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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.

Related: A Crash Course on Lead Nurturing… And Why it Matters

Get your FREE ABM Telemarketing Scripts for Cold-calling Key Prospects.

 

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 13 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.

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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 much 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’s 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.

 

 

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Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

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:

Tips and Tricks:

What do you do when leads are not yet ready?


Grab a copy of the EBOOK version of this kit, The Ultimate Lead Generation Kit. It’s FREE! Updated with links to the best and latest techniques that will help generate quality sales leads for your business. 


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.

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

Outsourcing Telemarketing

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

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…

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!

 

 

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

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 Improve campaign with our lead generation services and efficient marketing tools

Dial +1 888.810.7464 / 310.439.5814

 

Identifying Key Decision Makers for Lead Generation

The most critical aspect in any business process is making a decision – the right decision.

In a lead generation campaign, reaching the decision makers’ direct phone lines and being able to speak with them is a hurdle. More than that, one has to be keen to listen and understand if the person he speaks with is able to decide with a “yes” or a “no” to get your proposal on the boss’ table.

But it doesn’t really have to take Mr. Sherlock Holmes’ detective expertise to be able to identify a key decision maker in a lead generation campaign. All you need is the right questioning such as “What is your role in the decision-making process for this project?”

Here are the three (3) possible key decision makers in a lead generation campaign:

A recommender is someone who makes a suggestion to do something. This person is most likely to be the consultant in the company, whose thoughts are highly valued and trusted by the higher management like the executive or board level officers. His suggested ideas will be considered to be brought into the discussion table for evaluation.

Related: The Most Helpful (yet Often Neglected) Tips for a More Profitable Lead Prospecting

 

The evaluator is able to characterize the following points to positively impact the business:

1. Identify the value or significance of the proposed product or service to the need of the business. His decision should address concerns like: “Would the new application resolve the challenges hurdled by company”, “Would it bring in the targeted ROI and lessen operational costs”?

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

2. Foresee the worth of the project on a long term goal and not just temporary bandage to the problem.

3. Skillfully appraise the balance between goals and actions of the company. He should have a fair justification of presented facts and figures to answer questions such as: “Would the proposed action or actions like purchasing new software, outsourcing a service, or collaborating 2 processes become instrumental to achieve target results?”

Related: Quora: Is there such thing as a good B2B lead Generation Company?

 

Generally speaking, a person in charge is someone who was given the authority by a higher management to oversee a certain group and roll out tasks at a period of time. In businesses, the length of term of this role is dependent on the organization’s status. Note that talks with a PIC may cause delay in the decision making process and would even likely to lead the discussion to a parking lot, as PICs may not have full authority on the matter.

 


Decision makers are like keys. Sometimes you can grab a handful of them; at times they slip from your pocket and eventually lose them. Be on guard, once you get hold of them, chain them up in a key holder of sensible discussion – use them to unlock potentials in the business.

 

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

 

Answering Quora: Is there such thing as a good B2B lead Generation Company?

 

Is ther such thing as a good b2b lead generation company?

 

Answer: Yes. There is such a thing as a good lead generation company. A good lead generation company is one who (that) delivers quality leads and able to hit campaign goals agreed on. Period. It is that simple.

 

We got this question from a Quora member, who heard horrific stories on lead generation agencies that overpromise but fail to deliver. There are quite a lot of that and very few who really understand the business, especially with B2B.

More than delivering the number of leads, there are a few more factors to consider. Let’s flesh out the factors one by one.

  • Data integrity. Jeff Pulver once said, “You live or die on your database.” Jeff Pulver is an Internet pioneer, who is also a world renowned speaker on a variety of topics including entrepreneurship aside from the more technical such as the Internet . We couldn’t agree more with what he said. Data is the fuel that runs any marketing tactic. Without data, you work on your marketing campaigns based on guesses which will turn off your prospects. A lead generation agency has no business being in this service if they cannot prove their data’s credibility.

Related: Database Dicta: Secure and Organize your Lead Generation Data

  • Customer-centric mindset. A lead generation agency is your ally. That is expected because they are paid to find opportunities for you. However, this does not mean they focus on you alone. In this era, it’s all about shifting attention on customers. The agency that you want is someone who pushes to understand your customers, not only your business. How else can they create a strategy to market you if they don’t understand your audience?
  • Manages expectations. A lot of us are used to vague statements. In the lead generation business, specifics are key to succeeding. This means ensuring that all deliverables are specified, so no surprises come out because you failed to mention something that seems mundane. If you expect a number, then cite a number; a specific step, then describe it; a certain lead quality, then these should all be written down. What’s important is that the agency leads you towards this process. If not, you might be doing all the work eventually.

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

  • Professionalism calls for a non-disclosure agreement or NDA. Not only does it oblige them to protect your data, but is also a way to establish trust.
  • Seeks to define a lead. Sales reject leads because of a lot of reasons. Lead rejection can be prevented with a simple lead definition exercise to keep you and sales on the same page. Lead definition is different from people to people. If you don’t have a universal lead definition or ULD, then your agency should seek to have one agreed on both by sales and marketing. This way, you prevent sales rejections and steer marketing on the right path. This is probably the 2nd most important factor next to data when evaluating an agency.

Related: Classification of Sales Leads: Hot, Warm or Cold

Lead Generation is Always Customized

Yes, there are good lead generation agencies out there that take into consideration the 5factors we mentioned. Not to burst your bubbles, but a lead generation tactic might work for one but not for the other because of the factors we have enumerated. Audience type, buyer personas, product, offer, scripts, content and a whole lot more. So if an agency comes to you and says they can do the same with what they did for another client, be discerning and look to the 6 factors before engaging.

This year, TopTen Reviews had made their surveys and released their scores over top lead generators, surely these marketing companies made their checklist on the factors we mentioned above.

interchanges

 

10. Interchanges  (score 4.2/10) is a sale lead generation service that offers web-marketing tools to get your company more attention from potential buyers. While it offers many of the features that other services we reviewed offer, such as SEO optimization and email marketing, it does not offer some more common means of lead generation, including direct mail promotions or telemarketing. This service offers very basic lead generation options.

bulldog solutions

 

9. Bulldog Solutions (score 5.65/10) is a sales lead generation company whose focus is primarily on business-to-business leads. If your sales are more geared toward consumers, this company may not be the best choice. But what it does with B2B sales it does extremely well. It helps you create webpages, blogs and other content that is focused on terms your potential business clients are searching for to increase your leads online.

themediacrew

 

8. The Media Crew works (score 6.38/10) with a collection of divisions that can help you find a sales lead generation service that matches your needs. This works well if you would like to mix and match a few techniques to get the best outcomes for your particular company. The Media Crew’s divisions include telemarketing and mobile phone marketing as well as divisions that specialize in other services.

intelliverse

 

7Intelliverse (score 6.4/10) is very traditional, making use of telemarking campaigns to create leads. It lacks the online tools we look for in a sales lead generation service, such as SEO optimization, website design, social media and email campaigns. But if you have the talent in-house for SEO, creative design and other online strategies, Intelliverse might be the right tool for finding and following up with business-to-business leads.

candor

 

6. CandorWorks (score 6.78/10) has many features that we like to see from sales lead generation services, with a nice balance of online tools and telemarketing resources. This company is particularly useful for companies that do primarily business-to-business sales and need assistance tracking down quality sales leads.

 

idea2result

 

5. Idea2Result (score 8.38/10) is a no-fuss, no-commitment option that can help you generate sales leads without growing your staff. The control you have over who is making contact with potential clients on your behalf is a definite plus. Hiring Idea2Result instead of hiring more sales agents can end up saving you money. When the service finds great leads for your business, you can have your own sales staff track them down and make the sale.

overdrive

 

4. Overdrive Interactive (score 8.6/10) has less to do with the old-fashioned methods of lead generation like appointment setting and telemarketing, which may not be a drawback for most companies. Rather, its focus is on the most up-to-the-minute online marketing methods. It is well equipped to help you connect with quality sales leads through SEO, email marketing and especially social media marketing.

strategic sales and marketing

 

3. Strategic Sales & Marketing (SSM) (score 9.13/10) is a sales lead generation company that specializes in business-to-business sales, and it has been doing that for a comparatively long time.

 

 

leadgeneration

 

2. LeadGeneration.com (score 9.75/10) represents all of the most modern tools of the lead-generation trade. It can help many types of businesses up their presence online and get sales leads with potential.

 

Callbox: The Golden Award Winner!

Callbox: The Golden Award Winner!

1Callbox (score 10/10), despite its name, offers much more than telephone calling for sales lead generation. In fact, what makes Callbox stand out is that it offers traditional telemarketing as well as all of the most modern online tools to help find you the potential customers to make your business thrive. This is why it has earned the Top Ten Reviews Gold Award. This service has helped generate leads for businesses of many different sizes from many different fields, including IT, financial services, commercial cleaning, education, healthcare, real estate, travel and more.

Source: http://sales-lead-generation-services-review.toptenreviews.com

 

With enough perseverance and passion, you can always achieve more that what is just good but the best.

 

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

 

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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

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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

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A plus for your brand: Generating leads with Google+

A plus for your brand- Generating leads with Google+

Social media platforms have established themselves as great lead generators when it comes to brand awareness and sales. Among them is social networking site Google+, which puts itself at the forefront when it comes to setting up business pages.


Its seamless integration with search engine Google gives Google+ content and engagement the best SEO benefits, putting your brand ahead of search rankings for potential customers to immediately notice.

These customers now shy away from hard sell and are looking for genuine content they can relate and engage with – and Google+ is the best place to do that! Here are some ways to generate leads through this social networking platform.

Start – and continue – with compelling content

This is how your customers will see you. Make sure your Google+ page is filled with well-written content that’s curated and valuable to your audience. This includes information about your brand, as well as related content that may not necessarily be about the brand itself but lends credibility to it. Include links to your website or your other social media accounts.

As mentioned, the benefit of Google+ above all other social media platforms is its inherent precedence in organic search rankings, driving your page on top of that search result page.

Make it visual

People like seeing pretty pictures. Include visual content like photos and videos (even popular GIFs!) to your posts, as these tend to have better engagement with audiences and are likelier to be shared to friends. Images on Google+ can be turned into links, which allows your audience to click through the photo and land on your website or any other content about your brand.

Bonus tips: A Lesson in Lead Generation: Add Some Sauce to your Storytelling

Target the correct audience

Google+ allows for filtering followers in Circles, which can be used to segment your audience according to what kind of message your brand wants to send out. Hashtags are also another way to attract the right customers, using the correct keywords that will bring them to your page and see your content. The “+” sign also allows you to address another person directly by tagging them.

Bonus tips: Building your Brand? Create Productive B2B Social Campaigns with these Tips

Mind the frequency of your posts

Content optimization is not just about what you post and where you post, but when you post it. Review your audience’s behavior and determine when the best time is to post your content; too few and they will forget your existence, while too many may overwhelm them and make them tune out.

 

The lead generation opportunities on Google+, combined with its innate SEO advantages, are enough reasons for businesses to consider the platform as one of their best options when it comes to building their business online.

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You might also like:

5 Rich Media for Enhancing your Brand’s Influence in Google+

A Match Made in Heaven: How StumbleUpon can Drive Web Traffic

Generating Hotel Leads, Now More Important than Ever

 

A Lesson in Lead Generation: Add Some Sauce to your Storytelling


The precedence of blogging and social media in B2B marketing has led to an increase in the need for “unique” and “engaging” stories as buyers have developed a more sophisticated decision-making ethic.


But with the way things are changing, companies are under constant pressure to craft as much content as possible. And the result has always led to the same thing: A stream of repetitive and low-quality blog articles and informational materials created just to add “meat” for corporate websites.

The worst part of this is the little regard for uniqueness and customer engagement.

This is obviously a bad thing because who would want a bland steak anyway? Where’s the sauce?!

It appears that storytelling has deviated from its original role of establishing valuable relationships and instead embraced a world of content quotas.

It all seems fair to say that audiences want unique relationships which can only be attained by promoting stories that play into the emotional and rational biases of B2B audiences. Current demands point to an increasing primacy for content that:

Address present issues: Regardless of the type of industry you belong, there are always client issues for you to urgently solve. You will need to identify these issues and position your solutions in a way that satisfyingly tackles them.

Related Post: What Marketers Should Learn from Google Glass’ Failure

 

Has balanced diversity: Settling for a purely technical content campaign is like sitting on a stool with two legs missing. It is vital therefore for you to augment your white papers and case studies with creative text- and image-based content and to this effect build a sturdy digital lead generation campaign.

Related Post: 3 Cost-Effective Ways to Use Interactive Content in Events Marketing and Driving Relationships

 

Need help in setting up appointments?

Are consistent with your goals: What numbers are you aiming to improve? Whether it is your bounce rate or conversions, you will need to map out your strategies providing the most suitable routes for attaining these goals.

Related Post: Having a Lifeless Marketing Campaign? Give your Lead Generation a Soul with these Blogging Tips

 

Put audiences first: It’s easy to say that the search engines provide visibility. But creating highly valuable experiences for potential clients is an issue you shouldn’t risk neglecting in favor of meeting a keyword quota. Substance is after all essential in turning site visitors into high quality leads.

Related Post: A Match Made in Heaven: How StumbleUpon can Drive Web Traffic

 

Use credible sources: For want of a better brand image and a loyal client base, take pains to search for credible data to support your infographics and other blog content. Always source your information from places like B2BMarketing.net and ContentMarketingInstitute.com.

 

Lead generation success is possible once you play up these principles in creating content. It may involve a lot of work, but you wouldn’t have it any other way.

How to Run a Marketing Campaign

Source: http://www.business2community.com/b2b-marketing/transform-b2b-lead-generation-storytelling-01189803

 

Lead Generation for IT Consulting Services: Where is your Strategy?

The IT consulting sector has seen a steady rise in the past years. Businesses have noted the importance of expert advice to the creation of robust IT infrastructures.

According to IBIS World, “As the economy recovers, improving business sentiment and corporate profit levels will further drive (the IT consulting industry’s) performance.” As new technologies are introduced each year, corporations have found it necessary to seek competent people to guide them in IT implementation and maintenance.


The industry alone has around 400,000 active IT consulting businesses that cater to a diverse array of industries. Whether you are an independent contractor or a large firm, you will need to put in extra efforts to place your IT consulting services above the competition.


Lead generation, in this case, is vital because it grants you a considerable share of decision-makers seeking consulting services for a variety of IT concerns. But irrespective of its value, undertaking a campaign to acquire specific clients poses a taxing and costly challenge.

Nonetheless, successful IT consultants were able to bypass these difficulties by simply embracing new marketing tactics and approaches that drive high volumes of clients into their IT lead management databases.

So, where is your strategy? Are you using the same approaches the top guns use?

The Best Marketing Strategies for Consulting Services

  • EBooks – Publishing ebooks is a great way to generate leads because it builds your authority as an expert on a specific field. Nowadays, top industry leaders hire consultants based on the amount of literature they published and also the popularity garnered through them. Achieving a following warrants the use of original ebook content that addresses current IT concerns.
  • Blog – Keep your target audience informed and updated through your blog. Consistent online posts are essential toward driving online visibility, but you will need expert copywriting skills to produce content that brings quality leads.
  • Whitepapers – In the same way as ebooks, whitepapers provide your audience the information they need about you, your proficiencies and your capabilities as an IT consultant.
  • Social media – Contrary to some assumptions, social media can be valuable in targeting decision-makers spend more time on sites like LinkedIn and Facebook. Create informative posts with links to specific content on your website. Also, tweet your thought leadership and strive to increase your followers.
  • PPC – Pay-per-click advertisements may cost much, but they are always an excellent source for high quality IT leads. Considering a PPC campaign? Optimize your landing pages first and employ professional writers to create attention-grabbing copies.

There are many strategies available for IT consulting firms but it all dwells down on creating better profile and earning people’s trust.

What other techniques do you know? Share us on the comment box.

 

Interested in getting more clients, try our lead generation service for IT consulting.

 

Better sales opportunities. Faster client acquisition.




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The 3 R’s of Appointment Setting for the Healthcare Industry: Relationships, Revenue, and Reputation

This year, it appears the healthcare industry (at this point worth $3 trillion in an article by Forbes) would be expanding further as it emphasizes the need for value-based healthcare. Indeed, appointment setting plays a great role.

Hospitals, clinics and other medical institutions are investing to update their capabilities in providing low-cost treatments and services without diminishing quality. This entails numerous opportunities for B2B vendors offering such solutions that are in line with current standards.

In this case, healthcare providers need to implement effective B2B appointment setting, since it allows them a whole range of benefits in terms of:

Relationships.

Engaging prospects is a critical aspect of selling healthcare services and products. It is not a simple matter of talking to someone and convincing them to make a purchase. It rather puts greater emphasis on creating valuable, long-term relationships between providers and important decision-makers).

Revenue.

B2B appointments are essential for generating profits since they represent sales possibilities. They facilitate the possible transformation of a warm lead into a paying customer, hence driving growth and competitiveness.

Reputation.

When talking to a sales prospect, healthcare providers are also putting their names on the line. The messages and propositions they give can directly affect how their target institutions perceive them, hence granting an opportunity to propel their brand toward market acceptance and achieve a following.

Without B2B appointment setting, it is difficult for providers to organize effective messaging around the current needs of their constituents. Then again, there is always an increasing need to put quality on the table. It is one thing to generate qualified leads, but a more complex process is involved in driving appointments.

 

In this case, marketers will have to implement their appointment setting taking account of:

1.Proper skills and talent – Highly proficient sales staffs are needed to drive important and steer clear of obstacles. They will need to be flexible and trained well enough to conduct value-based sales calls.

Related Post: 4 Surefire Solutions to Grow your Sales without Exhausting your Staff

 

2. Efficient marketing and sales system – In addition to competent personnel, providers will also need to implement technologies that allow them to better manage leads and determine if they are ready to engage in a sales appointment, aided of course by effective market research and customer profiling.

Related Post: 7 Most Effective Market Research Tools for Creating Effective Lead Generation

 

3.Software and technology ­– One concern about the B2B healthcare industry is that it has yet to make important strides in terms of using technology to their advantage. While this is true, providers can always employ a lead generation service featuring integrated marketing automation.

Related Post: Lead Nurturing Done Right: Introducing Callbox Pipeline’s Lead Nurture Tool

 

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Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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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.Tweet: Implementing a marketing program that is on time and on budget can help save firms from sinking under the http://ctt.ec/mw3Mq+

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.Tweet: At the end of the day, forming a long-term relationship with one’s clients is the most important thing. | http://ctt.ec/1vSfg+ 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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Update your LinkedIn Profile for a Better Lead Generation

There is no doubt that LinkedIn is an important social media tool for B2B lead generation.

Companies of all sizes and belonging to any industry find the platform to be an excellent source for qualified leads. Identifying and locating potential clients is just a matter of looking at their profiles to determine whether they correspond to certain requirements.

No doubt, profiles fill up an indispensable role in the forming of professional and profitable relationships. These relationships will depend on how a company carries its online image. Components as simple as a headline greatly impact the way other users view you and (in an indirect fashion) affect revenue acquisition.

When you are selling industry specific products, you will have to make sure that your LinkedIn profile is in top shape. For Alastair Kane, Zayo Group VP for Europe, developing a highly effective LinkedIn presence includes these seven essentials as mentioned in his article for Strategic-IC.co.uk:

Update your LinkedIn Profile for a Better Lead Generation

Your name.

On your personal profile, make sure you give your professional name, not a nickname. You may also want to consider adding qualifications (PhD, BSc etc) if relevant.

Dig Deeper: 8 Brilliant Ways To Get Your LinkedIn Account Restricted/Suspended

Your professional headline.

This is where you should add your job title. Make sure this is as specific as possible, and uses keywords representative of your expertise. This section will show alongside your name in LinkedIn comments, news feeds and on search so it’s important to keep it accurate.

Location.

This section just requires a postal code, and allows you to pick your location. You can also select an industry to appear alongside.

Dig Deeper: Here are 15 LinkedIn Marketing Tips to get you by

Profile Picture.

As LinkedIn is a professional site, a businesslike picture, good quality and ideally a headshot should be used. Remember, a profile with a photo is 11 times more likely to be viewed.

Experience.

Add in your relevant experience, education and current role. You don’t have give too much detail, but acknowledging these can help.

Dig Deeper: How to Create a LinkedIn Cover Photo Using Canva

Contact information.

If a potential lead wants to get in touch, they’ll need as much information as you can give them! Complete as many contact fields (phone, social, contact email, site links) as possible. Make sure these details are professional – don’t hand out your personal number unless you really want to.

Public profile link.

Your public profile link is customizable, can help you appear better in search and makes your profile easy to share and use. Edit it to create your own.

 
 
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
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Pages

HR Market Leader Wins It All Back and More with Callbox

CASE STUDY



HR Market Leader Wins It All Back and More with Callbox


THE CLIENT



ABOUT
The Client is a market leading designer and developer of payroll software in New Zealand since 1983.

TARGET INDUSTRIES
All industries with 20 – 200 employees

TARGET LOCATION
New Zealand


THE CHALLENGE



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

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

Email Marketing

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

Appointment-Setting

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 the Quartered Success of The File Transfer Expert

CASE STUDY



Callbox and the Quartered Success of The File Transfer Expert


THE CLIENT



ABOUT
A group of file transfer software experts from Germany founded this File Transfer Appliance Company in 1996 which later spanned to France and Singapore in 2007.

The company stands on a mission to offer the latest Hardware Technologies coupled with the leading Software Solutions as “Plug-and-Play” appliances designed for security problems and compliance tasks.

TARGET INDUSTRIES
Oil & Gas, Architecture firms, Precision Engineering firms, Property Developers, Advertising Media or Graphic Design Houses, Large Manufacturing companies, Government-linked companies, Lawyers, Health, Pharmaceutical companies, and Building and Construction

TARGET PROSPECTS
Directors, Business Owners, IT Managers, Person in Charge of IT

TARGET LOCATIONS
Singapore & Malaysia

TARGET EMPLOYEE SIZE
More than 20

TARGET ANNUAL TURNOVER
More than SG$ 2 Million


SUMMARY



The campaign’s initial run in April 2011 mainly focused on the Singapore market. The client preferred to cater to companies that send out big files. These are companies that have worldwide presence and do site-to-site file sending, or those that require file-sharing with their resellers or customers.

The initial campaign production delivered 19 leads. Such number was instrumental to the client’s positive decision to renew for another campaign that was even more impressive with 34 leads. Since then, the team continuously worked on for the lead generation campaign. The number of leads fluctuated but nevertheless quality was maintained at its best. The following campaign period brought in 28 leads with positive contacts at 63%, the next with 26 leads at 50% positive contacts, followed by another month with 35 leads at 71% positive contacts, and proceeded to another renewal month with 14 leads at 71% positive contacts and the last month with 23 leads at 76% positive contacts.

As the Singapore database was close to being exhausted, Callbox proposed to the client to divert its focus to other countries. In 2012, Malaysia came into the picture and kicked off with 30 leads in the 1st run, and went on alternately running MY and SG markets for the rest of the campaign period, with 18-20 leads per month, renewing contract after contract of 3 or 6 months, until the final leg in May 2015.

table

THE CHALLENGE



Quality vs. Quantity

The campaign required the Callbox team more effort compared with the other campaigns. The leads that were passed were strictly qualified based on the set criteria, which were subjected to the client’s scrutiny and approval.

Database Use

The 4-year run made the most of its target database of contacts. Towards the end of the last 2 months of the campaign, both the Malaysia and Singapore databases went all in, as both target markets have been saturated, yet the campaign was still able to produce 18 leads at the least.


RESULTS



This is one of the most successful and longest running campaigns in Callbox. But how was this huge success achieved?

The client truthfully engaged himself with the campaign by sharing full product knowledge with the team by conducting a thorough training on the product specifications, features and usage benefits.

The Callbox team had a first-hand experience of the product as they were able to practically navigate its interface which helped the calling agent efficiently position the offer to the prospects. These best practices also made the leaders effectively coach the caller on the challenges encountered in the calls, making them able to easily address issues that arise from day to day calling.

All available resources in Callbox were utilized.

Calling, sending of emails and other marketing resources like the social media were substantial to the exceptional results of the campaign.

Definitely, this campaign has made history with Callbox.



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

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

Callbox Multi-touch Multi-Channel Approach:
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.

Client Profile

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 an SAP consultancy 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 costefficient 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 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

  • Gather information on the prospect’s setup and plans concerning their company’s enterprise software
  • Arrange for a face-to-face or phone meeting with one of the client’s team of SAP Consultants
  • Send out an EDM (electronic direct mail) with a link to a video showcasing the client company’s latest suite of enterprise software solutions
  • 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.


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 dragand-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.


I. Online lead Nurturing Scheme

An Introduction email was sent out to all email contacts in the prospect’s list (See Fig. 3). 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.

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.

Web Inquiries

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


II. 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.

Campaign Results
Production and other KPIs

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.” says the Client’s 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

CASE STUDY



Callbox and Software Leader Spell Success


THE CLIENT



ABOUT
The Client is a professional business software consulting firm based in Irvine, CA. They specialize in the Sage Software family of products – Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps Job management software. The Client helps businesses increase productivity and profitability through the application of integrated accounting, distribution and management software. Their reporting tools allow users to quickly and easily extract, analyze and professionally present business information.

The Client’s services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. With the goal of being the most trusted and most responsive in the network technology and business management industry, they have helped over 400 companies in a wide variety of industries. The Client engaged the services of Callbox in August 2005.


THE CHALLENGE



Considering the stiff competition and difficulty of marketing business software, it was crucial for the Client to double, even triple their sales and marketing efforts in order to find prospects. They lacked the team and resources to search for prospects. Sales and marketing was handled by one person who wanted to focus on presenting proposals and closing deals and could not be burdened by the time-consuming search for prospects. The Client needed to scour the market for businesses with upcoming software system projects such as software evaluation and upgrading.

They targeted businesses that needed:

  • system change
  • system upgrade or downgrade
  • system maintenance
  • add-ons to current system

The Client sought a partner to find these prospects, generate interest for the products and services and provide all necessary marketing support to achieve their goal.


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.

Callbox agents inquired about prospects’ plans to change or replace their business management software in the next 3-12 months. This was followed by a series of questions regarding:

  • satisfaction with the current software being used
  • flaws/problems with current software
  • current systems used for operation and accounting
  • evidence of manual or double entry for processes
  • interest in changing or upgrading current software
  • functionalities expected from the software
  • time-frame for implementation
  • budget

Aside from calling prospects, the Callbox team sent out brochures to customers asking for additional information. Prospects that had talked with the Client’s sales consultant were also forwarded to Callbox agents for follow-up calls.


RESULTS



Since August 2005, Callbox agents placed a total of 27,857 calls for the Client, and have forwarded 240 leads since the start of the lead generation and appointment setting campaigns. With Callbox handling the qualification and forwarding of hot leads, the Client now devotes full attention to closing deals significantly increasing sales. They were pleased with the performance of the Callbox team who delivered a total of 72 leads from February to June 2007. Thereafter, the Client pre-extended their contract through to September 2007.



Callbox Delivers Qualified Leads for Workforce Management Solutions Expert

CASE STUDY



Callbox Delivers Qualified Leads for Workforce Management Solutions Expert


THE CLIENT


ABOUT
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
  • 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.



Rock Solid Leads for AU and NZ’s Top Technology Consulting Firm

CASE STUDY



Rock Solid Leads for AU and NZ’s Top Consulting Firm


THE CLIENT



ABOUT
The Client is the largest independent Oracle, PeopleSoft and JD Edwards consulting organization in Australia and New Zealand as well as the largest Oracle, PeopleSoft, JD Edwards and Microsoft SQL Server support organization in Australia and New Zealand.

The Client is a specialized technology consulting organization focused on building and supporting long-term relationships with enterprise and government customers.

The Client is an Oracle Certified Advantage Partner, the highest level of partnership with Oracle, only achieved by a few companies globally. They provide a complete service continuum of Oracle, PeopleSoft, JD Edwards and SQL Server including: sales, planning, design, implementation, project management and support. Their offices are based in Australia and New Zealand and their support centre services a large diverse client-base located across five countries.


THE CHALLENGE



  • Increase sales and generate awareness about the benefits of the Client’s products and services
  • Promote the Client’s event entitled “Oracle Leadership Forum”, gather attendees and confirm their attendance

THE CALLBOX SOLUTION



Callbox launched two campaigns Lead Generation through Telemarketing, and a Call-to-Invite Campaign.

Lead Generation

Callbox agents made calls to CIOs of companies from a list of prospects provided by the Client. Every call began with the introduction of the Client’s company, followed by an invitation to an introductory chat about the benefits of the Client’s support services with the Client’s Business Development Manager. Once a positive response was received, Callbox callers emailed information about the Client’s services and collected the prospect’s mobile number and preferred time of meeting. This information was entered into PipelineCRM, Callbox’s customer relationship management system, for the Client to review and follow-up.

Call-to-Invite
The Client had previously sent email invitations to a list of prospects for the Oracle Leadership Forum. The Callbox Team’s task was to:

  • Call those prospects and confirm receipt of the invite from the Client
  • Confirm attendance to the leadership forum

The Callbox callers collected contact information from prospects who signified their intention to attend the free leadership forum. They collected the attendees’ names, company names and email addresses for the Client’s registration files. Prospects who informed Callbox that they failed to receive invites to the event were sent invitations through email and received a confirmation call 48 hours later.


RESULTS



Both campaigns were executed quickly and immediately, giving the Client enough warm leads to follow-up right away, and a good number of attendees to their event.

The Client especially enjoyed working with the Callbox team, citing the team’s excellent communications skills and efficiency. The Client was also pleased with the convenience and flexibility of lead tracking and management with the use of Callbox’s PipelineCRM. Having received good quality leads following a successful company event, the Client plans to use Callbox’s services for future lead generation campaigns as well as promotional and invitational campaigns for company-sponsored events.



Software Company Favors Callbox Sales Leads Over Own Contact List

CASE STUDY



Software Company Favors Callbox Sales Leads Over Own Contact List


THE CLIENT



ABOUT
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

CASE STUDY



Integrated Campaign for UK’s Leading Workflow Automation Solution


THE CLIENT



ABOUT
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 Software Solutions Provider Improves Lead Capture and Conversion with Callbox

CASE STUDY



Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox


THE CLIENT



ABOUT
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, with partners from leading industries and sectors including Aerospace and Defense, Automotive and Transportation, Construction, Agriculture, Education, Healthcare, and others.


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 Client’s main objectives were:

  • Determine the level of sophistication of the target’s present CAD software tools and systems
  • Profile companies and prospects who were already using the Client’s CAD solutions
  • Facilitate lead reassignment to the Client’s resellers

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


THE CALLBOX SOLUTION



The initial campaign started with two full-time Callbox agents. It was divided into three segments: Lead generation, Appointment Setting, and Call-to-Invite.

Appointment Setting

Callbox secured agreement from prospects to be contacted by the Client’s reseller.

Lead Generation

Callbox looked for prospects who requested additional information regarding the Client’s products and agreed to receive email information on special promos.

Call-to-Invite

Callbox looked for prospects to register for a virtual conference organized by the Client.

Callbox created two customized Pipeline CRM accounts for generating and rechanneling leads to the Client’s authorized resellers. Since the Client delivered the call lists on a daily basis, sustainability and integrity of records were a major challenge. To solve this, Callbox used Pipeline CRM and a customized spreadsheet to monitor the Client’s data more effectively – an activity which involved close coordination between the Research and Campaign Specialists.

While this campaign focused on generating leads from the warm lists, Callbox suggested tapping prospects on the cold lists producing substantial positive results from this source. Guidelines for the callout process were made visible to each Callbox Team member to ensure that they were updated with the Client’s instructions.


RESULTS



At the end of the three-month pilot campaign, Callbox delivered a total of 372 leads at an average of five to ten leads per day. Satisfied with the results, the Client re-contracted for a new 18-month project. Nine months into this new campaign, Callbox had produced a total of 1,623 leads from the Client’s warm lists supplemented by contacts from Callbox’s database.

Sales-qualified Leads (SQLs): 1, 404 (87%)

Marketing-qualified Leads (MQLs): 219 (13%)

The campaign is currently in progress with three full-time Callbox APAC seats generating leads and appointments for two of the Client’s Value-added Resellers (VAR) in Australia.



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

CASE STUDY



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


THE CLIENT



ABOUT
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



  • Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
  • Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
  • 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

CASE STUDY



Software Company Transforms Marketing Activities after Using Callbox


THE CLIENT



ABOUT

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 OBJECTIVE



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.


THE CHALLENGE



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.



Callbox Packs Webinars for Software Company

CASE STUDY



Callbox Packs Webinars for Software Company


THE CLIENT



ABOUT

This Ontario company is a top provider of Managed Services and Remote Monitoring software for small and medium-sized IT solutions providers worldwide. It has won several major awards and established itself as a leader in market adoption, product innovation, and commitment to the success of its partners.


THE CHALLENGE



The Client needed a marketing partner to:

  1. Promote its services and drive registrations to its weekly webinars.
  2. Generate qualified leads to support its in-house sales team.

Generating a minimum of 30 webinar registrations per day required hundreds of calls and became challenging for Client’s in-house staff. Deciding to outsource for the first time, the Client chose Callbox for its extensive experience in B2B telemarketing.


THE CALLBOX SOLUTION



The Client approved a call-to-invite campaign in June 2010 with a team of eight Callbox telemarketers. Each agent was required to target a quota of four confirmed webinar registrations daily. The Client provided Callbox with a list of potential contacts from various IT organizations. Additionally, Callbox mined its own database of over 20 million records worldwide and segmented thousands of potential registrants in the US and Canada.

Callbox’s professional telemarketers contacted key prospects to introduce them to the potential of increased sales and lowered business costs through managed services. Leads that expressed interest and agreed to be contacted by the Client were registered for the webinar and then passed to the Client’s lead development team.


RESULTS



For almost three years now, Callbox has hit daily and monthly quotas consistently, bringing a total of 35,793 webinar registrations and counting. The success of the US and Canada campaigns inspired the Client to scale up to 20 Callbox agents at one point, and to expand its reach into the UK and New Zealand markets.


TESTIMONIALS



“I have been working with the Callbox team for over 12 months. They have acted as our introductory sales team for this period of time. They are a very professional team that responds to all of our needs in a very timely manner.

I love the fact that I do not have to deal with sick days or the day to day management of this team anymore. We simply set the objectives, collaborate on the scripting, and then they do their work.

I would highly recommend this team.”

Sean S.
Director Partner Development
January 21, 2011

“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.”

Carolyn M.
Marketing Specialist
November 14, 2011