Unique B2B Lead Generation Strategy: How CareerLunch got 54 meetings in DACH while most organizations were already contacted in this region
devlo identified and prospected 516 new leads: a previously unknown goldmine. This sales prospecting campaign resulted in over 10% of appointments (also known as the interest rate), with 54 interested prospects.
qualified leads in 5 weeks
reply rate
qualified leads in 5 weeks
reply rate
Category
Lead Generation, Prospection, Lead Qualification, Appointment setting
Services
Human Resources Services
Time before First Meetings
5 weeks
Campaign Language(s)
German
The Client’s testimonial
“Charles est l’un des experts en vente les plus créatifs et les plus enthousiastes que je connaisse. J’ai travaillé avec lui sur plusieurs campagnes. Il nous a aidés à mettre en place des campagnes de vente hyperpersonnalisées, à atteindre des centaines de prospects et, finalement, à obtenir des rendez-vous commerciaux qualifiés. En outre, il nous a également conseillés afin d’affiner notre processus de vente, ce qui a été très utile pour l’ensemble du département des ventes. Je recommande vivement ses compétences et ses services à toutes les start-up et PMEs qui souhaitent passer rapidement à la vitesse supérieure.” – Raphael Haut – Head of Business Development & Marketing – CareerLunch
About CareerLunch
CareerLunch is an HR-tech platform that pairs potential hires with employees through informal exchanges over lunch.
Ideal Customer Profiles
Human Resources, Recruiting, Talent Acquisition, Employer branding
Client’s Challenges
Their business development team searched for new clients in the DACH region (Germany, Austria, and Switzerland). They were already very familiar with this geography, where they had already done a lot of cold outreach. On top of that, they didn’t have the time to generate leads, outreach and qualify them, so they turned to our B2B sales development agency
The Solutions
- The “Existing clients/disqualified leads exclusion” lead generation method : devlo developed a unique and powerful lead generation method called the “Existing clients/disqualified leads exclusion”. This strategy consists of 3 steps:
- Identify every organization that matches a company’s ICPs, and then identify the most relevant decision-makers within each one of these organizations.
- Map CareerLunch’s existing clients and disqualified leads. The idea here is to identify companies and prospects that should no longer be contacted.
- Exclude CareerLunch’s existing clients and disqualified leads from every organization identified in the first step. It will reveal untapped accounts and/or new leads we can contact.
- In-depth lead research : We conducted a thorough initial qualification phase: we manually researched and validated each selected lead. It led to a significant increase in our conversion rates.
- The preferred language of our leads : We contacted leads in their native language, mostly in German. As a result, click-through rates and reply rates were significantly higher than if we had contacted them in English.
Our results
Of the 516 new leads identified and contacted, our client received 54 positive responses for an appointment thanks to our prospecting sequence. Here are the success indicators for our campaign:
- 71% open rate
- 29% click-through rate
- 19% response rate
- 10% interest rate.
The sales generated have not been disclosed.
Key takeaways
- Transparent communication is important. Think of it like a recipe: a good plan + talking with your team = success. Always check in with your team to see how things are going. If they have questions or problems, it's a good idea not only to resolve them immediately, but also to pass on this valuable information to our customer.
- Use the right language. If you're selling things to people from different countries, it's nice for them to see messages in their native language.
- Make your message fit the person. Different people care about different things. For example, computer experts like to hear about tech stuff. Bosses might want to know how to save money. So, adapt the message depending on who you're talking to.
- The importance of a systematic approach: It's essential to have an overview of the number and types of businesses that can be contracted and those that have already been contracted to plan the best approach over time.
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