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Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company

Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company


  • 111 Appointments Set

  • 29 Leads Completed

  • 63 Callbacks


  • Industry

    IT, Software

  • Location

    Pittsburgh, PA

  • Headquarters

    Pittsburgh, PA

  • Campaign Type

    Appointment Setting

  • Target Location

    Pennsylvania, Ohio, West Virginia

  • Target Industries

    All industries with $10M to $2B revenue, 10 to 499 employees, with 2 to 30+ PCs

  • Target Decision Makers

    CIO, IT Manager, SR Development Manager, PIC of the Software Development in the company

The Client

The Client is a Pittsburgh-based software development company, providing improvement, business integration, and business intelligence to a variety of businesses, local governments, non-profit organizations, and startups. They have the expertise to meet every client’s needs from mobile applications, web development, custom systems for startup ideas or simple consulting for upgrading systems.

The Challenge

The software development expert has been providing business intelligence and integration solutions since 2006. Since then, it has built a roster of happy clients and a large library of their success stories.

In 2016, the BI landscape transitioned into easy-to-use, fast, agile and trusted modern platforms and an uptick in cloud-based BI, which the client had to cope with. Along with the innovation, a change in the buyers’ purchase behavior was also seen. In order for the Client to keep up with internal upgrades while keeping their customer base on track and increasing, they decided to outsource their sales and marketing functions to Callbox.

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Callboxinc.com - B2B Lead Generation Company


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

CASE STUDY

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


THE CLIENT


Client Information

ABOUT

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.

TARGET AREAS

USA and Canada

TARGET INDUSTRIES

Accounting & Financial, Administration, Construction, Government, Healthcare, Hospitality, Information Services, Manufacturing, Non-Profit, Printing & Publishing, Professional Services, Real Estate, Retail, Transportation

TARGET PROSPECTS

Business Owners, Managers, Directors


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 to 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.


HIGHLIGHTS

  • Successfully completed an 18-month US and Canada-wide Appointment Setting campaign for a management consulting company.
  • Worked out outbound campaign activities that opened opportunities for the Client to engage new sets of customers in two countries.
  • Achieved key objectives in terms of best-fit accounts and highly-qualified prospects delivered.

CAMPAIGN RESULTS

Campaign Results


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 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 services.


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).



Appointment Setting Campaign Causes Rise in Sales-ready Leads for Cyber Security Firm

ABM-Focused Campaigns Double Sales Opportunities for Managed Cloud Firm

ABM-Focused Campaigns Double Sales Opportunities for Managed Cloud Firm


  • 4,993 SQLs

  • 144 MQLs


  • Industry

    Managed Cloud

  • Location

    Austin, TX

  • Headquarters

    Austin, TX

  • Campaign Type

    Appointment Setting

  • Target Location

    Ohio, New York, Pennsylvania, Maryland…

  • Target Industries

    Manufacturing, Distribution, Banking, Insurance

  • Target Decision Makers

    CIO, CTO, CFO, CEO, Managing Director

The Client

The Client is an Austin, TX-based company that provides managed cloud solutions tailored for the security, middleware, and database needs of enterprise customers. The Client primarily targets organizations operating in industries with complex regulatory and compliance requirements.

The Challenge

The Client, an Austin, TX-based managed cloud services provider with Fortune Global 500 customers in a number of countries worldwide, wanted to expand its market presence much closer to home with an intensified push for increased market share in over a dozen U.S. states.

With the help of its newly launched ABM program, the company has already made some progress toward this planned expansion. Their ABM effort has so far added 97 candidate strategic accounts into their pipeline after a full year of implementation.

The Client, however, understood they need to scale this up in order to make their funnel numbers work. They aimed to apply a tiered approach at selecting accounts during the program’s second year.

Under their tier-based ABM strategy, the company segments accounts into two main tiers according to how potential companies match the target customer profile:

  • Tier 1 Accounts: Best-fit companies requiring hyper-targeted, market-of-one engagement
  • Tier 2 Accounts: The rest of their target accounts that still require targeted and personalized messaging but not a market-of-one approach; consists of two further sub-segments based on industry group

In order for their internal team to exclusively focus their time and resources on selling to Tier 1 accounts, the Client planned to let a B2B marketing service provider handle the top-of-funnel activities for the Tier 2 segment.

The company set three main goals that their partner marketing agency should help them achieve:

  • Increase the quantity and quality of target accounts in all Tier 2 sub-segments
  • Navigate each target account’s org chart to identify all relevant decision makers
  • Initiate contact and set the stage for the Client’s reps to convert and close promising prospects

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Callboxinc.com - B2B Lead Generation Company


IT Telecom Consultancy Adds Over $1.3M in Sales Pipeline Opportunities

IT Telecom Consultancy Adds Over $1.3M in Sales Pipeline Opportunities


  • 104 SQLs

  • 6,878 Accouts Touched

  • 227 MQLs


  • Industry

    Telecom, IT Consulting, Professional Services

  • Location

    Albana, NY

  • Headquarters

    Albana, NY

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Mining, Construction, Wholesale Trade, Retail Trade

  • Target Decision Makers

    IT Executives and CFOs

The Client

The Client provides supplier integration, cost management, and strategic sourcing solutions for IT and telecommunications services. Founded in 1997, the Client targets Fortune 500 and other large companies doing business in a number of industries throughout the United States.

The Challenge

For the better part of two decades, the Client has carved out a decent market coverage across a broad range of industries. The company maintains a number of Fortune 500 brands and government agencies in its customer portfolio.

The Client, however, recently ramped up customer acquisition activities in verticals where it lagged behind competitors. These included mining, construction, retail, and wholesale trade.

The move required committing additional time and people—which were already at a premium internally at the company. To avoid diverting resources away from other ongoing marketing initiatives, the Client decided it was better to outsource the prospecting activities for the new campaign.

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Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callboxinc.com - B2B Lead Generation Company


Account-Based Appointment Setting Puts Business IT Firm in Front of Best-Fit Customers

Account-Based Appointment Setting Puts Business IT Firm in Front of Best-Fit Customers


  • 89 SQLs

  • 134 MQLs

  • 7,909 Accounts-touched

  • 2.9 Average contacts per account


  • Industry

    Managed IT, IT Consulting, Cloud Services

  • Location

    Sunnyvale, CA

  • Headquarters

    Sunnyvale, CA

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Manufacturing, Industrial, Media, F&B

  • Target Decision Makers

    IT Manager, IT Director, CIO, CTO

The Client

The Client provides managed IT and IT consulting services to manufacturing, industrial, food and beverage, and media organizations throughout the United States. The company specializes in IT support, advisory, cloud, procurement, and networking solutions.

The Challenge

During the campaign for the second half of the year, Callbox implemented an account-based appointment setting strategy in support of the Client’s recent adoption of an ABM approach for acquiring new business. The Client aims to capture high-value deals by engaging multiple contacts in an organization. According to the Client, they’ve observed that IT buying decisions now have to pass through different layers of decision makers. Oftentimes this means reps need to speak to multiple roles within the target company just to get their foot in the door.

The Client wanted Callbox to help them initiate this process, so that their reps can focus on moving the sales conversation forward. As a result, Callbox’s role grew to include market research, account selection, account profiling, and targeted outreach.

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Callboxinc.com - B2B Lead Generation Company


Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program

Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program


  • 66 Qualified Appointments

  • 549 Follow-Ups

  • 80 Request for Information


  • Industry

    Software

  • Location

    USA

  • Headquarters

    USA

  • Campaign Type

    Appointment Setting

  • Target Location

    USA and Canada

  • Target Industries

    Gyms, Fitness Facilities, Health Clubs, Wellness Centers

  • Target Decision Makers

    Fitness Club Owner, Fitness Center Manager, Fitness Director, Gym General Manager, Operations Manager, Assistant Manager

The Client

The Client develops and provides membership management software designed for fitness clubs and wellness centers. The company targets gym facilities of all sizes, as well as single-location and multi-site fitness chains throughout the United States and Canada.

The Challenge

The Client offers a very competitive fitness club management platform that handles operations, memberships, sales, and back office processes. But the market for this type of software in North America is also highly saturated, with more than 50 major vendors operating in the same segments as the Client.

The company approached Callbox to help execute the outbound portion of their marketing program. They already had a very effective digital marketing process in place, but was dragged down by chronic underperformance in their sales development efforts.

Internally, the Client generated around six sales meetings on average each month. As the number of new customers continued plateauing, the company wanted to at least double the opportunities entering their sales pipeline.

The Client understood that reaching this target would need substantial commitments in manpower and other resources. The new pipeline targets would require them to ramp up their direct outreach volumes and expand their marketing database. That was why they partnered with Callbox.

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Callboxinc.com - B2B Lead Generation Company


B2B Logistics Brand Seals $6M in New Deals from Callbox Campaign

B2B Logistics Brand Seals $6M in New Deals from Callbox Campaign


  • 3 New Customers

  • $6M New Sales

  • 83 SQLs

  • 48 MQLs


  • Industry

    Logistics

  • Location

    Pittsburg, PA

  • Headquarters

    Pittsburg, PA

  • Campaign Type

    Appointment Setting

  • Target Location

    US

  • Target Industries

    Miscellaneous Retail, Household Furniture…

  • Target Decision Makers

    Logistics Coordinator, Procurement Manager, Operations Manager, Shipping Manager, Home Delivery Operations Manager, C-level, President

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 company currently has more than 200 employees and annual revenues of over $30 million.

The Challenge

The Client has recently been ramping up its presence in the “last mile” delivery market. To support its push into the U.S. home delivery space, the Client had put together a full-spectrum marketing plan.

The Client wanted to divide the marketing activities between its internal team and an outside marketing agency. The vendor would handle the early-stage prospecting and lead generation activities, while the internal team took care of activities further down the funnel.

Specifically, the Client wanted the outside marketing firm to carry out the following roles:

  • 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

DOWNLOAD THE FULL STORY

Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callboxinc.com - B2B Lead Generation Company


B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects

B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects


  • 73 Qualified Appointments

  • 116 Completed Leads

  • 11 Potential New Customers


  • Industry

    Software

  • Location

    Van Nuys, CA

  • Headquarters

    Van Nuys, CA

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Food & Beverage, Retail Trade, Services

  • Target Decision Makers

    Owner, Restaurant Manager, Marketing Manager, General Manager

The Client

The Client is a CA-based software company that offers a cloud-based mobile e-commerce platform for various types of hospitality business establishments. The company sells to small- to medium-sized retail shops, food and drinking places, and other hospitality establishments across the United States.

The Challenge

The Client designs and develops an integrated digital marketplace that helps SMB operators of hospitality establishments to boost mobile visibility. Its primary app allows companies to attract foot traffic by improving their discoverability via local and mobile searches.

As a small and nimble player in the B2B digital marketplace vertical, the Client wants to move fast and maintain its growth momentum, especially now with the threat of new entrants looming over the horizon.

This led the company to adopt proactive growth hacking initiatives that combine both inbound and outbound marketing strategies. Recently, the Client decided to outsource most of its outbound prospecting operations, so that its in-house marketing team could focus on handling inbound leads and nurturing warm opportunities.

The Client was very clear about its requirements for an outsourced marketing partner. First, the provider needed to have adequate resources to cover a USA-wide campaign. Second, the agency must be able to support targeted outreach across the different segments the Client was looking to enter.

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Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callboxinc.com - B2B Lead Generation Company


Managed IT Firm, a Long-Term Callbox Client, Closes $150K in One Campaign

Managed IT Firm, a Long-Term Callbox Client, Closes $150K in One Campaign


  • 90 Qualified Appointments

  • $150,000 in won deals

  • 180 Net New Prospects


  • Industry

    Managed IT

  • Location

    Atlanta, GA, USA and Sydney, AU

  • Headquarters

    Atlanta, GA

  • Campaign Type

    Appointment Setting

  • Target Location

    Boston, GA, USA and Sydney, AU metropolitan Areas

  • Target Industries

    Mining, Construction, Transportation & Public Utilities…

  • Target Decision Makers

    Owner, Office Manager, IT Manager, Finance Manager

The Client

The Client is an Atlanta, GA-based managed IT services provider with a branch office in Sydney, AU. The company works with SMEs in both the Atlanta and Sydney metropolitan areas, offering a variety of IT services including procurement, consultancy, technical support, project management, and cloud management.

The Challenge

Since 2017, Callbox has been responsible for planning and executing targeted outbound prospecting campaigns based on The Client’s growth objectives and revenue goals.

In August 2018, the Client expanded into the Australian market by setting up an office in Sydney. Despite the Client’s strong presence in their local US market, they still remain a new player in the Australian tech space.

With the success achieved during the previous 12-month partnership with Callbox and Callbox’s extensive experience in ANZ, the Client is convinced that they’d be able to keep up the momentum for this AU-focused campaign.

DOWNLOAD THE FULL STORY

Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callboxinc.com - B2B Lead Generation Company


31-Month Campaign Yields New Cleaning Contracts for NY Janitorial Firm

CASE STUDY



31-Month Campaign Yields New Cleaning Contracts for NY Janitorial Firm


THE CLIENT



CS_CC_31-Month-Campaign-Yields-New-Cleaning-Contracts-for-NY-Janitorial-Firm-client

ABOUT
The Client is a family-owned commercial cleaning company that serves businesses in the Long Island, NY area. The company offers janitorial services, building maintenance solutions, as well as sanitary supplies. It specializes in commercial, medical healthcare, educational, industrial, and retail properties.



TARGET INDUSTRIES
All large companies except auto dealerships, gyms, cinemas, apartments, hotels, and bowling alleys

TARGET PROSPECTS
General Managers, Operations Managers, Maintenance Managers, Office Facility Manager, Operations Manager, Purchasing Manager, Owner, School Director

TARGET AREAS
Nassau County and Suffolk County (Long Island, NY)


THE CHALLENGE



With limited manpower and resources to carry out outbound prospecting activities in-house, the Client hired the services of Callbox in January of 2015. For the next two-and-a-half years, Callbox served as a close extension of the company’s sales team, consistently providing appointments and leads to its reps and marketing staff.

Before working with Callbox, the Client had been following a 3-point messaging approach in all its marketing communications and sales collateral. The Client required all marketing/sales materials to:

  • Be precisely tailored for the Client’s target audience
  • Be clearly Mapped to the right stage in the company’s sales cycle
  • Tie benefits and pain points back to specific business outcomes

The Client was very clear about meeting these standards. This formed the basis for selecting Callbox since the agency was able to demonstrate these qualities through its flexible service proposal and actual track record in deploying successful marketing campaigns for commercial cleaning firms.

In addition to the Client’s messaging requirements, the company also went into the partnership with Callbox expecting to receive at least 15 qualified appointments from the campaign each month.

HIGHLIGHTS
  • Carried out a highly successful 2-and-a-haf-year appointment setting project for a Long Island, NY-based commercial cleaning firm
  • Communicated Client’s unique value proposition through campaign materials aligned with the company’s messaging requirements
  • Exceeded key campaign benchmarks and minimum requirements set by the Client
CAMPAIGN RESULTS

CS_CC_31-Month-Campaign-Yields-New-Cleaning-Contracts-for-NY-Janitorial-Firm-results


THE CALLBOX SOLUTION



Throughout the whole effort, the campaign plan centered on carrying out multi-touch, multi-channel appointment setting mainly through an outreach cadence of phone and email touch points.

Callbox then helped the Client identify and refine the campaign’s target prospects which consisted of decision makers handling facilities management, operations, and business service procurement.

The target companies included businesses having at least 75 employees, that operated large Buildings like schools, laboratories, manufacturing facilities, medical practices, and large retail establishments located throughout the Long Island, NY area.

Appointment-Setting

  1. With the Callbox-supplied prospect list, the campaign was able to increase its reach and scope much more than what was possible with the Client’s own database.
  2. The Callbox team used SMARTCalling, its proprietary call management algorithm, to determine the optimal times to contact prospects and increase success call rates.
  3. Prospects who agreed to an in-person or phone meeting with the Client’s reps were tagged as qualified appointments, while contacts who accepted company literature via email were labeled as completed leads.

Email Marketing

  1. The outreach cadence was made up of a combination of phone and email touches tailored for the Client’s specific objectives and targets.
  2. The campaign relied on emails to initiate contact and nurture prospects, in particular leveraging targeted send-outs for both qualifying leads and distributing marketing literature.
  3. Callbox’s exclusive Lead Nurture tool enabled easy orchestration of event-driven email touches.


RESULTS



The entire project ran for 31 months from January 2015 to July 2017. In terms of the KPIs agreed upon at the campaign’s outset, the whole effort generated the following results:

  • 622 total qualified appointments (averaging 20 per month)
  • 993 total completed leads (averaging 32 per month)
  • 1,047 total net new prospects (averaging 33 per month)

Callbox was able to maintain delivering 17 to 22 qualified appointments each month throughout the project, which meant that the campaign consistently met the Client’s expectations.

Although the Client did not disclose any figures, the company has mentioned that it had already converted “a great deal” of the Callbox-supplied appointments into new customers.



VoIP Switches to Callbox, Gains High-Value Sales Appointments

CASE STUDY



VoIP Switches to Callbox, Gains High-Value Sales Appointments


THE CLIENT



CS_SW_VoIP-Switches-to-Callbox-Gains-High-Value-Sales-Appointments-client

ABOUT
The Client is a US-based company that primarily provides telephone voice and data communications services. The company also develops software for IP communications and telephony systems.



TARGET INDUSTRIES
All industries (mid-sized to large-sized companies)

TARGET PROSPECTS
CIO, CTO, IT Managers, IT Decsion Makers


THE CHALLENGE



Despite having already worked with a number of third party providers for the Client’s lead generation campaigns, finding companies interested in their services for the long term remained an unresolved challenge.

The Client’s previous marketing partners had clear difficulties delivering consistent campaign results, which in turn made it very hard for the Client’s sales reps to meet their numbers.

Most of the leads and appointments from their former partners were a poor fit for the Client’s enterprise VoIP solutions. When those prospects reached the Client’s sales team, reps uncovered that many of them were actually still not in the market for the company’s offerings.

Additionally, the Client also observed that their previous providers were not able to fully capture and communicate the company’s unique value proposition, failing to map out key product benefits with business pain points in campaign materials used in the outreach programs.

With the lessons gained from these earlier campaigns, the Client searched for a reliable marketing agency that can provide them with a full suite of tools and strategies to book sales meetings with interested and qualified prospects.

HIGHLIGHTS
  • Launched a successful appointment setting program that met all key campaign objectives for an US-based VoIP provider
  • Leveraged Callbox’s suite of marketing tools to enhance campaign results
  • Refined Client’s target prospect profile and narrowed their sales team’s focus toward high-value prospects
CAMPAIGN RESULTS

CS_SW_VoIP-Switches-to-Callbox-Gains-High-Value-Sales-Appointments-results


THE CALLBOX SOLUTION



The Client signed up for a pilot three-month appointment setting campaign with Callbox. Callbox then reviewed the Client’s requirements and objectives in order to formulate a multi-touch, multi-channel campaign plan.

To address the Client’s problem with the quality of sales appointments, the Callbox team carried out their best effort to profile and update each contact information with each call, and took the opportunity to ask prospects probing questions to uncover not just perceived, but actual business needs. These steps were a significant factor in generating high-converting appointments.

Throughout the campaign, the Callbox team extensively used Pipeline CRM (Callbox’s proprietary lead management and marketing automation platform), particularly Lead Nurture Tool, which helped streamline the campaign workflow.

Lead Nurture Tool’s list cleansing feature took care of contact profiling, and it also enabled personalized emails to be sent to prospects in response to predefined triggers. Part of what makes this reliable tool efficient is that, every action taken by prospects like clicking a link on a website or submitting a form is monitored in real-time, allowing the campaign team to respond accordingly.

As is always the case in Callbox campaigns, all call activities were automatically logged in to Pipeline CRM, where the Client can view, process or download reports and campaign statistics.

Callbox Pipeline’s Lead Nurture Tool ensured the call list remained accurate throughout the whole campaign, while the Callbox’s SMART Calling system enabled agents to reach the right prospects at the right time, right when they were most available to talk.


RESULTS



The initial three-month program generated a total of 39 qualified appointments, 41 completed leads, and 78 net new prospects.

While the number of appointments delivered were slightly lower than in the previous campaigns with other providers, this actually reflected an increased emphasis toward high-quality prospects, since the Callbox team implemented a more thorough lead qualification approach aimed at filtering best-fit decision makers rather than stuffing the Client’s funnel with unqualified leads. As a result, the Client renewed the contract for another three months.