About our client

Our client offers IT integrations such as conferencing tools. This campaign was aimed at architectural and engineering firms specializing in corporate office development. The call-to-action of our prospecting sequence was to invite these prospects to a demonstration to discover the latest conferencing technologies for their upcoming real estate projects.

Ideal Customer Profiles

Architectural and engineering firms

Client’s Challenges

There are many potential targets available to this customer, as almost all companies require audiovisual integration services. To make our approach as relevant as possible and maximize the number of qualified leads, our B2B prospecting agency analyzed their various Ideal Customer Profiles (ICP) and defined the ICP potentially most receptive to commercial prospecting to generate sales and the most profitable: architectural and engineering firms.

Our customer has outsourced their customer acquisition to our sales prospecting agency in order to obtain qualified leads and appointments with a view to signing new clients.

The Solutions

We precisely identified the most distinct and profitable Ideal Customer Profile (ICP). We then developed a multi-channel cold outbound sequence that was extremely well adapted to this target.

Our results

The indicators of success for this cold outbound campaign are as follows:

  1. 9 out of 10 people have opened one or more keys
  2. 7 out of 10 people responded to our approach
  3. 6% of these leads made an appointment with our customer

Key takeaways

The main findings of this campaign are as follows:

  1. Although we initially decided to target architectural and engineering firms, performance indicators showed that these were not the best Ideal Customer Profiles (ICP) to approach. In fact, the interest rate was 10x lower than the response rate. This indicates that potential customers did respond to our sales prospecting but didn't have a specific need at the time.
  2. However, architectural and engineering firms are extremely receptive to cold calling, and cold calling is an excellent way to contact them.

Our sales representatives become your B2B sales prospecting specialists, helping your teams generate qualified audiovisual leads. Make sure you use the best techniques to schedule appointments with your future customers.

Reading time

10 mins

Published on

2 Apr 2024

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