2

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.

Leading Online Company Profits with Live Phone Operators

The Client

The Client is a worldwide market leader in online hotel reservations; provider of fast, secure and easy-to-use booking system with access to over 35,000 hotels, inns, B&Bs, and resorts. The Client was losing online sales due to both seasonal and irregular network congestion. They believed that frustrated customers were abandoning the sales process when browsing seemed too slow. Factors beyond their control did not allow them to “fix the internet”.

The Challenge

The Client believed they could save these abandoned sales by making their online reservation system available over the phone, allowing potential customers to talk to a live operator 24/7. They decided to provide a prominently displayed toll-free number on their website believing that live operators could keep the customer on the line until closing the sale during congested periods.

By electing to outsource, they hoped to find a single experienced call center could cut costs by managing both incoming phone sales and customer service for cancellations or reservation modifications.

Results

By boldly choosing to support their online business with live operators, they discovered that far from cannibalize their online channel, they strengthened it, even created a new channel of dedicated phone customers, and simultaneously offloading management of customer service requests to Callbox.

  • Customer confidence increased phone channel sales across the board by attracting customers who had not and would not use the online system.
  • Repeat sales increased due directly to Callbox agent friendliness. Customers regularly requested the Agent’s name, and requested the Agent by name on subsequent calls.
  • New and more customer-oriented sales outlet
  • Reduced costs by more than 50% per customer

Callbox Drove Sales and Customer Care in One Campaign for Cable Retailer

The Client

The Client is one of the premier retailers of Dish Network, the United States’ lowest priced all digital satellite provider that offers a variety of HD programming such as theater quality movie channels, educational and nature programming, Pay-Per-View HD movies, and HD broadcasts of special events, including concerts, boxing matches and professional sporting events. 

The Client offers TV and entertainment packages that are put together to give choice and value, loaded with popular options for a low price as well as very affordable equipment upgrades.

The Challenge

Kicking off the business by competing with large seasoned cable providers was a tough start for the Client. Although some in-house growth strategies were set in place, issues encountered at the frontline caused the Client to outsource a marketing campaign to help them increase brand awareness, introduce its products and services, and maintain satisfactory customer service.

The Callbox Solution

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

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

The Campaign Goal

  • The Callbox team was to reach out to prospects and promote the Client’s products and services, and pass the leads to the Client’s specialists for closing.
  • Discover what issues or challenges do the prospects have, and have them booked for a callback from the Client’s sales representatives

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

  • After a 6-month lead generation campaign, the Client saw an increase in their installation numbers. They were able to cut costs by reducing in-house sales support and rely solely on telemarketing in order to sign and maintain customers.
  • Growth. At the start of the campaign, the Client’s target market was limited to Southern California. Its client base has spread over 13 states, including Texas, Arizona and Oregon. The Client achieved a hefty 50% increase in installations per day.
  • In a display of satisfaction with the results of the Callbox campaign and as a result of the good relations between Callbox and the Client, its Sales Director scheduled a week-long visit to the dedicated team, and performed in-depth sales training at the Callbox on-site training facilities. The training focused on sales techniques for both sales coaches and agents. The principles learned were shared across all applicable Callbox teams.

Callbox ABM: A Gateway to a New Market For an SG Intl Trade Agency

The Client

The Client is an agency under the Ministry of Trade and Industry spearheading the development of Singapore’s external economy wing. Its mission is to promote the overseas growth of Singapore-based enterprises and international trade. With a global network of over 30 locations, the Client offers services to help Singapore enterprises export, develop business capabilities, find overseas partners, and enter new markets. They work to position Singapore as a base for foreign businesses to expand into the region and Singapore-based companies.

The Challenge

The Client wanted to acquire foreign leads to participate in their ‘business matching’ trade portal. They targeted importers, distributors, wholesalers and manufacturers all over the US, to seed business opportunities and partnerships.

The Callbox Solution

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

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

THE GOALS 

  • The Callbox team was to call prospects across the US and invite them to post their company profile, and products and services to the Client’s trade portal, and emphasize on the opportunity to expand their market in Singapore.
  • Book appointments with interested prospects for the Client’s specialists to match with suitable Singapore-based enterprises.

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling 

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets wereC-level and Senior Management
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The six-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 180 Qualified Leads, 98 Follow-ups, and 113 Requests for Information.

Research & Consulting Expert Strode Across the US Market with Callbox

The Client

The Client is a leading provider of research-based, go-to-market intelligence and business consulting services supporting expansion into emerging markets across Asia-Pacific, Europe, Latin America, and the Middle East. They have worked with over 50 Global Fortune 1000 companies in solving market growth and entry problems, and supported export promotion, Foreign Direct Investment attraction, and policy formulation programs of various government agencies in 15 countries. Its high profile clients include Honda, Philips, Kohler, Yamaha Motors, Tupperware, Schneider Electric, and the Malaysian Rubber Export Promotion Council.

The Challenge

The Client had specifically wanted to expand in the US, but lacked resources to penetrate the vast American market. Inbound, word of mouth, and referrals were their primary sources of new business. These strategies, however, seemed to have become quite laid back and ineffective as technological innovation in the sales and marketing landscape caused change in customer buying habits. Seeing the impact that this has brought to the business’ customer acquisition efforts, the Client decided to adopt a more advanced approach through outsourcing.

The Callbox Solution

The Client is a leading research and consulting firm, but now had to submit themselves to researching and getting some good advice which they all got from Callbox.

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

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

The Goals

  • The Callbox team was to profile the database and keep every account accurate and with complete information
  • Reach out and set meetings for the Client’s sales development team with Fortune 1000 prospects in the US
  • Connect with potential clients on social media

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, location 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, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were C-level Executives and Research Development Directors
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 160 Sales Qualified Leads, 120 Marketing Qualified Leads, and 712 Social Media Connections.