Planning B2B meetings with decision-makers in training and skills development (L&D): 45% of prospects respond

Find out how we made qualified appointments with Swiss R&D decision-makers and achieved an impressive 45% response rate to our cold information campaign.

Our sales prospecting company defined the attributes of this customer's Ideal Customer Profiles (ICP) and then identified all the companies qualified on the basis of these attributes. Devlo then researched, selected, approached and qualified the most relevant decision-makers within each company. A total of 14 qualified meetings were organised as a result of this B2B sales prospecting campaign. Our client's objective was to sign up new customers to support the growth of their business.

73% open rate22% click-through rate45% response rate5% interest rate.

Cegos

Professional training, skills development, coaching

Case study

Campaign details

Key results

Observed KPIs

73% open rate

22% click-through rate

45% response rate

5% interest rate.

73%

Open rate

45%

Response rate

Ideal Customer Profiles

L&D, organisational development, training, business operations, talent management, teaching and learning, e-learning, knowledge

Customer testimonial

devlo was clearly prepared. The devlo process, with the series of emails, the series of calls and the personalisation at each stage, was extremely well done. And devlo convinced me with its transparent approach. I'm very happy with the result. We've signed a few contracts. I wasn't expecting immediate results, but the type of contacts I've had so far, the type of conversations and the few contracts we've signed as a result of this collaboration are good results.

Etienne Auvillain · Managing Director · Cegos

About Cegos

Cegos offers both national and international learning and development programmes. Clients' L&D initiatives often involve deployment on a global scale.

Customer challenges

Cegos has a strong presence in French-speaking Switzerland, as the Cegos Group is of French origin, so the objective was to extend their presence in German-speaking Switzerland and plan B2B meetings to generate sales. They called on devlo to outsource their customer acquisition and cold calling.
The target region has a limited number of qualified companies. The objective was simple: to give our client every opportunity to activate each of these companies. We therefore carried out detailed research on each company. We assessed who was the most relevant/qualified prospect and then investigated these decision-makers to personalise our approach as much as possible. Our lead generation agency does everything it can to maximise the chances of response with ultra-precise targeting and ultra-high levels of personalisation.
Finding the right arguments is crucial to preparing an exceptional prospecting sequence that convinces our prospects. We had to redouble our efforts to design a winning outbound sequence with solid arguments to demonstrate to these prospects the benefits of our client's training courses.

Solutions

Systemic targeting approach (TAM → exclusions → priority accounts)
We identified all qualified companies (TAM), excluded existing customers and prospects who had already been contacted, and then removed unqualified companies (too many or too few employees) in order to focus prospecting on the accounts most likely to respond positively.
Canvassing in the preferred language of prospective customers
Prospects were contacted mainly in German, but also in French and English according to their preferred language, in order to improve the relevance of the approach.
**Multi-channel sequence The prospecting sequence combined e-mails, cold calls and LinkedIn messages to maximise the chances of response and qualified appointments.

Our results

73% open rate
22% click-through rate
45% response rate
5% interest rate.

Contact

How to get more meetings: let’s talk

Share your goals and receive a concrete outbound plan prioritized for your market.

Results

73% open rate
22% click-through rate
45% response rate
5% interest rate.

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