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 personalised 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 we approached these prospects with a view to scheduling sales meetings.

Prospects contacted: 285Number of responses: 200 (70%)Number of interested prospects: 23 (8%)

Many Ways

Textile merchandising services and personalised objects

Case study

Campaign details

Key results

Observed KPIs

Prospects contacted: 285

Number of responses: 200 (70%)

Number of interested prospects: 23 (8%)

of scheduled appointments

70%

of responses

Ideal Customer Profiles

Marketing decision-makers/managers at universities/faculties, private/international schools, student committees/associations in French-speaking Switzerland

Customer testimonial

"We really appreciated devlo's diligence, clear communication and dedication. Out of 285 prospects, we received 200 responses, which is 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 was most receptive to our offer."

Xavier Leuthold · Founder

About our client

The mission of Many Ways is as follows: to help their customers communicate, please and stand out 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, and to thank, develop loyalty and enhance the value of their employees by offering innovative and sustainable products and services.

Customer challenges

The sales team was busy looking after their existing customers. Their sales team 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 personalisation information, canvass these prospects, and follow up to schedule demonstrations.
Although they had many notions in terms of commercial 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 were able to compare their methods with ours and ensure that they were up to date, as well as improving their use of prospecting tools to approach their prospects.

Solutions

**Generating leads and personalising prospecting** Our team identified the companies corresponding to the targeted KPI (universities and schools in French-speaking Switzerland) Our team identified the companies corresponding to the targeted KPI (universities and schools in French-speaking Switzerland), selected the best decision-makers, validated their contact details and generated personalisation elements (icebreakers, LinkedIn notes, contextual information) to increase engagement.
**Real-time monitoring and improvement of the sales method** The client was able to monitor the implementation and management of the campaign in real time The customer was able to monitor the implementation and management of the campaign in real time, compare his method with ours and identify concrete improvements to his prospecting and the use of his tools.

Our results

Prospects contacted: 285
Number of responses: 200 (70%)
Number of interested prospects: 23 (8%)

Key findings

A high response rate does not always mean immediate interest
The vast majority of schools contacted already had a partner for their merchandising services. This explains why many prospects responded, but fewer were interested in a meeting.
The contractual timing guides future follow-ups
These prospects are now in the customer's CRM and can be recontacted before their exclusivity contract expires to create new opportunities.

Contact

How to get more meetings: let’s talk

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

Results

Prospects contacted: 285
Number of responses: 200 (70%)
Number of interested prospects: 23 (8%)

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