Tag Archive for: Lead Generation

5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

So you finally have leads flowing into your pipeline. Now what? Which leads do you contact first? Should you reach out via email or phone call? How many times should you contact a prospect? When should you place a call or send an email? If a prospect does X, should you do Y or Z? What do you do next?

If you haven’t yet fully answered all these questions or aren’t very sure of your answers, then chances are you need to develop a solid sales cadence for your sales team (or your current one needs some refining). A good sales cadence brings structure and order in how reps engage leads, improving productivity and performance.

This post helps you build a winning sales cadence by taking a look at examples that have already been shown to work. The blog entry then draws lessons from each of these cases and provides practical tips to put these ideas into action within your own lead generation and sales process.

Sales Cadence: Some Basics

To make sure we’re on the same page, let’s first lay out some sales cadence preliminaries: what it exactly is, why you need one, and what other things to have on hand.

A sales cadence is simply a timeline of sales activities and methods reps follow to engage leads. For example, if one of the starting points in your sales conversion funnel involves a lead filling out a form on your site, the steps you take in order to contact that prospect and get him to agree to a face-to-face meeting make up your sales cadence.

In this case, the sales cadence tells you when and how to contact the lead after completing the form (e.g., email on day 1, call on day 2, send a follow-up message on day 3, etc.). Find out how you can generate leads for your business.

Clearly, having a well-defined sales cadence makes things in your sales process run more smoothly and more efficiently. That’s because a sales cadence:

  • Maintains consistency by providing a set of specific and common procedures for reps to follow
  • Keeps everything easy to monitor and measure, making managing and optimizing the sales process simpler
  • Speeds up conversions by removing potential choke points or leakages
  • Allows you to quickly scale things up (such as growing your team or doubling your pipeline)

There are a few things you need to have on hand for a sales cadence to work as advertised. Many experts believe that a modern sales cadence requires at least three channels (emails, phone calls, and social media) to really make an impact. Also, most sources agree that it takes 6 to 8 touches before you can generate a valid lead. Finally, you need a tool to monitor all of these activities, and that’s where a CRM platform comes in handy.

Sales cadences differ from one type of sales process to the next, but the basic idea remains the same: consistent, sequential touches. Complex sales processes often involve a lot of touch points and a longer time period for nurturing prospects (sometimes several months), while transactional sales cycles require fewer touches done over a period of days or weeks.

Related: What to Do after Lead Generation: The Ins and Outs of Appointment Setting

Sales Cadence Examples

If you’re looking to create your own sales cadence (or looking to tweak your current one), there’s plenty of ideas to borrow from the following proven examples.

Example 1

Our first sales cadence example comes to us from Sales Hub CEO Max Altschuler. This is a widely-cited sales cadence and works great as a starting reference.

  1. Day 1: Email/InMail
  2. Day 3: Email in the morning, Call in the afternoon
  3. Day 5: Call in the morning, Call with a voicemail in the afternoon
  4. Day 7: Email in the morning, Call in the afternoon with a voicemail
  5. Day 10: Email and call in the morning
Sales Cadence Example 1

As you can see, this sales cadence consists of 10 touch points spread over 10 days. Other than its simplicity, this sales cadence also has the following strengths:

  • Makes use of all three key channels (email, phone, and social)
  • Leverages the law of immediacy (i.e., touches aren’t spaced too far apart)
  • Uses both live phone calls and voicemails

On the other hand, this sales cadence needs some improvement in the following areas:

  • Uses too few touch points (keep in mind that most studies say it may take up to 13 touches to generate a valid lead)
  • Waits until day 3 to place a call (if this were an inbound lead, calling on day 1 would work well)

Related: 5 Actionable Email Marketing Templates you can Use to Follow Up

Example 2

The next example works well for lengthier sales processes. It’s used by one of InsideSales.com’s clients:

  1. Day 1: Email 1
  2. Day 2: Call 1, Voice mail 1, Email 2
  3. Day 7: Call 2, Voice mail 2, Email 3
  4. Day 14: Call 3, Voice mail 3, Email 4
  5. Day 21: Call 4, Voice mail 4, Email 5
  6. Day 35: Call 5, Voice mail 5, Email 6
  7. Day 49: Call 6, Voice mail 6, Email 7
  8. Day 63: Call 7, Voice mail 7, Email 8
  9. Day 77: Call 8, Voice mail 8, Email 9
Sales Cadence Example 2

This sales cadence uses up to 25 touch points spread over 77 days (a little over two-and-a-half months). Its strengths include:

  • Starts off strong with email on day 1 and follows it up with a call the next day
  • Combines live phone conversations with voice mail messages

While this cadence fits in with an outbound sales strategy for longer sales cycles, it does have a couple of weaknesses that need attention:

  • Lacks a social media component
  • Schedules successive touch points too far apart from each other
  • Relies on repetitive and almost predictable mix of channels

Example 3

Once again, we’re using a working outbound sales cadence developed by one of InsideSales.com’s customers as an example:

  1. Day 1: Emails 1 and 2
  2. Day 2: Email 3
  3. Day 3: Call 1, Voice Mail 1
  4. Day 4: Social Media 1, Email 4
  5. Day 5: Call 2, Email 5, Social Media 2
Sales Cadence Example 3

This sales cadence packs a lot of touches in such a short time period (5 days) and works because it:

  • Leverages all three key channels (email, phone, and social)
  • Uses emails extensively throughout the whole process
  • Varies the mix of touch points from one day to another

However, there’s still some room for improvement, particularly since the cadence:

  • Squeezes so much activity in so short a time and risks overwhelming the prospect
  • Waits until day 3 to follow the opening email with a call

Related: The 5 Success Factors of Multi-Channel Marketing Revealed [INFOGRAPHIC]

Example 4

Brandon Huang, an SDR at Yotpo, shares a 22-day sales cadence idea he says helps him produce consistent results.

  1. Day 1: Email
  2. Day 3: Phone
  3. Day 4: Email
  4. Day 7: Phone
  5. Day 7 Email
  6. Day 10: Phone
  7. Day 12: Email
  8. Day 14: Phone
  9. Day 16: Email
  10. Day 19: Phone
  11. Day 21: Phone and Email
  12. Day 22: Nurture or Repeat
Sales Cadence Example 4

Brandon Huang’s sales cadence consists of 13 touch points done over 22 days. Its main strengths include:

  • Spreads touch points over a 3-week period
  • Leverages immediacy without being too aggressive

However, this sales cadence contains some glaring flaws:

  • Limits the channels used to phone and email only
  • Waits until two days before following up initial email with a call
  • Fails to maximize engagement per day (some days could have included both email and phone activities)

Related: Things to Do When Dealing With A B2B Prospect that’s Difficult to Reach

Example 5

Here’s a sales cadence example which managed to deliver some pretty impressive results. Carlos Montero, CEO at digital marketing consulting firm Biassa, says this sales cadence helped him book meetings with 11 of the biggest e-commerce companies:

  1. Day 1: Prospect Research
  2. Day 2: InMail
  3. Day 3: Follow-up InMail
  4. Day 4: Email
  5. Day 5: Follow-up Email
  6. Day 6: Phone
  7. Day 7: Social Media (share an article and tag the prospect)
  8. Day 8: Video Email
  9. Day 9: Social Media (engage prospect on LinkedIn)
  10. Day 10: Voice Mail
  11. Day 11: Email
  12. Day 12: Phone or Email
Sales Cadence Example 5

Carlos Montero recommends setting aside as many as 22 days to carry out all these activities. From the outline, it’s clear that the sales cadence:

  • Combines email, phone, and social
  • Uses a rich content strategy (by including articles and videos)
  • Strikes a balance between persistence and disturbance

But even with solid results behind this sales cadence, there are a couple of things you need to look out for, especially since it:

  • Requires more research and personalization
  • Makes reaching out at scale a bit more challenging

Related: AskCallbox: What makes an effective lead nurturing program?

The Takeaway

A sales cadence helps your team navigate the often choppy waters of revenue generation. It keeps your reps’ momentum more consistent and their performance more measurable. With these lessons and tips, it’s easier to develop or optimize your own sales cadence.

4 Signs That You Badly Need a Lead Generation Team

Lead generation is simple. Just find leads and turn them into sales. Now, if the term “easier said than done” has a poster boy, it’s good old lead generation, hands down.

Lead generation may be simple, but surely, it isn’t easy. Especially if only one or two people in an organization are tasked to do it. Realistically, lead generation requires a diverse pool of specialists – be it in analytics, marketing or writing. If you’re generally having a tough time producing leads, then it’s either you’re doing it wrong, or you don’t have a team that does it – which, technically, also falls under the doing-it-wrong category.

It’s not enough to know you’re not doing it right, however. What you need to know are the signs that yell “YOU NEED A LEAD GENERATION TEAM!”. Here they are.

Sign #1: Your Sales Process is Sluggish

“Sales process” refers to a set of steps your organization takes to move the prospect from “lead” to “customer”. Because it’s a process, it repeats itself perpetually like clockwork. It follows that it also has to be systematic and efficient. The usual sales process is as follows:

  • Prospecting – The process of sourcing new leads. Prospecting may involve online research to find net new prospects, or looking into an existing database of contacts. Read more about The Line Between Lead Generation and Lead Prospecting.
  • Connecting – This is one of the most critical stages in the sales process because it can make or break a deal. This is where a lead generation representative makes initial contact with a prospect, gathering relevant information and assessing the quality of the lead.
  • Researching – More specifically, it’s learning more about a prospect and their company. This is necessary in order for the representative to craft and offer more customized experience to the lead.
  • Demonstrating – This is in the latter stage of the sales process, where formal presentation or demonstration of a product or service is done. Usually, only those prospects that are rated as “qualified” earn this privilege. Here’s the usual digital downloads used in in convincing prospects even more.
  • Closing – A lead is just nothing but a lead until a deal is closed.

Related: What to Tell Clients Who Say “You’re too expensive.”

It’s a tedious process to say the least, and sluggish when done by people who need to multitask. But done right and with the right system, it becomes simple, fast, and efficient. In order to do it, an organization needs a team of experts on each stage to carry out the task proficiently and for each stage to progress as seamlessly as possible.

Sign #2: Your Sales Costs are Skyrocketing

The first instance you notice that costs are moving up faster than the price of petroleum when there’s war in the Middle East, your basic instinct tells you it’s time to fire some people.  After all, a huge percentage of costs goes to salaries. But before you do that, ask yourself.  Which services can’t I live without?  Do I really have to fire people, or just make them work like a solid, cohesive group? Understanding this allows companies to focus sales resources where they are needed and to cut waste, not value. The key addressing this issue is to promote efficiency in the sales organization.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

Sign #3: You Have Poor Brand Visibility

Have you heard of this phenomenon called social media? Yes? Cool, right? How about blogging and other marketing channels? Do you take advantage of them like you ought to? Yes? Nice. With optimum use, you can achieve maximum brand visibility using these tools. But let me tell you, if taking advantage of all these means you only have one person doing all the writing and blogging and vlogging and posting on social media, then either you’re extremely lucky to have found a human version of the Swiss Army knife, or you’re setting yourself up for failure. 

Here are just some fine examples:

Sign #4: Lacking High-Quality, Qualified leads

What do you expect from a one-man army? Chances are, this guy’s spreading himself too thin to get all the bases covered. You can’t blame poor Mr. Smith for prioritizing quantity over quality because, hey, it’s the numbers that matter. Or so you believed. With a team of dedicated and relentless individuals who clearly know what they’re doing. You’re putting your organization in the best position to achieve all its marketing goals.  

There are so many proverbs that emphasize the value of team work, but my favorite is (and perhaps the corniest of all), “There is no ‘I’ in ‘team’. Oftentimes, we marvel at the height of achievement individuals can reach singularly. But more marvelous still are the limits individuals collectively break. That’s the essence of the human spirit – in sports, in marketing, in life.

Get help with our Expert Lead Generation Team

Talk with our Marketing Consultant, Dial 888.810.7464

3 Review Sites Name Callbox Among the Best in Lead Generation Services

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

 The Ultimate Lead Generation Kit Ebook

Introducing: The Ultimate Lead Generation Kit To Jump start your Business!

Whether you thought of selling scented candles a decade ago, or pondering to start an online shop next week, you have a journey to take – and you’ve got to start driving now.

Starting up a business requires more than just having sustainable cash flow, hiring qualified staff or accessible business location, it must include the right and efficient tools that can make your product compete with the current market trends.

Let’s kick off with some refresher on B2B lead generation from marketing experts and useful tips and tricks:

  • What is Lead Generation? Defined By 7 Marketing Experts

Tips and Tricks:

What do you do when leads are not yet ready?

This Ultimate Lead Generation Kit is comprised of the major marketing elements that drive maximum conversion for every campaign. Check it out and enjoy the ride!

Ultimate Guide for Email Marketing

It’s a non-stop ride for your email marketing strategy – send the right message to the right contact at the right time.

The Ultimate Guide for Email Marketing

Email Marketing has become the lifeblood of marketers as it is the most accessible and comprehensive form of business communication today.  Email marketing has become broader and efficient – marketers are now equipped with processes and tools that enable them to send out the right message to the right target contact at the right time. Take a look at some insights below that will help you get good conversion rates with every email marketing campaign.

Learn More Email Marketing Maneuvers, check out the expert email marketer’s blogs:

MailChimp: Send Better Email – provides online email marketing solution to manage subscribers, send emails, and track results. Offers integrations with other programs

Vertical Response – Create, send, and track emails and social posts that look great on every device

Now you’re good to go for your email marketing campaign, start sending and get more positive replies along the way.

Ultimate Guide for Social Media Marketing

Pull over. See how social media paved the way in getting more customer engagements and leads.

The Ultimate Guide for Social Media Marketing

“Social media is here to stay”, that’s according to Andre Kay, CEO and Founder of Sociallybuzz. He noted that BIA/Kelsey study shows 74.5 percent of small and medium-sized businesses (SMBs) reported using social media to promote their businesses – more than any other category of media.

If you haven’t created any social media page for your business yet, then you’re letting opportunities slip off.

Pave your way in attracting more customers and generate leads on social media. Here’s how to start rocking on social networking sites. 

Facebook
Facebook is far and away the most popular social media platform, boasting nearly 1.2 billion users worldwide. It’s also home to the most evenly distributed demographics of any existing platform, with rich targeting tools that allow expert paid media marketers to reach the right people at the right moments.

Twitter
Twitter, while fourth in usage, has successfully cultivated loyal stickiness – over one-third of Twitter users log in daily. In addition, Twitter is unequivocally the best platform for free-flowing engagement, real-time news, limited-time offers, or any other type of timely content.

Google+
Heralded as a powerful marketing platform, inbound efforts on Google+ constitute more of a long-term investment than anything else. It’s constantly under scrutiny for being a ghost town, but, on the other hand, the platform serves as the hub for a surprisingly high volume of activity – official statistics count no fewer than 540 million active users.

  • A Plus for your Brand: Generating Leads with Google+
  • 5 Rich Media for Enhancing your Brand’s Influence in Google+
  • How to Grow Your Google+ Engagement

To Learn More Savvy Social Media Trick and Tips, Get it from here:

  • AdWeek
    – is a magazine and website that covers media news, including print, technology, advertising, branding and television
  • Callbox – The Savvy Marketer
    B2B Marketing Blog provides winning tips and strategies on getting warm and qualified sales leads through proven process for successful lead generation campaign
  • Mashable
    – is a leading source for news, information & resources for the Connected Generation

Ultimate Guide for Telemarketing

Telemarketing is still one of the most in-demand marketing strategies in the business world. The stats and strategies below will prove it.

The Ultimate Guide for Telemarketing

You’re reading it right telemarketing. Despite the claims that it is becoming obsolete, it is still making noise as it plays a great role in multi-channel marketing approach. Not many appreciate the value of telemarketing in following up and nurturing dormant leads and creating brand awareness. So take your chances now!

Getting to know Telemarketing

Generating Customer Through Effective and Proven Telemarketing Strategies

  • Pages of Success for IT Telemarketing and Part 1 and 2
  • Why Use Telemarketing Among other Channels
  • How to Get the Most of Telemarketing in Generating Leads
  • How to Make your Outbound Campaign Standout: A B2B Telemarketing Guide
  • What to do with your Telemarketing Campaign before going on a Holiday
  • Increase Telemarketing Efficiency with Auto-Dialers

Outsourcing Telemarketing

  • Telemarketing Is Obsolete: A Pure Myth
  • How to find for The Right Telemarketing Company

There’s really good stuff in these telemarketing blogs:

Ultimate Guide for Content Marketing

If you dread heavy traffic on the road, you’ll surely love it this time. Find out how content marketing can drive more traffic to your website.

The ultimate guide for content marketing ebook cover

Content Marketing has narrowed the path for traditional marketing as consumers delve on surfing for essential information about a product, instead of relying on banners and broadcast media.

As per Content Marketing Institute:

“Content marketing is a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and retain a clearly-defined audience — and, ultimately, to drive profitable customer action.”

Here’s to help you create consistently compelling content…

  • Get to know: What is Content Marketing
  • Be Sure to Have This! The Recipe for an Award-Winning Content Dish
  • The Most Successful Content Distribution Strategy (Backlinko)
  • How Social and Content Makes a Good Combo!
  • 3 Cost-Effective Ways to Use Interactive Content in Events Marketing and Driving Relationships

We found the best content marketing strategy on:

Ultimate Guide for SEO

The web is a jungle, one can get lost somewhere. So make your business easily searched by customers through this SEO guide.

The Ultimate Guide for SEO

If you have well outlined your target consumers in your business plan and have your website all up shiny and new, how would you get target consumer and shiny new website together?

The answer: Increase site usability via SEO. We all know for a fact that we’ve become a world where most depend on online information to guide their buying decisions. Check them out!

The Periodic Table of SEO Success Factors
See full version: The Periodic Table of SEO Success Factors

Time to ditch your bad SEO habits, learn from this guy. Read more about The Confession of a Google Spammer.

Get More Experts Tips and Tricks, Check out these Go-To Blogs for SEO:

  • Search Engine Land
    – A leading daily publication that covers all aspects of the search marketing industry
  • Moz.com
    – Backed by industry-leading data and the largest community of SEOs on the planet
  • Search Engine Watch
    – A guide to search engine marketing and search engine optimization. Forums, reviews, articles, ratings, and frequent newsletters
  • Bruce Clay Inc
    – An agency that focuses online marketing; also offers many free SEO tools, and a complete step-by-step SEO training.
Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H
Featured: Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H

Empower your lead generation campaign, whether in-house or outsourced, by managing all these marketing elements, Lead Generation, Telemarketing, Content Marketing, Social Media Marketing, and SEO in a single platform called Multi Channel Marketing Program through a dynamic marketing automation tool that will streamline all tasks effectively.

Now you’re ready to jumpstart your business…

Hold on to the steering wheel, buckle up, get on the highway and drive your way to SUCCESS!

Use the Psychology of Free Stuff to Generate Leads

Nothing is more irresistible that anything that is free.  In an article on www.smallbiztrends.com, Vinay Pantakar highlighted how to use this psychological response of buyers towards free items as a part of their marketing strategy.

Let’s take a look at how we can take advantage of this overused marketing jargon and generate leads. Don’t worry, tips are free of charge.


If you’ve ever worked in advertising, you’ll know the power of the four-letter F word … Free.

Free samples, free trials, buy one-get one free.

The thought of getting something for nothing is what makes people line up to avoid spending a couple of bucks, like when Krispy Kreme launched in Cardiff, Wales, and had more than a thousand shoppers lining up for over two hours to get free donuts. And I’m pretty sure that’s a mild example.

More proof comes from Duke professor Dan Ariely in a paper written at MIT:

“His study of 398 MIT students measured people’s reaction (and overreaction) to two different products: Hershey’s candies and Lindt truffles. Under normal circumstances, the Hershey’s products are already significantly cheaper than Lindt products — and the latter also have an air of exclusivity or cache, too. By all measures, the Lindt item has a higher value. Yet, when asked to choose between a free Hershey’s product or a dramatically discounted Lindt candy, the vast majority of students opted for the item that was free, even if it wasn’t objectively the best deal.”

Ariely says that the word free “gives us such an emotional charge that we perceive what is being offered as immensely more valuable than it really is.”

As strange as it seems so far, I’m not here to talk about food. Free is also something people want and expect on the Internet.

Searching for popular words like ‘book’, ‘blog’ and ‘game’ in Keyword Planner reveals that a large chunk of the searchers want these things for free.

the Psychology of Free Stuff

And aside from blogs, books and games, what else do people tend to want for free?

the Psychology of Free Stuff

The answer? It’s things of value, that would usually cost money.

This is especially apparent from the fact that people want free TVs.

Free stuff can be hard to resist and increase sales by up to 2000 percent, but is met with a great deal of skepticism. As much as we love free stuff, we want to feel like we’ve earned it:

“When people pay for something, it gives those people a sense of accomplishment, pride, and ownership, meaning they’ll value the goods or services more and complain less.”

So, how do we balance the power of free stuff with the problem that people find value in transactions?

This is the part you’ve been waiting for.

Content Upgrades

Content upgrades offer useful resources on a transactional basis, and the currency is an email address.

With so much for free on the Internet already, it’s unlikely anyone will pay for your content. You can, however, get their email address and their permission to be marketed to in one go …  As long as you’ve got something they want.

Have you seen calls to action embedded in blog posts? They look like:

the Psychology of Free Stuff

Those are content upgrades. The perfect balance of ‘paying’ with your email address and getting something for ‘free’ has got some crazy results. Backlinko’s Brian Dean increased conversions by 785 percent in one day by using them. BloggerJet’s Tim Soulo increased conversions by 300 percent over the course of a month.

So how can you do the same?

Using Content Upgrades to Generate Leads

A content upgrade, in case you’ve never signed up for one, or used one yourself, is an additional piece of bonus material. Examples include checklists, PDF files, email templates, workflows, videos and extra items in a list post.

The difference between content upgrades and lead magnets is that content upgrades are highly focused and relevant to the article they’re found in, while lead magnets are generic downloads like free ebooks which appear in the sidebar of every blog post, regardless of its content.

Content upgrades need to be obvious, valuable and relevant to work. Plugins like Content Upgrades Pro take care of making it obvious, leaving value and relevance left to figure out.

Content Upgrade Ideas

To be clear once again: Content upgrades have to add value to the post they’re attached to.

You can think of them like bonuses, or extensions. Every time you create content, think “How could I extend this?”.

Here are some examples of how I would offer content upgrades to fictional articles:

Case Study: How I Increased Subscribers by 311% Overnight
Content upgrade: A .pdf Checklist of the Exact Process Used

How to Use Flat Design to Create a Beautiful New Website
Content upgrade: 41 Flat Design Icon .png Files

Pitch like a Pro — Get Your Startup Noticed by Journalists
Content upgrade: 25 Attention-Grabbing Subject Line Templates

5 Words Copywriters Shouldn’t Ignore
Content upgrade: 3 More Words, and Why They Work so Well

One tactic often used is to talk about how your readers can get the same results as you, then offer exactly what you did as a content upgrade (or, the other way around).

A bad approach to content upgrades, however, is to leave out anything of worth from the main content. It won’t get shared if it isn’t good in the first place, especially not on the merit of a downloadable item only part of your readers will see.

For a good place to start, go back through old content that gets a lot of traffic and add a content upgrade. You know the original piece is good enough already, so you’re not hiding value behind an email address wall, but you’re definitely harnessing the power of free stuff to build your list, generate leads and make sales.

So, go and check out your high traffic posts and start brainstorming ways you could make them better.

The ROI is so high, it’s hard to resist.

Finding ways on how to generate leads? Watch our video

Get qualified targeted leads today!

Dial +1 888.810.7464

Speaking of FREE stuff, grab a copy of our FREE EBOOK The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

 The Ultimate Lead Generation Kit Ebook

The Intrinsic Value of Lead Generation to Software Companies

Why do software companies need lead generation?

Belonging to a multi-billion dollar industry highlighted by incessant demands for better solutions to complex problems, software companies are expected to increase their efforts in terms of developing more advanced product lines.

This is indicated by the fact that there is an increasing demand for industry-specific software products. At the moment, there are varieties of software that undertake tasks such as payroll management and shipment tracking that can help businesses save money and deliver quality services to their constituents.

However, the real challenge many software marketers face does not solely highlight the creation of better products. It is rather in making these products visible to decision-makers willing to invest in them for the purpose of meeting certain needs that is currently a subject of focus right now.

But it goes beyond the mere presentation of IT products via various channels and content forms. In fact, it entails implications that provide a wide range of advantages to a software service provider.

Competitiveness

According to an article from Business2Community.com: “We cannot deny that IT and tech is taking the world by storm. As such, there are a lot of start-up companies that are now specializing in the IT field of industry, specifically in software… A good lead generation campaign will help a firm attract new clients for its software products and servicesImplementing a marketing program that is on time and on budget can help save firms from sinking under the competition.

Related Post:  Innovative Techniques to Drive Software Leads and Grow CRM Sales

Revenue generation

Lead generation entails targeting the right opportunities. In other words, it helps companies locate and engage people, and filter out those who will consider buying a certain product. Revenue after all is tied to lead quality. The more a prospect fits an ideal client profile, the more likely it will consider buying a product.

Related Post: Happiness for Warm Sales Leads: Increase Revenue by Maintaining Satisfaction

Trust building

At the end of the day, forming a long-term relationship with one’s clients is the most important thing. Marketing your products enables software companies to get closer to their constituents, listen to what they want, and tell them what they want (and should) hear. Not only does it set the tone for a possible sale, but it also helps build a brand’s image.

No doubt that an effective lead acquisition system is indispensable. Without it, it becomes increasingly difficult for software companies to promote their innovations, ultimately resulting in dismal sales as well as a waste of a good idea and investments in time, effort and money that helped in its realization.

So, give your revolutionary products the attention it deserves.

Need help in your marketing your software products? Learn a thing or two to get qualified software leads.

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Five Simple Strategies To Attract More Customers and Clients

Here is the deal: we all know that appointment setting is no easy task. The problem here is that this is precisely the task that we have to do right. After all, a business could only continue if they make a profit. And a business could only make a profit if they could consistently bring in more sales leads. Yes, this could be a real pain for many of us, but if we could pull it off, then all the better. We need to use every strategy, every tool, that we need to do in order to get the job done. If you want to get more B2B leads, then be ready to use these simple, yet very effective lead generation strategies.

  1. Referrals – believe me, when you ask your satisfied customers for referrals, more often than not they will happily comply. They know that you can do a great job, so they will see no reason why they would not recommend your business to those that they know.
  2. List cleaning – one of the main culprits of lost sales could be traced to messy, duplicate, or outdated calling lists. You want to maximize your marketing efforts, so you need to make sure that the list of prospects you have are the most accurate available, without duplicates, and possess the necessary information. You can get such a list from a reputable business database provider. Just make sure that you choose the right company, since there are a lot of frauds floating around the market, unfortunately.
  3. Brief messaging – not in the sense that you send really short messages, but more along the lines of content that goes straight to the point. No flowery speech or unnecessary embellishments. A lot of people are busy, so if you want to get their attention (and their business), you need to be brief in your work. Choose your words right and use effective calls-to-action to compel them.
  4. Follow-through properly – a lot of marketers these days are surprisingly lax when it comes to following through their initial sales conversation. Actually, this is the most important point, where you confirm whether the business prospect will still do business with you or not. Train your telemarketing team to properly follow-up their calls and regularly touch base with B2B leads that they are nurturing. This will ensure that you are still in the right track with them.
  5. Listen properly – active listening really is an important part of a marketing campaign. A good marketer would only talk twenty percent of the time, letting the prospect speak for the rest of it. After all, only by hearing what problems do they face will you be able to figure out what solution you can provide them.

There are other marketing strategies that you can employ for your lead generation campaign. You can add more in the list as you go along, but these five would be good for starters. You just have to make sure that you follow them well, and that you really deliver what you promise.

Building Trust As You Market Your Business: An Essential Guide

Trust is important. No matter where you are, who you are, or what you do, you need to trust if you want to get far. It is the same thing with businesses. You cannot have a productive lead generation campaign if you cannot earn the trust of your prospects, right? That is the most important characteristic of any business relationship. You need to develop trust and confidence in your B2B leads prospects before you can go to the next stage of the marketing process. Building trust is difficult, true, especially if you are still new. But as long as you take the following tips to heart, then you will be on the right track.

  1. Be knowledgeable – if you want to wreak your chances of you getting the confidence of your prospects, then come to the meeting unprepared. Nothing can be more disheartening than meeting someone who could not properly explain the connection between hiring them and better performance in your company. That would be a blow to your appointment setting campaign.
  2. Be flexible sure, you may want to close the deal now, but if the sales leads prospects are not yet ready, then give them some time to decide. The days of really aggressive selling are long gone, and are now replaced with the more reliable lead nurturing process. So take your time. Your business prospects will appreciate that.
  3. Be anticipatory – when talking to business prospects for the first time, they will usually ask for your qualifications. Be ready to show the proof, like successful deals, happy clients, and the like. It also helps if you can train your telemarketing team to handle such questions with ease, without putting any pressure on the other party to just stay quiet. You are asking for their business, right?
  4. Be focused – sure, you might want to criticize your competition, but what good will that do to you in front of a prospect? At most, you will only show just how much of a jerk you are, and nobody wants to see that. Rather, focus on what you can do for the customer, and provide them proof that you guarantees are genuine and can be done.
  5. Be honest – let us face it, when it comes to impressing your prospects, we tend to exaggerate what we could do for them. Now imaging that expectation getting shattered because you failed to deliver. Simple tell them what you can do and cannot do, period. Such honesty could actually earn you brownie points for a future deal.

These are just some of the things that you can do to develop trust with your prospects. The rest is up to you. You should also be ready to work hard for this and spend time building it. After all, this cannot be built overnight. Anyway, as long as keep up your good work and be consistent in what you say in your lead generation campaigns, you and your business operation would be good to go.

Putting The Human Back In Lead Generation

Reaching marketing goals has never been as important as it is today. With the way markets are shrinking and the number of people willing to spend more getting fewer and fewer, you really need to dial up your lead generation efforts. Your ability to generate more qualified sales leads is pretty much the only thing that matters now to you and your business. So it would be natural that you would use various means to supplement it, like sending emails, telemarketing, social media, search engine optimization, etc. Still, while the need really is high, that should not detract you from one of the most important aspect of marketing: being human.

After all, marketing and appointment setting is a social activity, one that requires you to interact with different kinds of people. Sure, you may be looking for B2B leads (requiring you to focus on businesses), but that does not mean that you will no longer have to deal with people anymore. In fact, this gives you more and more reason to put the human back to your transactions. Sounding ‘canned’, scripted, or plain unemotional will not get you the sympathy of anyone, let alone your business prospects. So add a little levity in your talks. Be creative; find ways to engage them more. Produce valuable and relevant content, meet them in person, and talk to them more. This will help improve your lead generation campaign.

Human interactions will always be a part of your marketing efforts. If you want to be better in generating sales leads, then you should keep this in mind.

Why Branding Matters In Lead Generation

Before you begin your lead generation campaign, be sure that you have a brand that will back up your business. After all, in today’s highly brand-conscious market, how you describe your business, as well as the name you choose, could very well spell a bonanza of B2B leads, or probably make your appointment setting team’s work harder to do.

A company brand is essentially your name and calling card. This is the first thing that your business prospects will see in your calling card, as well as the name they will hear when you give them a telemarketing call. You brand would be the one on display during trade fairs or symposiums you participate in. That is why you need to choose your brand name well.

To do that, you need to first think about the tone. You need to choose a name that fits your image, like the way Ford uses nostalgia and classics in their imagery. It also helps that you research your brand. You may have thought it up on your own, but there might be others using it already. Avoid using brand names that have already been used, lest you are ready to deal with trademark lawsuits. And be kind to feedback, mind you? If people do not like your name, or could not connect your brand to your business, then it means you need to change it. Remember, you are creating a brand to generate sales leads.

Choose your branding well, and you can do better in lead generation.

Better Lead Generation Through Better Content Marketing

Let us put it this way – content will always be king. This is especially true where lead generation is involved. I mean, if you do not have a compelling, informative, as well as attractive content, you will not be able to attract enough prospective sales leads. That is why creating the best content should be part of your lead generation efforts. Now here lies the challenge: how will you create better content? Here is how to start:

  1. Analyze data – by now, you might have collected sufficient information about your audience. From the data you have obtained, you can probably come up with a content strategy that will maximize impact, as well as ease up your appointment setting efforts.
  2. Analyze the competition – looking beyond the confines of your business (basically, checking your competition) will help you determine what kind of audience they have and if they have blind spots that you can enter. Creating a niche market out of your competition’s general audience can give you a better business edge.
  3. Analyze value – be it in your competition’s or your own, you need to know how your audience values the content you share. A lackluster interaction might be an indication of poor content creation. Once you realize that, you can then proceed in formulating a proper marketing plan.
  4. Analyze your promotions – be it through social media, blogging, email, or even telemarketing, you need to analyze whether the content you share reaches the right audience in the right manner. You might want to use certain metrics like conversion ratios and the like for that.

Ultimately, better content marketing can certainly bring you better results in your lead generation efforts.

What To Do When Speed And Quality Collide In Lead Generation?

This is an issue that has faced a lot of entrepreneurs, from the past until the very present. In the course of doing your business, there will be times when the pressure as many sales leads as you can in a short time period will compare us to cut corners. While this can solve one’s short-term goal, it can create a myriad of other headaches, like lost sales or poor quality of B2B leads. But this is also an issue that can be easily solved. Just like what Drew Greenblatt says in his article, quality should trump everything else.

Sure, meeting the deadline is great, but people tend to have long memories. This is especially an acute ability when they are displeased with something. That can happen to you if you send in a product or service that. While it is within your time frame, the negative reaction of unhappy prospects can destroy our reputation in the market. Now that is a much more serious concern, one that can derail your future appointment setting plans.

In case the unlikely happens (you realize you will miss the deadline), it is best to tell your prospects and clients immediately about it. Do not wait for the day before the event to inform them about it. As soon as you know a delay occurred, it is also the time for your telemarketing representative to inform your prospects about it.

Just remember that quality will always be first. Do that right, and everything else will fall in their proper places.

Make Your Lead Generation Campaign Flu-Free

This is the time of the year that would most certainly bring worries for many business owners (correction, worries for everyone). It is inevitable, and everyone is needed to handle it – the flu season. And this can have a negative impact on your lead generation campaign. If the situation becomes worst (where key appointment setting personnel becomes absent due to sickness), then you really will have a hard time to generate the needed sales leads in your campaign. You will need a contingency plan in place. Considering the various methods that you need can employ, which ones are the most important? You will find these below:

  1. Plan specific employee roles – to prepare your company during the flu season, you need to come up with a plan that includes the specific roles of each employee. Study your critical operations (like those in telemarketing), find out the people necessary in those parts, and discuss with them what plans to make in the event some calls in sick.
  2. Conduct a flu awareness campaign – nothing beats an aggressive information drive. Not that your employees are anywhere dense in head, but a little reminder about sneezing and cough etiquette can go a long way in preventing the spread of flu in your workplace. This is also a good time to inform everyone about medical services and, if available, flu vaccination to prevent flu infection.
  3. Invest in more technology – the nice thing about technology in the work place is how it can contribute to overall B2B leads productivity of everyone (without the requisite close physical contact with each other). If this is possible in your office, have your employees work from their homes. Working remotely from their homes is also a contingency plan that extends beyond that of the flu season. It can provide you and your people added flexibility on how they go about their work. Just make sure that you have the equipment for this arrangement.
  4. Test your systems – this is related to point number three. You need to ensure that the communication and work tools installed in your employees’ homes are in good working condition. Conduct a test run of your system and see if there are any bugs that you need to take care of. Try picking a date, and then send at least a quarter of your employees home to use the system. See if they connect with your production floor.

Of course, this arrangement will work perfectly for companies that does not handle that much sensitive data. This is a different story if you handle data processing and retrieval tasks. In cases like these, you really have to keep your personnel reporting to the office. Still, as long as you keep everything clean (and remind your people to wash their hands after using the washroom), then you can still prevent the spread of the flu. It may border on the obsessive, but a little cautiousness can be a great help in maintaining the health of your company. In this way, your lead generation campaign can be flu-free.

Tag Archive for: Lead Generation

HR Market Leader Wins It All Back and More with Callbox

The Client

The Client prides itself with a 33-year experience in providing over 10,000 customers with low cost, simple and very effective payroll solutions.

The Challenge

The Client’s market dominion was somewhat threatened when payroll system providers in New Zealand offered the same or similar packages on software functionalities like Auditing, Templates, Tracking Capabilities, Costing Statistics, Pay History, Contributions and Help Desk Support, which deflated the Client’s huge number of customer database by 20%.

The competitors were seen to be quite aggressive in generating more customers, so the Client decided to combat the move by undertaking feisty initiatives like outsourcing a lead generation company who would help them look for new customers and win back those they’ve lost.

The Callbox Solution

Callbox’s multi-channel marketing program was designed to help clients maximize the full potential of a well-profiled and managed database to get them in front of their target prospects with the right message, at the right time.

In the said campaign, the Client required the Callbox team to generate leads using two different approaches for lost customers and new targets. The generated leads were differentiated into two categories, and from which the Client customized their solution/offers:

Concept 1 – Send Mail

A sequence of emails are sent to all unique entries contained in the Target List. The call result tag in the pipeline triggers the status change in the LN Tool, and a specific email copy is automatically sent. Below is a reference of email copy with corresponding call tag:

  • Prospects (new targets) who agreed to speak with the Client’s representative to discuss about the product /solution and its benefits

Approach:

This type of target customers were sent initial email copies that contained FAQs about their pain points like Holiday Pays, Leave Rates calculations, etc. As soon as the prospect opened the email or took action like clicked the Client’s website or accessed any link in the email, which were tracked real-time by the Callbox team, the contact was then scheduled in the Callbox PIpeline to be called by the agent and set for an office, online demo or phone appointment with the Client’s specialists.

  • Lost customers who agreed to speak again with the Client’s specialists and were interested to know about new offers

Approach:

For winback customers, the initial email copies included cost- and time-saving offers from the Client such as systems upgrade at the same package cost, restructured payment schemes and a sample comparative script of how their old service would look like upon return. A day after the initial copies were sent out, whether or not the prospect had opened or taken any action on the email or not, the agent made follow-up calls to those targets and set them for office, online demo or phone appointments with the Client’s specialists.

In addition, the agent incorporated a customer profiling activity during follow-up calls which made the database more accurate by updating contact information like the prospect’s name, company name and address, contact numbers, email addresses and social media accounts.

Results

The Callbox team generated a total of 84 Leads: 11 Office and 35 Phone Appointments and 38 Online Demonstration Bookings which were all part of the 2,343 Positive Contacts that included warm follow-ups. Out of the 84 Leads, 38 (40%) were winback customers.

Callbox’s multi-channel marketing platform was effectively utilized for the payroll leader’s lead generation campaign and which realized their goals to win back lost customers and acquire new ones worth nurturing.

Callbox and Appliance Technology Firm Leagued for a Successful ABM Campaign

The Client

The Client is a pioneer, and an innovative and rapidly expanding provider of appliance technologies and services with a focus on IT security and compliance. It combines solutions from selected software vendors with appliance hardware of the highest quality in its products.

Lines of Business
Network Solutions, Security Solutions, Compliance Solutions

The Challenge

The Client has set out expansion plans for its APAC market, initially focusing on Singapore and Malaysia. However, with the bulk of tasks required to cover both countries and complete the project which was estimated to run for twelve months, the Client decided to outsource a lead generation team who will handle the prospecting, so that their sales team can focus on closing deals and other important tasks.

The Callbox Solution

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

  • Account-Based 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 Campaign Goals

  • The Callbox team was to contact target accounts, and promote its file transfer product and solutions.
  • The campaign will cater to companies with global presence that send out large files from site to site, or those that require file-sharing with their resellers or customers.
  • Send out prospecting emails that contain the Client’s offerings to generate interest; opened emails will be prioritized during the call.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts which the Callbox team referenced in building the database.
  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. Identified as the campaign’s primary targets: Directors, Business Owners, IT Managers, Person in Charge of IT
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Client initially signed up for a six-month contract, but due to the amount of warm leads that the Callbox team generated, the Client subsequently renewed, and capped the campaign after 4 years with a total of 857 Sales Qualified Appointments.

This is one of the longest campaigns in the history of Callbox. There were tough times along the process, but the Client gave its full support in augmenting the efforts of the Callbox team by continuously sending updates, and conducting training on product knowledge, and regular campaign feedback.

Moreso, the Client allowed the Callbox team to have a first-hand experience of their product, practically navigating its interface, which helped the team to knowledgeably and efficiently promote the file transfer system to target customers.

Turning Targets to Sales-Ready Leads with a 50% Shorter Lead Nurturing Cycle

A Callbox Multi-touch Multi-channel Campaign is essentially a Comprehensive Marketing Funnel designed to unearth opportunities from an initial list of prospects compiled from basic target demographics, and deliver them to a client as qualified, pitch-ready, warmed-up sales leads.

The Callbox method combines the efficacy of highly-personalized traditional marketing communication with the intelligent efficiency of automation. In our years of experience, we have found that touches via phone and email remain to be most effective at establishing connections in the B2B world. Data from various campaigns also clearly suggests the importance of timing. Our findings on optimizing triggers and actions form the basis of our Callbox Pipeline’s design. In its latest incarnation, the Callbox Pipeline provides clients with a flexible, user-friendly platform for Lead Nurturing.

This case study traces the success of a B2B client from effective utilization of Callbox’s Lead Generation and Lead Nurturing technology.

The Client

The Client was the North America marketing manager for a software company specializing in SAP enterprise software solutions and business intelligence. The company is also a SAP consultancy firm with expertise in areas of SAP Implementation, Process Upgrade and Data Management. The company has roots in Canada and wanted to expand into the US market.

The client was introduced to Callbox by an IT solutions business through the Callbox Referral Program. The California-based referrer company has been running a campaign targeting businesses nationwide with Callbox since January 2015.

The client had worked with two other vendors for telemarketing services and three email service providers in the past. While these vendors were able to deliver basic calling and mass email services, the client needed a more efficient and comprehensive solution that could work seamlessly across both channels. Working with separate vendors for each channel left the client’s sales team the burden of coordinating campaign activities on different platforms, setting up each component of the campaigns themselves and much time spent on prequalification of leads generated.

Callbox’s proposal for full service multi-touch multi-channel lead generation was found to be a more cost-efficient and all-inclusive alternative compared to contracting separate marketing services independently. The promise of a campaign greater than the sum of its parts and time savings on the client’s part allowing them to focus on sales efforts were part of the reasons behind the client’s decision to partner with Callbox.

The Challenge

Target Market

The company wished to increase its market presence in California, New York and Texas. While the company has had customers from a wide range of industries, the client wanted to focus the campaign on the Manufacturing sector.

Companies with annual sales of $1M to $500M and with 10 to 2000 employees were included in the database.

Around 1500 records for each of the three states were mined from the Callbox Data Warehouse based on these parameters.

Campaign Objectives

  1. Gather information on the prospect’s setup and plans concerning their company’s enterprise software
  2. Arrange for a face-to-face or phone meeting with one of the client’s team of SAP Consultants
  3. Send out an EDM (electronic direct mail) with a link to a video showcasing the client company’s latest suite of enterprise software solutions
  4. Obtain a fully-profiled contact list for upcoming marketing efforts

Marketing Funnel

A Callbox appointment is created when a prospect goes through the five stages of the marketing funnel. Our Lead Nurturing methods are designed to move as many prospects from one stage to the next, and allowed the client to obtain the most possible number of meetings.

Contacts

The Callbox Data Warehouse is comprised of over 50 million business records in over 7 countries. With the aid of our Data Specialist and our data mining tools, the client was able to zero in on the portion of this data pool that matched their market criteria.

Conversations

To begin converting inert contacts into leads, Callbox initiated a Conversation – an exchange over phone or email with a prospect. Multiple contact attempts and pre-conversations with gatekeepers, recommenders and evaluators were often needed in order gather information on and establish contact with a prospect. In the conversation stage, the prospect was given a presentation of client’s offer.

Inquiries

Positive responses to a presentation were classified as inquiries. Inquiries often involved an initial request for information (brochure). Some cases required Callbox to make follow up calls and/or emails to confirm interest and check if the lead is ready to move to the next stage.

Qualified Leads

Whenever a prospect makes a contact request to get a full presentation and/or formal proposal from the client, the lead is said to have graduated to this stage. In cases when the prospect had an immediate need and very high level of interest, the leads were converted directly into Qualified Leads from the Conversation stage.

Booked Appointments

In this stage, final preparations were made prior to endorsing the lead to the client. As required by the client’s qualifying criteria, screening questions were asked according to the approved call script. The prospect was also booked for a face-to-face or phone appointment with the client’s representative.

The Callbox Solution

Multi-touch Multi-Channel Approach

Callbox effectively combined six different channels to initiate contact, generate conversations and responses from prospects, and nurture leads.

Targeted Email

Email copies were formulated to have attention-grabbing subject lines, brief but precise body text and compelling calls to action in order to generate the most opens and replies. A total of 15,000 initial and follow-up emails were sent via Callbox’s email system — fully equipped with open and click tracking, and KPI reporting. The campaign’s Lead Nurturing schemes relied mostly on Callbox Pipeline’s programmable email marketing triggers.

Calling

Outbound calls facilitated by Callbox’s Dialer System ensured that more than 200 live calls were made 8 hours a day, 5 days a week. Callbox Pipeline also allowed the calling agent to efficiently leave pre-recorded voicemail messages.

Web Visits

A landing page was created to complement the campaign’s outbound efforts via email and calling. Designed with professional and marketing aesthetics in mind, it featured the client’s brand and highlighted the main features of the client’s software. The landing page was also equipped with a web form to allow prospects to send in a contact request.

Social Media

Callbox Pipeline’s integrated LinkedIn features allowed the Callbox team to find matching LinkedIn profiles for each prospect in the contact list. LinkedIn connection requests were sent to as many contacts as possible with an accompanying introduction text. Client also opted to have Callbox send out messages to all connections made as another possible avenue to generate leads.

Postal Mail and SMS

The client was one of the first to take advantage of Callbox’s supplementary snail mail and SMS capabilities. For this campaign, these channels were used to deliver promotional postcards to the prospects’ business address and send out mobile appointment reminders.

Nurturing Leads The Callbox Way

Lead Nurturing was the key to this campaign’s efficiency and success. The client was able to take full advantage of the Callbox Pipeline’s drag-and-drop Lead Nurturing suite and the Callbox team’s knowledge of multi-channel lead generation best practices.

Callbox Pipeline’s tools for Lead Nurturing allowed the Callbox team to maximize the campaign hours and reserve manual effort for more critical tasks (eg. presenting to prospects, customized email response handling) and left most of the repetitive and time-sensitive legwork to automation.

Online Lead Nurturing Scheme

An Introduction email was sent out to all email contacts in the prospect’s list. Three follow up emails spaced five days apart were programmed to be sent out to contacts who had no opens recorded, allowing multiple opportunities to convert contacts into opens.

Emails were mostly set to send out between 8:00AM to 10:00AM local time, as these were determined to be the optimal hours for email blasts based on Callbox analytics. Latter follow-up copies were set to send out at 4:00PM- 6:00PM to increase the chances of generating opens if the first attempts were unsuccessful.

Online lead nurturing funnel

Contacts who opened the email and visited the landing page were added to a Priority Call List for further nurturing by phone.

Email responses and inquiries from the landing page are logged into the Callbox Pipeline and inquiries not converted into booked appointments after three days were lined up for a round of follow-up emails.

By the end of the Online Lead Nurturing Cycle, all contacts with no opens recorded were also collected into another Call List, to which the Call Lead Nurturing Scheme was applied.

Online-Nurturing-Scheme

Prospects were led to the landing page primarily via email send outs. Each contact request sent in by a prospect was received by the Callbox team as an email notification and treated as in inquiry.

Call Lead Nurturing Scheme

Automated actions under the Call Lead Nurturing Scheme (See Fig. 4) were determined by the Call Result Tag applied to the contact after each call attempt. Callbox Pipeline was programmed to send out different email copies if the call resulted in (a) no contact with a prospect, (b) a prospect requesting for a follow up or a (c) non-interested prospect. Email brochures and meeting reminders were sent out automatically to all booked appointments.

Call Nurturing Scheme Funnel
Call Lead Nurturing Scheme

Results

By the end of the campaign term, the client was averaging 12 face to face meetings and 23 phone appointments per week. The client’s sales team was able to move 82% of all appointments into proposal stage and garnered 2 closed deals within the first two weeks, generating a three-fold return from their initial investment in the Callbox campaign.

Of the 15,719 emails delivered, 2247 opens (14.3%) and 193 click-throughs (1.2%) were recorded. 218 inquiries were generated out of 943 total replies received. Email marketing contributed to roughly 38% of all appointments generated while meetings from contact form inquiries comprised another 9%.

Out of the 9046 records comprising the initial campaign list, 7870 records (87%) were fully profiled, complete with verified names, job titles and email addresses.

Both my marketing team and sales team are very happy. Marketing sits back and only has to monitor because they have done their job on the setup and almost everything is automated; while my salesforce are very busy fulfilling booked appointments.

The Client, CEO

Below is the number of Targets on each stage of the Marketing Funnel after only 12 weeks in the Callbox Multi-touch Multi-channel Lead Nurturing Campaign.

With the Client’s previous telemarketing and email marketing service providers, the Client was able to convert 2% of raw targets into booked appointments only after running the campaigns for about 6.5 months or 26 weeks. Callbox cut this time into half, and significantly moved more targets into the later stages of the marketing cycle. This was enough to convince the Client to expand the number of campaigns they are running with Callbox.

marketing Funnel Conversion Summary

Callbox and Software Leader Spell Success

The Client

The Client is a software consulting firm based in Irvine, CA, specializing in the Sage Software family of products like Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps management software. They help businesses increase productivity and profitability through integrated accounting, distribution, and management applications, with reporting tools that allow users to quickly and easily extract, analyze and professionally present business information.

The Challenge

The Client’s suite of services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. With the goal of becoming the most trusted name in the network technology and business management industry.

But, considering the tough competition in the software industry, the Client had to double its effort in carrying out prospecting activities to be able to get ahead in the track. The traditional in-house tools it has been using for years, have become quite ineffective in meeting customers’ demands these days. A better marketing strategy must be put in place to help them achieve their goals. 

The Callbox Solution

The Client turned to Callbox to rev up their sales efforts.

Callbox initially carried out an invitational campaign in Aug. 2005, calling prospects and inviting them to attend meetings and/or seminars conducted by the Client. A series of lead generation and appointment setting campaigns followed, spread out over a year, alternately conducted on a per-lead or per-seat arrangement. Since the start of the campaign, the call quota of Callbox agents rose from 100 to 160 calls per day, targeting 20 leads per month as required by the Client.

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, and Social Media
  • Sales Enablement & Support that provided Staff 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 Goals

  • The Callbox team was to make initial contact with prospects by sending brochures via email, and prioritize those that are most responsive.
  • Call and profile businesses that needed System Change, Upgrade or Downgrade, Maintenance, or Add-ons.
  • Generate meetings with prospects for the Clients BDMs.

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  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. The profiles consisted of detailed demographic and firmographic segmentations
  2. Buyer personas designated as the campaign’s primary targets: CEO, Managing Director, Financial Director, Manager, GM of Operations, IT Manager
  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 nine-month ABM Lead Generation and Appointment Setting campaign produced a total of 108 Sales Qualified Leads, 90 Marketing Qualified Leads, and 432 Social Media Connections.

Callbox Delivers Qualified Leads for Workforce Management Solutions Expert

The Client

The Client specializes in empowering project workforce locally, and provides visibility globally. They make it possible to manage project workforce in real-time, eliminating the spreadsheets and custom-built applications enterprises use to fill the gaps caused by disconnected systems.

Their project workforce management helps streamline project management, optimize resource utilization and precisely account for costs and revenue across projects and workforce. The Client leverages existing software investments and adapts to structures and processes to automate time and expense tracking, cost and revenue accounting, workforce planning, as well as other project and workforce related processes.

The Client’s on-demand software has earned an unqualified SAS 70 Type II certification ensuring maximum data security, reliability, and scalability for our hosted customers. Since 1995, the Client has served over 800 organizations around the world, including Caterpillar, Corning Cable Systems RD&E division, First National Bank, Hydro Quebec – DPE, Invensys Systems Canada, Major Drilling, Pioneer Natural Resources, State of Wyoming, The Pentagon, University of Michigan, Fisher Scientific, and Wyeth Biopharma.

The Challenge

With the volume of traffic the Client’s website gets every day, the Client needed to gather significant information from all its visitors in order to enhance its service offerings. It sought the services of a sales and marketing expert to handle all website inquiries and calls on their behalf and more importantly, qualify visitors and identify their needs so that its sales team can focus more on closing deals.

The Callbox Solution

For Client’s needs, Callbox implemented an extremely effective marketing strategy — Lead Qualification.

The Callbox team handled all service inquiries in the Client’s website. Callbox agents profiled the Client’s visitors by asking them their role in the company they represent, what industry they belonged to, the motivation behind visiting the website and gathering their contact information. The more crucial process was finding out what service they were interested in and what their requirements were. The qualifying process included questions on:

  • Budget
  • Current processes and software solutions (tech stack)
  • Number of users
  • Target implementation date
  • Industry

While discussing these criteria and requirements, each Callbox Lead Manager types notes directly into Thunderchild using the template of the question and determines which among his or her list should be given a follow up call.

Once a lead is set to qualified, the Callbox sales team will then take over. An appropriate sales representative is assigned to a particular set of prospects based on their geographic location as well as the size and scope of the implementation. The sales representative then calls these prospects for a more thorough discussion about their business requirements in preparation for an eventual product demonstration.

Results

Owing to the Callbox team’s excellent communication skills, consistency and efficiency in the conduct of the Lead Qualification campaign, the Client has been getting a steady flow of qualified appointments. Its sales team is now devoting full attention to closing deals, significantly increasing sales.

Top Managed IT Firm Got Rock-Solid Leads from Callbox ABM Campaign

The Client

The Client is a managed services firm that helps businesses embrace new ways of working using digital, mobile and emerging technologies in transforming their teams, operations, services and digital infrastructure.

Lines of Business
Recruitment Services, Managed Professional Services, Off-Payroll Services

The Challenge

The Client aims to help build outstanding workforces to achieve business goals. This is why they work with experts to assist their in-house team, or fully outsource a campaign, to complete a project. 

In this campaign, the Client needed a B2B telemarketing company who can provide a robust list of target customers and can effectively carry out a multi-channel lead generation strategy for one of their partners, which is Oracle.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support which 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 manage a call-to-invite campaign that would cover several pre and post event tasks from inviting prospects to doing follow-up calls or generating leads.
  • The rep was to book appointments for the Client’s business development team.
  • Keep the database accurate and updated by continuously profiling throughout the campaign.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  • The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage.
  • The profiles consisted of detailed demographic and firmographic segmentations.
  • Qualified prospects were those identified to be interested to know or have the need for the Client’s services.

Results

Overall, the Events Marketing campaign gathered a total of 71 RSVPs, and the six-month ABM Lead Generation and Appointment Setting campaign delivered 90 Sales Qualified Leads, 166 Marketing Qualified Leads, and 326 Social Media Connections.

Software Company Favors Callbox Sales Leads Over Own Contact List

The Client

The Client is a Microsoft Certified Business Partner providing global services for industry-specific implementation of Microsoft Dynamics. A Microsoft’s Eastern Region Competency Awardee, the Client is an authorized reseller of Microsoft Dynamics AX “Axapta”, Microsoft Dynamics GP “Great Plains”, and dynamics CRM.

The Challenge

Before engaging Callbox, the Client had difficulty generating a sufficient number of leads for its inside sales team due to a saturated contact list, limited market reach, and changing lead qualification requirements.

With its priorities on selling, the Client needed a reliable lead generation partner to fill the gaps that were emerging in its sales pipeline with sales-ready leads, so that its inside sales team could focus on converting those leads into sales, instead of spending their limited time prospecting.

The Callbox Solution

  • Planning to buy new software in the next six to twelve months
  • Averaging at least $35M in annual revenue
  • Servicing a minimum of fifteen corporate clients
  • Employing at least sixty-five full-time staff.

The Client signed up for an initial three-month lead generation campaign, which was immediately followed by a six-month contract with a quota of ten leads per month. The Client provided the script and brochures, while Callbox prepared the list of target contacts. Prospects that did not match the specified qualification criteria were removed from the calling list, making the campaign highly targeted.

Results

The Client has been renewing its contract with Callbox continually for more than five years now. Throughout this time, Callbox has delivered close to 300 qualified sales leads for the Client, providing a stable source of leads for its sales team, and filling its calendar with qualified appointments month after month.

The Client found that using Callbox’s targeted contact list resulted in higher contact rates and better lead quality, and it was finally able to escape its dependence on its own overused contact lists. The Client’s salespeople became more productive because they were able to focus on pre-qualified prospects instead of raw contacts.

Aside from successfully generating a substantial number of leads from outbound calls, Callbox was able to use each one-on-one decision maker conversation to tap into prospects’ interest, ultimately stimulating more inbound interest and capturing more leads for the Client from this fresh new source. This helped augment the Client’s revenue potential with a marked increase in inbound inquiries and website visits.

Integrated Campaign for UK’s Leading Workflow Automation Solution

The Client

The Client is a leading provider of enterprise workflow applications software and automation solutions that help increase efficiency and simplify business processes through process-driven applications. Based in London, UK, the Client serves a stable of more than 1500 corporate clients in 40 countries, with over 1 million users worldwide.

The Challenge

The Client was seeking to drive attendees to its Microsoft SharePoint Seminar in London. Its immediate goal was to produce high quality sign-ups. However, the overall objective was to generate and deliver to its inside sales team sales resources that are fully-qualified and with near-term requirement for the products it offers. The Client had no experience in outsourcing its marketing function, and the result of this campaign would determine whether or not it would consider similar projects in the future.

The Callbox Solution

Callbox had an excellent campaign with the Client’s main branch in the US, and was recommended by the latter to its UK office. The Client hired Callbox to make outbound calls inviting prospects to its Microsoft SharePoint Seminar in London. After making thorough preparations, Callbox then started the campaign, targeting CEOs, CIOs, CFOs, and Finance, and Operations Managers outside London. This project was a huge challenge for the team as it involved inviting prospects to an event that would require them to travel for several hours mostly by land.

With two weeks left in the project, Callbox proposed an integrated two-phase campaign to make a shift from event invitation to lead generation marketing to which the client agreed. The Callbox team proceeded with the lead generation campaign right away, focusing on promoting the client’s workflow application for the police and fire services around London, UK area. Callbox was able to mine the Client’s existing contacts database to identify hundreds of potential customers. This campaign targeted IT Managers, ICT, CIOs, HOD ITs, and IT Directors.

Throughout the campaign, Callbox communicated regularly with the Client through PipelineCRM, which allowed the Client to monitor campaign progress in real-time.

Results

Despite the difficulties encountered during the campaign, Callbox was able to produce significant results for the Client.

  • 15 qualified leads in 22 calling days
  • 412 positive contacts out of 1912 (22% contact rate)
  • 38 contacts scheduled for follow-up
  • 55 requested for additional information

Additional benefits of this campaign include enhanced brand and product awareness, and acquisition of business intelligence and other significant data about the Client’s market. Most notably, this campaign inspired the Client to consider a change in marketing practices with outsourcing.

Needing more time to close the leads, the Client decided to put the campaign on hold, but expressed willingness to run another lead generating project with Callbox in the near future.

Giant PLM Firm Improves Lead Capture and Conversion with Callbox ABM

The Client

The Client is a world-leading provider of 3D and Product Lifecycle Management (PLM) software solutions with more than 130,000 customers in 80 countries. It offers a wide range of 3D virtual solutions enabling businesses of every size to digitize innovative ideas and enjoy lifelike experiences with future products and environments. The global company has offices in the USA, Europe, the Middle East, Africa, and Asia-Pacific.

The Challenge

Prior to engaging Callbox, the Client hired a prominent direct marketing solutions provider to handle its lead generation program. Not satisfied with the results, it sought better marketing. The Client’s Singapore office decided to investigate a lead generation program with Callbox.

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 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 client judged Callbox’s strategies to be more cost-effective and efficient and signed up for a two-seat six-month pilot project.

The Goals

  • The Callbox team was to determine the level of sophistication of the target’s present CAD software tools and systems
  • To profile companies and prospects who were already using the Client’s CAD solutions
  • Facilitate lead reassignment to the Client’s resellers.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations 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 —-
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Seeing good results at the end of the six-month pilot campaign, the Client decided to recontract for an-eighteen month project with an additional seat. 

Overall , the 21-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 1,404 Sales Qualified Leads and 219 Marketing Qualified Leads.

Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

The Client

The Client is a well-known software company in Australia which develops and distributes practice management and tracking software for large companies. Its clients include Ingram Micro, The University of Sydney, Accenture, CitiStreet, and Acumen Alliance.

The Challenge

The Client has excellent brand recognition in Australia and its products have strong market potential. However, it had difficulty penetrating foreign markets often dominated by large global competitors. The Client did not invest significantly in marketing aside from the irregular cold calling efforts by its sales staff. The primary source of new clients was word of mouth.

To boost its capability to compete squarely in the international market, the Client looked for an appointment setting company to carry out its objectives methodically:

  • To educate prospects on the benefits of practice management software
  • To schedule product demos with interested prospects

This campaign required technically sound telemarketers with firsthand experience in selling software systems. Having campaigned on behalf of several IT and software companies for many years, Callbox was qualified for the challenge.

The Callbox Solution

Following a campaign brief, Callbox set up an outbound telemarketing team. The Client specified potential customers: IT Directors, CIOs, Managers, and C-level Executives. Callbox prepared a customized telemarketing list and created personalized scripts based on typical market response and various selling scenarios.

Callbox implemented stringent QA monitoring to ensure that every lead and appointment generation effort supported the Client’s requirements. Callbox encouraged the Client’s active participation in each campaign process – from script development to new product trainings and lead qualification. This allowed to Client to provide inputs and feedback as the campaign progressed.

Callbox maintained an impressive momentum throughout the 18-month calling campaign, contacting 4,887 companies at an average of 222 calls per day. The Client witnessed the action in real-time via Callbox’s Pipeline CRM, which also allowed it to respond promptly to appointments and other actionable results.

Results

  1. Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
  2. Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
  3. Simply put, the Client got a sale for every 2000 calls made by Callbox; about 2.5 sales per month.

Greatly impressed by its performance, the Client continues to rely on Callbox for its outbound marketing campaigns, as it continues to grow its market share, not only in Australia, but now in the expanded markets of New Zealand, Brunei, and India. It also intends to hire additional agents to keep up with the influx of new leads and further increase its marketing activities.

Software Company Transforms Marketing Activities after Using Callbox

The Client

The Client is a leading supplier of shipping software and IT solutions. Based in Singapore, it has more than 100 employees serving over 200 clients worldwide. Its IT solutions are being used by well-known customers around the world, mostly shipping companies, liner agents, short sea carriers, NVOCCs, terminals, and depots.

The Challenge

The Client wanted to increase sales from new businesses and open new markets abroad. Although it had its own inside sales team running its lead generation campaigns, the Client found managing international campaigns quite challenging given the scope of its target market which required working in different time zones. So, it looked for a marketing partner who could execute a more targeted lead generation campaign and bring in more qualified sales leads for its inside sales team to focus on.

Upon learning about Callbox in 2007, the Client was hesitant because outsourced telemarketing service was embryonic and unproven in Singapore at the time. Nevertheless, by explaining the benefits of outsourcing to a qualified telemarketing company, Callbox was able to convince the Client to embark on a cold calling campaign with them.

The Callbox Solution

The first campaign took off in February 2007 with one dedicated telemarketing agent. Close coordination between the Client and the Callbox Team played an important role throughout this campaign. Callbox conducted weekly conference calls with the Client to address campaign-related issues and facilitate exchange of ideas. The Client also provided Callbox with weekly updates on companies they wanted to focus on. The success of this campaign was a result of both parties’ willingness to work closely together in addressing questions and concerns.

The Client expressed why it continued to use Callbox’s services after the first campaign:

  1. Callbox did an excellent job in generating interest in the Client’s target market.
  2. Callbox was able to bring in new clients despite working across different cultures and time zones.
  3. Callbox managed to keep regular communication with the Client.
  4. Callbox agents possessed the ability to grasp information fast.

Results

The Client was one of Callbox’s first accounts in the Asia-Pacific region, and it has continued to use its services since the first campaign in 2007. The Client also used Callbox in other projects including a call-to-invite campaign targeting Dubai and UAE, lead generation in Europe, SEO, and market research.

Extremely satisfied with results from these campaigns, the Client recommended Callbox to its sister company, an established aviation software solutions provider. The Client also referred three more accounts who became regular Callbox customers.

Software Company Won Thousands of Registrations Thru Callbox Webinar Event Campaign

The Client

The Client is a provider of remote monitoring and management software products and services for managed service providers, IT service providers and value added resellers that offer IT support services to small to medium businesses.

The Challenge

The Client was to launch a series of webinars in US and Canada, and needed a marketing partner to help generate registrations. The campaign required hundreds of calling activities everyday which they saw to be a major challenge for their in-house marketing staff. 

Trying to outsource for the first time, the Client took careful steps in searching for the right telemarketing partner, and eventually chose Callbox from a list of B2B firms because of the latter’s extensive experience in running lead generation campaigns.

The Callbox Solution

Callbox designed an end-to-end Multi-Touch, Multi-Channel Webinar & Virtual Event Marketing campaign which utilized Voice, Email, Mobile, Web, and Social Media to target attendees from the US and Canada.

The Callbox team was to manage the whole webinar campaign starting from promotion, actual or live event, and onto post-event tasks which consisted of: 

Pre-Webinar Promotion:

  • Email Templates
  • Call Scripts
  • Landing Pages Form
  • Promotional Materials

Webinar Facilitation: 

  • Practice Session
  • Speaker(s) Introduction
  • Attendee Engagement
  • Q&A Moderation

Webinar Report:

  • Video Recording
  • Audience Feedback
  • Q&A Reports
  • Pre & Post Event Metrics

The Campaign Goals

The webinar campaign focused on contacting key prospects to introduce them to the potentials of increased sales and lowered business costs through managed services. 

Prospects who expressed interest in the Client’s services were booked for appointments with the Client’s lead development team, and were registered for the webinar.

Results

The US and Canada webinar events did very well which brought the Client to decide on signing another contract with Callbox for a 20-seat campaign to target the UK and New Zealand markets.

Overall, the Webinar Event campaigns ran for 3 years, and generated a total of 35,793 registrations.

Client Feedback

I am pleased to recommend Callbox. They have consistently worked with a collaborative attitude to ensure all processes are current and achieve all set key performance indicators. Whenever an issue did arise we worked through the issue in a timely and efficient manner so goals remained on target. They have a positive, easy to work with demeanor and strive to exceed performance expectations. I highly recommend their services.