The Client’s testimonial

"devlo is very strong in its field, and you can tell very quickly: highly structured, experienced, with a strong vision. The devlo team took on the Locky challenge head on, generating an ultra-relevant campaign of 250 leads, resulting in an 89% open rate, 44% response rate, and a large number of sales meetings for us behind the scenes. devlo certainly masters its subject, so if you're looking for quality lead generation, devlo has what it takes." Shady Catarella - CEO and founder

Our sales representatives become your B2B sales prospecting specialists to help you generate qualified leads in the mobility sector. Make sure you use the best techniques to schedule meetings with your future customers.

About our client

Brussels-based start-up Locky offers an ultra-secure, modern and energy self-sufficient bicycle parking solution

Ideal Customer Profiles

Local authorities, universities, sports clubs, coworking spaces and franchised supermarkets

Customer challenges/context

Locky wanted to start its commercial development. When they came to see us, they had no prospects, no CRM and not enough knowledge to build a sales strategy.

The mission

  1. We determined Locky's target market and identified 5 relevant sectors for an initial campaign: local authorities, universities, sports clubs, coworking spaces and franchised supermarkets.
  2. We then proceeded to generate leads: we identified 286 pre-qualified companies in these 5 sectors. In each of these organizations, we identified the most qualified decision-maker, such as the mobility manager, CEO, managing director, etc.
  3. Using the devlo method, our team extracted and generated a total of 26 pieces of data per prospect, such as the writing of an ultra-personalized ice-breaker for each of them. The ice-breaker is the first sentence of the first e-mail. The more personalized this sentence is in relation to the information we obtain about the prospect on their LinkedIn page or their company website, the greater our chances of attracting their curiosity and obtaining a positive response.
  4. By applying the latest best practices identified during other campaigns, we then created our multi-channel prospecting campaign. The sequence shows how each prospect will be approached, and this involved 8 follow-ups, with emails, LinkedIn messages and telephone calls. Each of these stages plays a precise role at a different time to mature our prospects and provide them with new information to encourage them to meet our customer.
  5. Once our client had validated the lead generation and the sequence, we added our prospects to our sequence and started prospecting. Our sales prospecting agency then took care of all the follow-up via email, LinkedIn prospecting and telephone follow-up in order to generate as many discovery calls as possible. 
  6. devlo also took care of the discovery calls in order to convert them into customer demonstrations. The aim here is to ensure that we schedule qualified appointments with these prospects and our customers. 
  7. We also set up a personalized CRM and defined the sales process
  8. Throughout our collaboration, Locky has been able to benefit from our experience and expertise through various coaching sessions on the content of the sales deck, pricing and all stages of the sales process.

Our results

  1. 286 companies contacted
  2. 40 companies interested
  3. 20 discovery calls
  4. 15 demonstrations planned

Key takeaways

  1. Best ICP: municipalities
  2. Worst ICPs (no longer to be contacted): franchised shops
  3. ICPs to continue prospecting: universities, sports clubs and coworking spaces
  4. The existing pricing structure was not adapted to all ICPs
  5. Not having a Sales deck to share by e-mail or after a phone call was a handicap.

Reading time

10 mins

Published on

2 Apr 2024

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