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Callbox Passes Diagnostic Test with Flying Colors [CASE STUDY]

Callbox Passes Diagnostic Test with Flying Colors

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The Client

Incorporated in 2002, The Client is a National O.E.M. and distributor of in-vitro diagnostic products, selling 2 million drug tests annually and growing into one of the largest distributors of rapid on-site drug tests in the United States. The Client’s goal is to help its target market maintain drug-free environments for its constituencies (employees, staff, clients, members, contractors, or students.) They carry a large inventory of products including the following drug testing kits: all-In-one kit/cups, quick-dip kits, pipette tests, and oral kits. The Client also carries test kits measuring breath alcohol levels, saliva alcohol levels, nicotine levels, and adulterants.

The Challenge

In line with its primary goal to provide high quality drug testing products with outstanding service at affordable prices, the company sought the assistance of a business solutions partner to be able to reach and capture a chunk of the market shared with competitors. The Client’s main competitor is an established company known for its very affordable prices. In fact, it is widely known as the cheapest among the Client’s several competitors. The Client needed to market its products with emphasis on quality and bulk discounts, as this is its identified pricing strength. The Client recognized some inadequacy in its sales and marketing strategies, and saw the need for a contact solution to support its growth and sales objectives.

The Callbox Solution

The Client partnered with Callbox to obtain a solution that helped them gain advantage against competitors, with the end goal of increasing their sales volume. Callbox launched a lead generation campaign in order to gather qualified business prospects for the client. To be considered qualified, these prospects had to conduct 50 or more on-site drug tests per day. Calls made to these prospects involved inquiries as to the need for drug testing kits, drugs covered, type of kits used, number of kits required and an offer of free kit samples. Keeping in mind the Client’s objective which was call quality rather than call volume, a Callbox agent made 80-100 calls per day with a quota of 4 successful calls per day, totaling 20 leads per week and 80 leads per month.

Results

  • Successful calls made by Callbox – The Client management has been vocal in their appreciation of having 90% of the leads generated convert to closed deals. Clearly, the introduction of the broad scope of products that the Client offers and increased customer acquisition was achieved as a result of Callbox’s lead generation program.
  • The need for the Client’s in-house sales reps went down from 4 to 2 during the campaign as the sales reps only needed to follow-up the fresh leads provided by Callbox instead of actually initiating the sales calls.
  • Company owner was so pleased with the results of the campaign that he invited the Callbox agent handling the account to visit their California office for an intensive week-long training to further improve the effectivity of the campaign. Callbox takes pride in the ability of its people to deliver.
Professional Training Agency Grows Customer Base with Callbox [CASE STUDY]

Professional Training Agency Grows Customer Base with Callbox

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The Client

The Client is an Australian Registered Training Organisation and member of the Group Training Australia Network. It allows local businesses to enjoy a hassle free and cost-effective way to employ apprentices through its Group Training system. The Client operates from three offices in Australia, serving customers in Mildura, Robinvale, Ouyen, Wentworth, Swan Hill and surrounding districts, South Australia’s Riverland, and Metropolitan Adelaide.

The Challenge

The Client wanted to improve its lead generation campaign to get more registrants for its group training courses. Before Callbox, it relied on its in-house salespeople for leads. However, due to their limited time and training in lead generation, this resulted in a three-fold challenge:
  • The Client’s in-house staff had difficulty allocating their limited time between finding leads, meeting appointments, and conducting trainings
  • Without sufficient experience in cold calling, the client’s sales team had difficulty getting past gatekeepers
  • Lead quality was poor. Prospects were “just being nice” and would agree to appointments but were not really interested and would not show up
Realising the need to generate more sales-ready leads, and that their in-house staff did not have the time and the right set of skills, the Client sought help from lead generation experts at Callbox.

The Callbox Solution

The Client’s initial objectives were:
  • To cold call prospects and inform them about the Australian government’s program to give incentives to companies that take on young apprentices
  • To generate qualified sales leads for its in-house sales staff to close
  • To set appointments with enough prospects to keep its sales team focused on more productive tasks
Callbox started cold calling on August 25, 2010 to introduce the Client’s services to construction and engineering companies in Central Adelaide, who take on apprentices in carpentry, plumbing, bricklaying, and painting. At first, Callbox encountered the same problem the Client had with hard-to-reach prospects. To solve this, Callbox experimented with the dialing schedule by calling prospects at different times of the day, recreating its marketing approach as necessary to successfully capture the right targets. Getting interested prospects was a real challenge in this campaign since many companies preferred to train their own employees instead of paying another company to do it. To compensate, Callbox increased its daily call volume to reach even more prospects. Positive contacts were turned over to quality assurance analysts who asked additional questions to confirm that prospects were qualified and interested. The Client’s sales team itself was professional in dealing with appointments, which contributed much to the smooth flow of the campaign. The Client derived much value from Callbox’s integrated marketing tool – the Pipeline CRM, which enabled it to keep an eye on pipeline activity, track lead progress, and monitor lead traffic – all in one user-friendly platform.

Results

Since using Callbox, the Client has experienced tremendous growth in lead traffic and new customers.
  • 5,359 contacts out of 7249 calls (73% contact rate)
  • 52 appointments captured
  • 1,042 positive contacts (Appointment Set, Lead Completed, For Follow Up)
  • 2 sign-ups by the third week of the campaign
The biggest success the Client has seen with this campaign has been the growth in lead volume. Within three months (67 calling days), Callbox has captured a total of 52 highly-qualified appointments. In addition, Callbox was able to organise a database of the Client’s market and prospects who requested additional information, feeding the company’s in-house sales team with leads for many months, and generating more leverage for future marketing campaigns. Pleased with these results, the Client is set to re-contract for another project.
Speeding Up Lead Flow for Leading Payment Processor [CASE STUDY]

Speeding Up Lead Flow for Leading Payment Processor

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The Client

The Client comprises of regional directors and division managers of one of the leading independent payment processors in the United States, handling credit and debit card transactions as well as payroll services for over 100,000 restaurants, hotels, and other retail merchants. They employ over 400 staff, and over 800 sales representatives. Their company, headquartered in the east coast, has numerous regional offices that handle large sales territories such as Ohio, California, Texas, Arizona, Indiana.

The Challenge

The Client needed a reliable marketing strategy to keep its services clearly faster and more accessible than that of the increasing number of competitors in the highly-competitive mercantile arena. Specifically, the Client aimed to help their operational level Relationship Managers manage their sales pipeline to encourage increased business development.

The Client wanted to:

  • Grow their vested organization substantially with heavy emphasis on quality people and low sales professional turnover
  • Leverage their 800 strong nationwide sales force
    coverage

The Callbox Solution

The Client realized they could meet both objectives with the Callbox Appointment and Lead Generation program. Callbox assigned a personal inside sales agent to each Salesperson in the campaign and provided each Salesperson their own online appointment book. This sales force then had their schedules saturated with prequalified appointments. Without the need to cold call, the sales force was free to concentrate on closing. The result was a substantial increase in sales leads without increasing the sales force.

The experienced sales force was delighted to have fresh leads delivered throughout each day, enjoyed more commission, and were thrilled to be free of cold-calling. This resulted in markedly lower sales force turnover for the Client.

Appointment Setting

The Callbox inside sales agents were tasked to carry out the following:

  1. Raise contacts on the phone
  2. Educate contacts about the products and services
  3. Gauge interest in the services by asking qualifying questions, making notes on all targets, instantly viewable by the assigned Salesperson and the regional supervisor
  4. Set appointments for the sales force
  5. Provide real-time reporting via the Callbox Pipeline CRM

Results

As a result of using Callbox experienced inside sales agents, and the Callbox online real-time appointment calendaring to schedule individually all the agents in the campaign, the Client was free from micro-managing the sales force and could concentrate on the larger implications of the numbers coming in.

To date, the ongoing campaign has resulted in the following:

  • A 3-fold increase in sales team activity in terms of number of proposals made and sales meetings completed
  • Improved lead quality as evidenced by a 70% reduction in no-show sales appointments and a 110% increase in response rates
  • Additional prospect-level sales intelligence for all its 800 reps nationwide

More importantly, by farming out the bulk of its prospecting activities, the Client was able to deploy additional sales resources to support its expansion efforts into more competitive but potentially more lucrative markets such as retail and community banks, making it one of the largest payment processors in a segment with annual merchant transaction processing volume of $32.9 billion.

Callbox Cleans Up Expansion Clutter [CASE STUDY]

Callbox Cleans Up Expansion Clutter

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The Client

The Client is an established and a privately-owned Australian cleaning company based in Sydney which provides one-stop property services to more than 140 clients in 170 sites nationwide. Established in 1993, the Client has been providing a vast array of commercial cleaning solutions and other property services for various institutions such as schools, offices, large sites, hotels, motels, and data centres. With over 15 years of experience in the commercial cleaning industry, it progressively aims to enhance growth and cater to a larger number of customers country-wide. Its main objective is to provide a painless experience for its customers by providing self-audited and performance-managed service teams and going the extra mile to give their clients excellent commercial cleaning and property services.

The Challenge

  • Disparate market expansion strategies
  • Inadequate inside support
  • Unqualified prospects
Prior to working with Callbox, the Client had its own inside sales team that generated leads and closed sales for the company. Despite efforts to broaden its client base, the marketing team struggled to produce additional leads and obtain more appointments in order to carry on its plan of expansion. Upon taking a closer look at their inside sales activity, it became apparent that the primary strength of the sales staff was in making sales, not in prospecting. As a result, the Client found itself unable to identify qualified prospects and increase sales. The Client desired more customers that require at least three times a week of cleaning services. To achieve this goal, the Client determined that it needed peripheral support from a reliable lead generation company, and decided to outsource an outbound telemarketing service for the first time.

The Callbox Solution

The Client outsourced its lead generation and appointment setting requirements to Callbox because of the company’s well-known expertise in both fields. The Client’s objective was to strengthen its inside sales force and generate qualified appointments. To achieve these goals, Callbox launched a 22-day telemarketing campaign and assigned one of its top producing teams to handle the project. The team made sure that the following key elements were applied:

Calling Script

Callbox made sure that the representative used the appropriate script to identify the correct decision-makers and made a few script modifications each time the agent shifted the focus from one industry to another.

Closely-monitored and updated list

Callbox constantly updated the calling list by replacing the disconnected and no-answer numbers with new records.

More qualified prospects

Callbox ensured that the Client was given legitimate appointments by calling offices according to the Client’s target industries such as Transport, Medical/Dental, Accounting, Manufacturing, Engineering, Hospitality, and Solicitors in Sydney. The calling campaign officially took off and the chosen representative made calls four hours a day from 8 A.M to 5 P.M. excluding weekends.

Results

The month-long campaign ended with outstanding results for the Client. A total of 14 appointments were generated out of 2,383 calls. The Client was extremely satisfied with the number of qualified appointments, and in order to manage the increasing volume of leads and prospects, the Client informed Callbox of his intention to hire additional staff. Callbox was able to deliver the expected results and due to the success of the first campaign, the Client is set to embark on a new telemarketing project this October.
Leading Global Facilities Management Company Adopts Telemarketing after First Campaign with Callbox

Leading Global Facilities Management Company Adopts Telemarketing after First Campaign with Callbox

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The Client

The Client is an Australia-based privately-owned facilities management company with corporate headquarters in Saginaw, Michigan and Chicago, Illinois. It provides integrated facilities management services including mechanical, electrical, fire service, hydraulic, janitorial services, landscaping, and pest control.

As of this year, the Client’s main company operates in six countries including the US, Canada, Australia, South Korea, India, and China, servicing over 300 million square feet of municipalities, schools, stadiums, offices, and various industrial and non-industrial facilities.

The Challenge

For many years, the Client had been relying on occasional email and inbound marketing efforts to generate sales opportunities. Despite its impressive portfolio of services, it often struggled to produce a sufficient number of sales leads to reach its production targets.

So, when the opportunity came up to evaluate other options for future growth, the Client knew their lead generation strategy had to change. Soon, it saw the potential in telemarketing. However, since it did not have the right toolset to implement a targeted cold calling campaign, it decided to take the outsourcing route for the first time, and ultimately chose Callbox.

Capturing Advertisers for Upscale Direct Mailer [CASE STUDY]

Capturing Advertisers for Upscale Direct Mailer

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The Client

The Client is a global print materials manufacturer leader and has been providing their customers with a complete range of systems and accessories for office and individual print presentation needs for more than 30 years.

The Challenge

The Client’s history narrates back to 1939 when they started as a niche printing enterprise in Georgia, USA. The business grew and progressed through a carousel of business activities around the globe for the succeeding years: asset acquisitions, manufacturing and development of new products and opening of new sites for offices and warehouses. In 2005, merger deals, sites expansion and newly manufactured printing products and solutions happened one after another, year after year. The rapid business growth apparently demanded for more tasks to be done, as well as utilization of advanced technology that would expedite operational processes in order to cater to bigger demands of the now extensive customer base. The print materials manufacturer leader came to realize that the new range of printing products and solutions now have advanced features and benefits that required holistic messaging to position to target customers, and that this new messaging would best be delivered with some marketing help from an expert lead generation provider. They were clear on the two things they needed assistance with: the management of their huge database and the setting of appointments for them.

The Callbox Solution

Database Profiling

Callbox provides holistic campaign management to its clients and that includes providing them the most accurate and well-managed database. Regardless of who owns the contact list, Callbox obliges itself to cleanse and profile the list before, during and until the campaign ends.
  • Data Cleansing – all contacts on the database are called to confirm every piece of business information
  • Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
  • Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox’s Multi-Channel Lead Generation services did not only make it possible for the Client to manage their huge database but at the same time get their message to the right prospect at the proper time. The appointment setting campaign criteria included the following:
  • Prospect to answer only two (2) simple qualifying questions
  • Prospect should agree to receive sample products from the Client
  • Schedule a phone appointment with their global sales representatives.

Results

The Callbox team delivered an average of 5 appointments per day for two campaign periods, exceeding the Client’s target of 2 to 3 per day, and even closed deals with two large businesses. Even before the campaign, the Client expressed confidence and trust in Callbox as they employed 6 appointment setters for the initial campaign period and added 4 more upon renewal. For the Callbox team, they just did what they had to do to assist the Client: manage the database and set appointments, but for the Client, outstanding:
I didn’t get the chance while we were on the phone but I wanted to take a moment to make it clear that you and your team do an OUTSTANDING job for us and I am very happy and excited about their performance. Their sales exceed all other agents combined. Please encourage them to keep up the good work and remain motivated. I hope to visit you guys in the future.
I just wanted to touch base with you guys this morning. I want you to know that you did an excellent!! job on yesterday. (closed deal company) keep it going. KEEP PUSHING!
Management was very happy to see the way you guys stepped up production yesterday and they want it to continue as well as increase.
Excellent job on (closed deal company). Let’s keep the numbers coming!
The campaign has been running for more than three years now.
Callbox Telemarketing Boosts Online Advertising [CASE STUDY]

Callbox Telemarketing Boosts Online Advertising

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The Client

The Client is an evolving web advertising firm that provides creative, technical and search marketing services, comparable to that of world-renowned agencies, at an affordable price. Situated in Chicago, Illinois, the Client offers its customers a variety of interactive advertising avenues such as web design, Flash animation, off-the-shelf custom content management systems, and Search Engine Optimization. They have served companies of different sizes from several industries.

The Challenge

The Client wanted to increase business leads through telemarketing their service offering as traffic to their website does not provide them a steady business flow. The Client offers SEO to their own customers but felt they needed supplemental support in promoting the said service to a wider market and reach other business firms outside their own locality. The Client also needed to gather information on the companies who wish to take on their SEO service.

The Callbox Solution

For this particular campaign, the Client sought Callbox’s help in researching companies and firms that are in need of and will benefit from their SEO service. Callbox launched a lead generation and appointment setting campaign which included calling the prospects of companies included in the Client’s list of targeted industries. Companies found to be interested in the Client’s SEO service underwent a pre-qualifying process with a Callbox agent to determine if each prospect is the type of customer sought after by the Client. The pre-qualifying questions were formulated both by Client and Callbox. Once determined to be a qualified sales lead, the prospect’s details were listed in the Client’s personal PipelineCRM account. The Client’s Account Sales Representative, then followed-up on the leads which were generated by Callbox and personally set appointments with the prospects.

The Results

The Callbox team successfully increased the Client’s customer share by providing a total of 87 sales-qualified leads and 106 marketing-qualified leads. The Client’s own team focused on closing business opportunities via setting appointments after Callbox qualified their prospects for them. Companies who availed of Client’s SEO service offering exponentially increased after the latter’s involvement with Callbox’s Lead Generation campaign. The Client is currently following-up on the business prospects which Callbox has provided them.
Speaking for a Network Management and Security Company [CASE STUDY]

Speaking for a Network Management and Security Company

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The Client

The Client is a privately held corporation and is a premier provider of IT management solutions for businesses. The firm’s diverse product line, offered in a wide variety of capacity and application-specific configurations, can be scaled to support virtually any corporate environment.

The Client’s customers span a wide range of industries, and include Fortune 500 global enterprises. Their customer base is Medium to Large Enterprise businesses with complex, heterogeneous IT environments with stringent uptime and performance requirements. Today, over 40 customers with more than 5,000 total locations rely upon their products.

The Challenge

With their infrastructure ready to safely accommodate “many more” clients, they want to markedly increase highly qualified interest in their IT products, to produce enough leads to “boost sales to the next level.”

The Callbox Solution

The Client consulted Callbox. After reviewing their sales and marketing operations, Callbox immediately proposed deploying the Appointment and Lead Generation Program to realize their goal. Callbox started with an “out of the box” telemarketing campaign that would generate qualified/potential leads and appointments for the client on a daily basis. This was done by locating prospects, profiling, identifying prospects, probing, qualifying targets, and pitching sales.

A script outline was developed which would serve as a guide for the agents to use in qualifying a prospect. It includes:

  • Introduction of the Client to the prospect, usually the IT or IP/Telephony Manager
  • Initial qualification of the prospect based on their interest in simplifying network and IT management including uptime objectives and hardware requirements.
  • Delivery of proper rebuttals when necessary
  • Callbox appointment setters then e-mail the Client’s marketing collateral and Statement of Qualifications to the prospect companies.
  • Appointments made with the qualified prospects are then delivered via Pipeline CRM, an online CRM tool developed by Callbox especially for clients with distributed offices and disparate territories to access their up-to-date sales pipeline. Managers can view the dashboard and sales pipeline of any sales agent, any region, or the whole campaign, at any time, from anywhere, and get an up-to-the- minute report on both closed sales and forecasting in any format [html, csv, pdf, xml].

Results

The sales generated as a direct result of the Callbox campaign exceeded projected revenues. Engaging Callbox to set appointments and generate leads effectively increased ROI and decreased transaction costs. It eliminated unnecessary costs incurred by the sales and marketing department by freeing them from calling dead ends and meeting unqualified clients.

The Client enjoyed the following benefits:

  • Savings in time and money
  • Increased productivity of in-house sales force
  • Higher conversion rate as a result of improved lead quality

This case study is another success story showing that companies from various industries and strata benefit from Callbox’s target marketing to increase profitability and growth without sacrificing the quality of customer service.

Callbox Successful Partnership with IT Heavyweight [CASE STUDY]

Callbox: Successful Partnership with IT Heavyweight

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The Client

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland. For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system. The Client engaged the services of Callbox for the duration of 10 months.

The Challenge

The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive. While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales. The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones. The Client needed to identify companies that needed any of the following:
  • Upgrading
  • Systems performance tuning
  • Entire change of current software system

The Callbox Solution

Callbox’s team went to work:

Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

Implemented a lead generation program

  • Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul
  • Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
  • Providing Client with Pipeline CRM, a private online customer relationship management calendar including lead tracking and sales pipeline

Results

For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client. The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.
Callbox Opening Comunication Lines [CASE STUDY]

Callbox: Opening Communication Lines

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The Client

The Client is a leader in the SMB marketplace for Business Phone Systems and Applications. Their services include the design and installation of structured cabling, equipment installation and maintenance, and voice and data networking, including LANs, WANs, routers, hubs, switches, firewalls, and high-speed internet access. Their expertise includes designing and installing cabling for everything from small offices to large, multiple site locations. Business is headquartered in Lemont Illinois with branch offices in Santa Fe Springs and Sacramento in California. They provide IP-PBX systems, IP-enabled Systems, VoIP Phone Systems, VoIP solutions, VoIP Technology and traditional TDM systems. For carrier-based services, they offer T-1, ISDN-PRI T1, dedicated internet access, integrated voice and data T-1′s, DSL, and more. The Client strives to be a single-source solution for companies’ telephone, video, and data communication needs. The Client engaged the services of Callbox.

The Challenge

The Client’s objective was to see an increase in the number of its sales leads so that it could service more customers in the areas where its facilities were located. The Client has its own sales representatives for each county but they felt they needed supplemental support in searching for leads and wanted these leads forwarded to their in-house sales representatives for follow-up. The Client searched for an outsourcing partner to help provide leads for its sales reps. Aside from this, the Client wanted to help their customers save on telecom bills by introducing and offering their affordable services as an alternative to other telecom providers.

The Callbox Solution

To achieve the Client’s objectives, Callbox carried out a lead generation and appointment setting campaign. Taking its cue from the Client’s instructions, Callbox agents adeptly qualified leads and set appointments and forwarded these to the Client’s sales representatives. The 3-seater campaign focused on targeting small to medium sized businesses and a few large ones. No particular number of leads was required by the Client, so Callbox, equipped with research tools and a diligent team of agents, made calls and delivered leads according to the needs of the company. The Callbox team made 160-200 calls per day for the Client. Callbox agents inquired about the current phone systems of target businesses, determined their level of contentment with their current telecom provider and asked them if they were interested in upgrading or adding features.

Results

Callbox generated a total of 303 leads for the Client during the 8-month campaign. Each seat successfully generated 1-2 appointments per day, 25-30 appointments per month for Client’s sales team. The Client took a break in January 2007 to digest its full pipeline and resumed partnership with Callbox. The Client ultimately profited from choosing Callbox as their outsource partner.
World's Computer Giant Gets Even Bigger with Callbox [CASE STUDY]

World’s Computer Giant Gets Even Bigger with Callbox

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The Client

The Client is a global systems integrator and provider of end-to-end enterprise IT and software solutions. Its service portfolio includes strategic outsourcing, IT consulting, application management, training, small business services, asset recovery, and software services. It serves a huge client base in 170 countries with several business partners around the world.

The Challenge

The Client wanted to expand its market and open new accounts in the Asia-Pacific Region as well as in selected US cities. Not being satisfied with the performance of its previous telemarketing provider, they actively sought for a better lead generation carrier.

The Client had the following requirements for this campaign:

  1. Highly flexible, non-scripted telemarketing approach to fit the different needs of various sets of projects.
  2. Technically sound telemarketers to promote the Client’s software and IT products, and answer technical questions from prospects.
  3. Excellent lead generation and appointment setting skills to produce substantial business leads in a limited time.

Having raised the bar, and seeing Callbox’s previous experience in B2B lead generation for multi-level marketing campaigns, the Client greenlighted the partnership.

The Callbox Solution

A brief kick-off meeting was held where the Callbox agents were trained on how to present the Client’s offerings including fourteen different software and three hardware products. The Client instructed Callbox to generate a database of potential customers in the Asia Pacific and North America. To their amazement, Callbox had already prepared a comprehensive list of contacts from its own contacts database. With the entire team geared up, the calling campaign started without delay.

Customer Nurturing Campaigns

Callbox deployed three customer nurturing projects designed to identify and communicate with the Client’s business partners in Malaysia and in the US. For the first campaign, the Callbox team was tasked to introduce the Client’s reseller incentive programs, and promote their new products and services. It was followed by two more projects aimed to verify the contact details of the Client’s business partners and to update them on the new reseller certification courses offered by the Client through its continuing education program.

Lead Generation and Appointment Setting Campaigns

The next set of campaigns was a lead generation project launched to support the Client’s marketing team in the US and Asia-Pacific. One campaign was launched on behalf of its business partners in Singapore to market a back-up storage solution. Time was of the essence in this campaign, and Callbox was given three weeks to call prospects and deliver as many leads as it could generate. It was soon followed by a much bigger campaign aimed at generating sales leads for sixteen Client Business Partners in four countries (Singapore, Malaysia, Indonesia, the Philippines, and the US). The density of the campaign was a huge challenge. Callbox submitted daily and weekly reports so that the Client’s salespeople could respond to new leads and appointments without delay. Lead distribution was facilitated through PipelineCRM, allowing the Client a real-time dashboard view of lead activity.

Results

The five successive campaigns ran flawlessly for over a year, generating excellent results for the Client:

  • Callbox produced a total of five hundred qualified leads resulting in increased sales activity among the Client’s salespeople.
  • New accounts were opened adding significantly to the Client’s customer base.
  • Callbox was able to contact and work with the Client’s fifty business partners in the Asia-Pacific region.

Pleased with the competence, exactness, and success of Callbox’s performance the Client’s business partners often expressed satisfaction:

You are a great gun. Keep it up, mate. Good work. This team is good. The information provided and quality of leads is much, much better than what we had from two other options we had earlier. This is real call success rate. This team is giving similar results to what our own internal team was doing. Finally, we have something working.
I am pleased to say that the team has done a very good job of calling and generating leads for our organisation. I am sure we will have another round of campaigns with your team very, very soon. Loved the way your team works timely reports, timely information regards the leads, proper scripts. Good. Keep it up!! Best part is you understood what we are selling and devised your own process & ways to help us position & qualify a lead. Very Good.

Since then, the Client continued to renew contracts regularly and invited Callbox to take part in their annual ASEAN and NorthAm marketing plans.

Callbox Delivers Intelligent Solutions to Speed Up Market Access [CASE STUDY]

Callbox Delivers Intelligent Solutions to Speed Up Market Access

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The Client

The Client is a private company of internet marketers, web designers and developers, and web technology experts, providing a wide range of internet solutions to various internet-based companies. Its online business solutions include web design and applications development, internet marketing, project consulting, e-commerce, and interactive development.

The Challenge

Over the years, the Client was doing well with having an in-house team who did the prospecting and closing sales. Though their services were known to be first-rate in the industry, and repeat business was substantial, they realized that they were devoting too much of their limited time to prospecting.

After thorough planning and consultation, the Client decided to outsource, for the first time, and chose Callbox as a strategic enterprise partner.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to contact potential customers using multiple marketing channels to broaden the Client’s market reach
  • Keep the contact list updated to ensure more lead conversions
  • Manage the Client’s social media account to heighten brand awareness

The campaign involved two key steps:

Account Research and Selection

  1. The Client opened its target to any industry, but specified relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

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

Results in 12 months

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 137 Sales Qualified Leads, 563 Marketing Qualified Leads, and 465 Social Media Connections.