Micro Market Provider Forecasts Pipeline Value Growth After Campaign

Micro Market Provider Forecasts Pipeline Value Growth After Campaign [CASE STUDY]

Micro Market Provider Forecasts Pipeline Value Growth After Campaign

Workplace micro markets are fast becoming a more popular alternative to traditional office vending machines. Micro markets offer a healthier and more diverse selection of food, drinks, and snacks at companies where having a full-service cafeteria or kitchen isn’t an option. They provide businesses and employees better convenience, increased efficiency, and greater wellness benefits.

The Client is looking to capture a bigger slice of the growing demand for micro market solutions, particularly among mid-sized companies in the Minneapolis-St. Paul area. Its current (mostly inbound) marketing program generates an average of 10 appointments per month, of which 30% become sales-qualified. The company’s sales team can close around 40% of these opportunities as new customers.

To achieve its expansion goals, the Client realizes it has to increase the flow of leads and appointments into its pipeline. That’s why the Client wants to complement its inbound marketing initiatives with targeted, outbound prospecting tactics.

But with its in-house marketing team and sales reps already facing hectic workloads, the Client understands it needs to outsource a good deal of top-of-funnel outbound marketing activities, such as prospect research and prequalification.

 

 

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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]
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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]

Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform

Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]

Shortly before first contacting Callbox, the Client was in the middle of a key strategic refocus that aimed to expand the company’s footprint in the growing SME business travel segment. The Client had already developed specific packages and solutions tailored for small and medium-sized companies’ needs and was looking to acquire more SME accounts.

To help drive awareness and generate interest in its SME-focused offerings, the company launched a number of lead generation initiatives that included publishing a comprehensive whitepaper on creating and deploying a company travel policy.

The Client wanted to reach new prospects with this content asset but encountered mixed results with the distribution and promotion tactics they were using (which mostly consisted of inbound channels like SEO, social media, and online promotion).

Downloads average 6 per week (although this went up as high as 11 in the first full week after publication) and marketing-qualified lead (MQL) conversion rates didn’t meet the Client’s targets.

After considering other options for distributing the whitepaper, the Client decided to include outbound channels in its content promotion mix. But, having no outbound expertise of its own, the Client began looking for a third-party lead generation vendor to handle the outbound portion of the campaign.

 

 

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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]
HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help [CASE STUDY]
Callbox Taps Ontario Auto Dealership Market for IT Sales Opportunities [CASE STUDY]

Callbox Taps Ontario Auto Dealership Market for IT Sales Opportunities [CASE STUDY]

Callbox Taps Ontario Auto Dealership Market for IT Sales Opportunities [CASE STUDY]

The Client specializes in IT solutions for automotive dealerships designed to streamline sales, marketing, and customer support processes. These solutions include end-to-end e-commerce portal, reputation management services, lead generation services, website conversion optimization tools, and fully integrated CRM platform. The Client targets both franchised and independent dealerships throughout the province of Ontario.

In order to sell to this market, the Client employs a small sales team that performs both marketing and sales responsibilities. The team assigns prospecting activities to an inside sales rep who carries out much of the research and initial contact.

Meanwhile, in-person and phone follow-ups are delegated to the rest of the team. The company’s average sales cycle ranges between 3 to 6 months.

The Client already does business with a sizeable number of dealerships primarily in the Greater Toronto Area and other regions in the province. The company wants to expand its reach into other Ontario locations.

To achieve its growth objectives, the Client thinks it needs to outsource part of its marketing efforts, particularly lead generation and appointment setting so that their sales team can focus on nurturing and follow-up.

 

 

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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]
HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help [CASE STUDY]
HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help [CASE STUDY]

HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help [CASE STUDY]

HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help [CASE STUDY]

Since 1988, the Client has been providing custom decorative building materials throughout Southeast Asia and Australia. Its products include colored stainless steel, decorative glass films, elevator decoration modules, and stainless steel fabrication. The company primarily sells to architects, designers, contractors, property developers, construction suppliers, and other industrial vendors in the region.

The Client says it relies on two key advantages to attract customers and set its products apart from competitors:

1. First is its broad sales and service network across the region, which enables prompt supply and delivery.

2. Second, the Client focuses on design customizability, so that products are tailor-made according to each customer’s specifications.

Before the campaign, the Client’s sales development model placed much of the prospecting and lead qualification burden on sales reps.

Sales was responsible for finding potential customers and booking introductory appointments with prospects, without much in the way of prior screening. Under this setup, the Client estimated that reps were spending less than a third of their time actually talking to prospects, which dragged down both sales productivity and the quality of the customer’s buying experience.

Accordingly, the company has been planning to reassign lead generation and appointment setting responsibilities to its marketing team, but this department is mostly staffed by creatives who are already on tight schedules churning out product materials and sales collaterals.

It was clear that the Client needed to outsource prospecting and lead qualification. But since the company was selling highly-customized products across different geographic markets, the Client wanted to partner with an agency that had both industry knowledge and regional experience.

 

 

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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform [CASE STUDY]
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Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments [CASE STUDY]

Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments [CASE STUDY]

Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments [CASE STUDY]

The Client currently has an ongoing appointment setting project with Callbox. As part of its 2018 marketing goals, the Client wants to double down on maritime satellite opportunities in Asia, as well as tap into additional EMEA markets.

This leg of the campaign focuses on the Client’s two Inmarsat Fleet One offerings. Inmarsat Fleet One Coastal covers data and voice services for smaller recreational and fishing boats sailing closer to shore, while Inmarsat Fleet One Global gives access to bundled data and voice anywhere in the world. Both solutions are ideal for commercial vessels and fleets with modest data requirements.

In the previous campaign phases, the emphasis was on potential resellers and end users of the Client’s land satellite services. Both the Client and the Callbox team picked up a great deal of insights about the target prospects and the overall market, which proved useful in refining the team’s campaign approach and the Client’s marketing strategy.

This time, as the focus shifts to maritime satellite communications, the new campaign’s main objective is to identify and qualify potential subscribers for its bundled Inmarsat services from shipping and maritime companies.

 

 

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Callbox Keeps EMR Firm’s Sales Reps Busy with Qualified Appointments [CASE STUDY]

Callbox Keeps EMR Firm’s Sales Reps Busy with Qualified Appointments [CASE STUDY]

Callbox Keeps EMR Firm’s Sales Reps Busy with Qualified Appointments [CASE STUDY]

The Client sells its trademark high-performance ED software system to hospitals all over the United States and Canada. The browser-based application helps improve ED performance with a full suite of operational and management tools. It also provides interoperability with the hospital’s EMR and other healthcare information systems involved in the patient’s care.

The company’s main product enjoys significant brand equity, but as competition continues to tighten in the medical software space, the Client has adopted a more aggressive growth strategy.

This recent shift is starting to overstretch the company’s marketing and sales resources. Their inside sales team has consistently been unable to meet the new prospecting targets, especially in terms of call volumes, number of prospects reached, and early-stage conversions. The new strategy also reveals gaps in the Client’s marketing data, with record counts often falling short of campaign requirements.

That’s why the company wants to outsource the bulk of its prospecting activities to a third-party agency. These activities include initial outreach, lead qualification, desk research, data validation, and appointment setting.

The Client, however, requires a marketing partner that can seamlessly become part of its sales process. In particular, the company wants to hire a provider with deep domain knowledge of healthcare information systems in order to engage prospects better.

 

 

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Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox [CASE STUDY]

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox [CASE STUDY]

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox [CASE STUDY]

The Client’s core mission is to help companies implement and optimize Microsoft Dynamics AX and CRM applications. It sells its services primarily to large- and mid-sized businesses in verticals such as distribution, manufacturing, and professional services.

The company recently refocused its marketing initiatives toward growing the customer base for its three industry-specific modules: industrial, professional services, and AX users. Part of its new customer acquisition strategy called for targeting prospects throughout the U.S via outbound channels.

Being a small company (with only 35 employees), the Client clearly needed some outside help carrying out many of its marketing activities. Past experience has taught the company that its small team of in-house sales reps was best deployed following up qualified leads and nurturing opportunities, instead of spending a great deal of their time prospecting.

Once the company finalized its requirements, the Client began looking for a potential outsourcing partner that could:

1. Identify accounts that fit the target customer profile for each of the Client’s three modules
2. Qualify contacts for each identified account by gauging purchase intent and solution fit
3. Collect additional prospect information to be used by its in-house reps

 

 

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IT Security Provider Taps into APAC Markets with Callbox Campaign [CASE STUDY]

IT Security Provider Taps into APAC Markets with Callbox Campaign [CASE STUDY]

IT Security Provider Taps into APAC Markets with Callbox Campaign [CASE STUDY]

The Client is looking to capture a huge part of the growing demand for smart cards and personal identification applications in the APAC region. In particular, the company aims to grow sales of its card printers/encoders and its ID card design software suite.

In line with this, the Client’s strategy calls for targeting organizations that issue cards to employees or members in order to position its solutions as an alternative to legacy systems or other secure identity brands. The value proposition for its products and services revolves around flexibility, scalability, reliability, security, and affordability.

Currently, the Client focuses on two key markets: Australia and the Philippines. Its target companies in Australia include golf clubs, yacht clubs, sailing clubs, football clubs, rugby clubs, and other organizations with regular members. For the Philippines, the Client wants to reach out to manufacturing and BPO companies.

This year, the Client has been moving more toward outsourcing marketing activities in the awareness stage of its sales funnel. The company wants its in-house team to concentrate on nurturing and following up opportunities while letting a third-party agency do much of the prospecting and lead generation heavy-lifting.

Aside from delivering cost savings and productivity gains, the Client requires its marketing partner to have deep familiarity with its target markets and must be able to effectively communicate its value proposition.

 

 

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LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months [CASE STUDY]

LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months [CASE STUDY]

 

 

The Client’s main line of service helps companies successfully implement and maintain LED lighting projects. Its key differentiator is that it provides fully-integrated, end-to-end LED lighting project management packages that come bundled with the needed expertise and support. The Client also offers 5-year unlimited warranties to its customers, which further sets it apart from other players in the industry.

Because the Client typically sees conversion cycles that span several months, the company devotes much of the funnel to nurturing leads and opportunities. That’s why the Client traditionally outsources top-of-funnel prospecting activities to third-party agencies.

In fact, the Client’s parent company has already worked with Callbox in a previous prospecting campaign that focused on its telecom vendor sourcing division. This time, the Client wants to partner with Callbox in order to:

1. Generate qualified leads and appointments that fit the Client’s LED lighting options
2. Collect marketing and sales intelligence useful in the nurturing process

 

 

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Lead Generation Stats that Prove Marketing Automation Works

10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

Investing in marketing automation can be a hard thing to decide on for a marketer, especially now that a lot of people are seriously doubting its value.

Marketing automation has always been about enabling marketers to set off messages based on visitors’ actions on a site, sending messages when they are most relevant rather than spammy. On paper, it looks like a huge deal of help for email marketers to boost lead generation efforts, and people are starting to buy into it. But despite its promising advantages, marketing automation still leaves a lot of reservations and uncertainties to those who are still on the fence.

To help you make a decision here’s a collection of lead generation statistics that testify to the utility of marketing automation.

Originally appeared at Callbox.

 

 

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Grab a copy of our FREE EBOOK, Why You Should Bet Your Money on Digital Marketing (And Win)! We brainstormed ideas, analyzed data, and interpreted recent developments vis-à-vis previous trends before coming up with a realistic view of this year’s marketing trends.Why You Should Bet Your Money on Digital Marketing (And Win)

 

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Assess your Sales Leads: Is Hot, Warm or Cold?

Assess your Sales Leads: Is Hot, Warm or Cold?

 

Video Transcript:

A typical telemarketer makes at least 140 live calls, talks to at least 40 decision-makers, acquires at least 10 fresh contact emails, and sends out reference materials to at least 140 contacts – all in a day’s work. That looks quite a lot to finish in a plate – unless you’re a foodie.

Do all these guarantee a Lead? Let’s see.

Each qualified lead follows a set of criteria. The number of qualified criterion of a certain lead will determine its classification. See below.

Hot Lead

Sizzling and sumptuous to your eyes…

Yes, it’s a Lead! This type of a qualified lead that meets all the required criteria which most of time is set. So how to know if it’s a hot lead, apply the BANT lead qualifying system.

B is for Budget

The prospect has set or prepared a budget and is just ready for disposal at anytime a project proposal is approved by the management.

Qualifying questions for this criterion would be:

Do you have a budget? How much is your budget? Are you willing to expend? What is your budget range?

A for Authority

The contact person you speak to could either be the Person In charge, or the Recommender. He should have the final word to either say “yes” or “no” to the proposal.

Qualifying questions are:

Are you the person in charge/recommender on this project? What is your role on this? Do you solely make decision on this?

N is for Need

Need would always top the set of qualifying questions in a telemarketing script. When a need from the prospect is identified, this sends a signal of a brewing lead.

Qualifying questions maybe as follows:

Are you looking into this type of product/service to improve your process? What product/service are you currently using? Have you encountered any issue? Are there any initiatives from your company to evaluate/replace your current system? What functionalities are you looking at?

T is for Time frame

The point period from the time you spoke with the prospect to the planned or projected period of purchase or implementation of the new product or service.

Most qualifying questions would be:

When do you plan to purchase? When do you plan to implement the new system?


Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)


Warm Lead

Well-plated and perfectly garnished, but tastes just fine… what’s the missing ingredient?

This qualified lead misses 1 or 2 criteria. But what makes it bagged the qualifying scale is that a Need was identified and the other 1 or 2 qualified criteria should be able to support the first. In most cases, the disqualifiers would either be Budget or Time frame.

But don’t get easily discouraged, these leads are not wasted.  They could still be nurtured and you might be surprise in due time they’ll be contacting you again.

Related: 7 Email Marketing Secrets to Get You More Hot Leads

 Cold Lead

So, who likes a bowl of cold soup?

A qualified cold lead has 2 or 3 disqualifiers and the remaining qualifier would be supported by the prospects agreement to take a look or compare set ups between their current system and yours. This is the kind of lead which most of the time is set to KIV (kept in view), and further nurturing is needed. Business success is not achieved overnight. It takes time, effort, tools, skills and strategies to be able to reach your target results.

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

Look at every lead as an edible opportunity. Imbibe hunger for it. Whether it’s HOT, WARM, or COLD, it’s still comestible, isn’t it?

 

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Originally appeared at Callboxinc.com

 

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

 

 

Don’t Miss This Year’s Tech Trade Shows in Australia
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The Best Strategies to Increase Tech Leads and Conversions in Australia

Are you a Sales Pro or a Sales Wannabe? [VIDEO]

Becoming a sales pro comes through learning and practice. Sales experts believe that a person’s attitude and personality play an important role in becoming a successful salesperson.

Watch this video and learn how you could close more sales and be that Sales Pro you want to be.

 

 

 

 

Transcript:

Competence

Sales Pros aim to get better. They invest in their own self-development. They don’t boast about their experience but  but do whatever it takes to become more efficient in their work.

Sales Wannabes consider their work as “just a job”. They show up and get their paycheck. They don’t invest in learning. They think it’s the company’s job to train them.

Tip: Better to teach your sales reps to sound more natural over the phone

Communication

Sales pros connect with prospects and engage them in conversation. They build relationships. They instill an impression of confidence and make you feel that you picked the right salesperson.

Professionals figure out a way to get through and get in but sales wannabes whine about how hard it is to get to buyers.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

Customer-First Attitude

Sales Pros know that customers buy because they want to, regardless of the reason, not because you’re good at selling. They start by examining what their prospects want.

Sales Wannabes don’t care whether prospects buy or not. Oftentimes, they sounded like they’re not interested in what they’re doing and that prospects are keeping them from more important things. Here’s How to Gain Prospect’s Trust.

Reliability and Responsibility

Sales Pros do what they say they’ll do. They call on time and show up earlier than the scheduled meeting.  You can count on them, whatever it takes.

Sales Wannabes don’t care about your time, following the schedule that’s convenient only for them. They are often late for a scheduled meetup or sales call.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Poise

You can tell a lot about a person based on how they react in every situation. Sales Pros are always calm and continue with the conversation even when dealing with tough gatekeepers or prospect’s objections.

Sales Wannabes are defensive when dealing with prospect’s objections. Most of the time, they’re the first one to hang up the phone when dealing with irate prospects.

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

If you’re still part of those Sales Wannabes, but want to make the switch to being a Sales Pro, don’t worry.  Apply these 5 characteristics of a good sales pro, and you’ll get there.

 

Learn more sales and marketing tips today!

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