How this merchandising company obtained 70% responses and 8% meetings with their prospects thanks to this B2B sales prospecting sequence
This Swiss B2B company offers textile merchandising and personalized objects. Our business development agency was commissioned to prospect their future customers. First, we identified one of the best of their ICPs (universities/faculties, private/international schools, and student committees/associations), then approached these prospects with the aim of scheduling sales appointments.
of scheduled appointments
of responses
of scheduled appointments
of responses
Category
Lead generation, sales prospecting, qualification of needs, booking of appointments
Services
Textile merchandising services and personalized objects
Time before First Meetings
First day of the campaign
Campaign Language(s)
French
The Client’s testimonial
"We really appreciated devlo's diligence, clear communication and dedication. Out of 285 prospects, we received 200 responses, i.e. over 70%. One of our challenges was to improve our prospecting methods. With devlo, we refined our targeting and our approach with lemlist. We also identified two types of Ideal Customer Profiles, private and public educational establishments. We contacted both and validated the ICP that is most receptive to our offer." - Xavier Leuthold - Founder
Our sales representatives become your B2B sales prospecting specialists, helping you generate qualified merchandising leads. Make sure you use the best techniques to schedule appointments with your future customers.
About our client
The mission of Many Ways is to help their customers communicate, please and differentiate themselves in an original and responsible way, with useful and timeless items. For more than 20 years, they have been helping their customers to strengthen their image, thank their employees, build loyalty and enhance their image by offering innovative and sustainable products and services.
Ideal Customer Profiles
Decision-makers/marketing managers at universities/faculties, private/international schools, student committees/associations in French-speaking Switzerland
Client’s Challenges
- The sales team was busy taking care of their existing customers. Their salespeople didn't have the time or resources to continue prospecting for new customers. In other words, they decided to outsource their business development: identify new prospects, generate their contact information, generate personalization information, canvass these prospects, and follow up to schedule demonstrations.
- Although they had many notions in terms of sales prospecting before we worked together, our client was looking to improve their conversion rates and ensure that the methodology applied followed good practice. By working with devlo, they could compare their methods with ours and ensure that they were up to date, as well as improve their use of prospecting tools to approach their prospects.
The Solutions
- Our lead generation team first identified all the companies that corresponded to the Ideal Customer Profile, namely universities and schools in French-speaking Switzerland. Secondly, our team researched and selected the best decision-maker in each of these organizations. Next, our team determined their contact information such as e-mails, phone numbers, etc. Finally, we also generated - 100% personalized by hand - personalization information such as an icebreaker (= the first sentence of the first e-mail) or a note for connection requests on LinkedIn. Other information was also collected, such as the names of colleagues on their team, etc. This information is very valuable when added to our sales prospecting sequence to achieve a better response and engagement rate from our prospects.
- Our client was able to follow the implementation and management of their sales prospecting campaign. In real-time, they could ask questions and compare their method with ours. They were able to discover the best practices that our prospecting agency has implemented over the past 5 years. This transparency is essential for our clients to improve the quality of their sales prospecting.
Our results
- Prospects contacted: 285
- Number of responses: 200 (70%)
- Number of interested prospects: 23 (8%)
Key takeaways
Although we did contact our client's prospects, most of these schools already had a partner for their merchandising services. As a result, it was difficult to encourage them to meet with our client to discover the various products on offer. This explains why many prospects responded to us, but fewer were interested.
However, these prospects are now in our client's CRM and can be contacted again later, ideally just before they re-sign with their current provider. In fact, we needed to know when their exclusivity contract was ending so that we could contact them again in a timely manner.
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