+40 interested prospects out of 286 companies approached by email, phone and LinkedIn

B2B sales prospecting agency: how Locky met over 40 qualified prospects through email, calls and LinkedIn outreach

In two months, our B2B sales prospecting agency identified 286 qualified companies matching the Ideal Customer Profile of Locky, a mobility-sector company. Of the 286 companies contacted, 40 prospects wanted to learn more about Locky's product. This outbound sales campaign set a new agency record with a 14% interest rate.

286 companies contacted40 companies interested20 discovery calls15 demonstrations planned

Locky

Mobility

Case study

Campaign details

Key results

Observed KPIs

286 companies contacted

40 companies interested

20 discovery calls

15 demonstrations planned

286

companies contacted

interested prospects

Ideal Customer Profiles

Local authorities, universities, sports clubs, coworking spaces and franchised supermarkets

Key takeaways

40 interested companies out of 286 approached — 15 demonstrations scheduled and 20 introductory calls
89% open rate and 44% response rate for the multi-channel outbound campaign
Target sector: local authorities, universities, sports clubs, co-working spaces and franchise supermarkets in Belgium
Channels used: email, LinkedIn messages and phone calls in French, with 8 points of contact

Customer testimonial

"devlo is very strong in its field, and you can tell very quickly: highly structured, experienced, with a strong vision. The devlo team took on the Locky challenge head on, generating an ultra-relevant campaign of 250 leads, resulting in an 89% open rate, 44% response rate, and a large number of sales meetings for us behind the scenes. devlo certainly masters its subject, so if you're looking for quality lead generation, devlo has what it takes."

Shady Catarella · CEO and founder

About our client

Brussels start-up Locky offers an ultra-secure, modern and energy self-sufficient parking solution for bicycles

Customer challenges/context

Locky wanted to build its sales pipeline from scratch. When they came to us, they had no prospect list, no CRM and not enough outbound sales experience to structure the strategy internally.

The mission

We determined Locky's target market and identified 5 relevant sectors for an initial campaign: local authorities, universities, sports clubs, coworking spaces and franchised supermarkets
We then built the lead list: 286 qualified companies across these 5 sectors. For each organisation, we identified the most relevant decision-maker, such as a mobility manager, CEO or managing director.
Using the devlo method, our team created 26 data points per prospect, including an ultra-personalised icebreaker. The icebreaker is the first sentence of the first email. The more precisely it connects to a prospect's LinkedIn profile or company website, the more likely it is to trigger curiosity and a positive response.
Using the latest best practices from previous campaigns, we built a multichannel prospecting campaign. The sequence defined how each prospect would be approached across 8 touches, combining emails, LinkedIn messages and phone calls. Each step had a clear role: build context, nurture interest and encourage the prospect to meet Locky.
Once Locky had validated the lead list and the sequence, we loaded the prospects into the campaign and launched outreach. devlo then managed follow-up across email, LinkedIn and phone to generate as many discovery calls as possible.
devlo also handled discovery calls and converted qualified conversations into customer demonstrations. The goal was to book qualified appointments between these prospects and Locky.
We also set up a personalised CRM and defined the sales process
Throughout our collaboration, Locky has been able to benefit from our experience and expertise through various coaching sessions on the content of the sales deck, pricing and all stages of the sales process

Our results

286 companies contacted
40 companies interested
20 discovery calls
15 demonstrations planned

Key findings

Best ICP: municipalities
Worst KPIs (no longer to be contacted): franchised shops
ICPs to continue prospecting: universities, sports clubs and coworking spaces
The existing fee structure was not adapted to all KPIs
Not having a Sales deck to share by e-mail or after a phone call was a handicap

Contact

How to get more meetings: let’s talk

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

Results

286 companies contacted
40 companies interested
20 discovery calls
15 demonstrations planned

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