+40 interested prospects out of 286 companies canvassed by e-mail, telephone calls and LinkedIn prospecting

B2B Sales Prospecting Agency: how this client met over 40 qualified prospects (email sequences, calls, LinkedIn canvassing)

In the space of 2 months, our B2B sales prospecting agency has identified 286 qualified companies in relation to the Ideal Customer Profile of our client Locky, which operates in the mobility sector. Of the 286 companies canvassed, 40 prospects were interested in finding out more about our client's product. This sales prospecting campaign set a new record of 14% interest within our agency.

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

of interested prospects

of responses

Ideal Customer Profiles

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

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 start its commercial development. When they came to see us, they didn't have any prospects or a CRM, and they didn't have enough knowledge to build a sales strategy.

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 proceeded to generate leads: we identified 286 pre-qualified companies in these 5 sectors. In each of these organisations, we identified the most qualified decision-maker, such as the mobility manager, CEO, managing director, etc.
Using the devlo method, our team extracted and generated a total of 26 pieces of data per prospect, such as the writing of an ultra-personalised ice-breaker for each of them. The ice-breaker is the first sentence of the first e-mail. The more this sentence is personalised in relation to the information we obtain about the prospect on their LinkedIn page or their company website, the greater the chances of attracting their curiosity and obtaining a positive response.
By applying the latest best practices identified during other campaigns, we then created our multi-channel prospecting campaign. The sequence shows how each prospect will be approached, and this involved 8 follow-ups, with emails, LinkedIn messages and telephone calls. Each of these stages plays a precise role at a different time to mature our prospects and provide them with new information to encourage them to meet our customer
Once our client had validated the lead generation and the sequence, we added our prospects to our sequence and started prospecting. Our sales prospecting agency then took care of all the follow-up via email, LinkedIn prospecting and telephone follow-up in order to generate as many discovery calls as possible
devlo has also taken charge of discovery calls in order to convert them into customer demonstrations. The aim here is to ensure that we schedule qualified appointments with these prospects and our customers
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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