Setting Appointments with Decision-makers in Learning and Development of Swiss Enterprises: half the leads responded to our prospecting sequence.
Our business development company defined the attributes of this customer's Ideal Customer Profiles (ICP) and then identified all the companies qualified based on these attributes. devlo then researched, selected, approached, and qualified the most relevant decision-makers within each company. A total of 14 qualified appointments were organized as a result of this B2B sales prospecting campaign. Our customer's objective was to sign up new customers to support the growth of their business.
Open rate
Response rate
Open rate
Response rate
Category
Lead generation, sales prospecting, qualification of needs, booking of appointments
Services
Professional training, skills development, coaching
Time before First Meetings
4 weeks
Campaign Language(s)
German, French, English
The Client’s testimonial
devlo was clearly prepared. The devlo process, with the email series, the call series, and the personalization every step of the way, was extremely well done. And then devlo was able to convince me with its transparent approach. I am very happy with the result. We signed a few contracts. I didn't expect immediate results, but the type of contacts I have had so far, the type of conversations and the few contracts we have concluded in this collaboration are good results for me. Etienne Auvillain - Managing Director - Cegos
About Cegos
Cegos offers both national and international learning and development programs. Our customers' L&D initiatives often involve global deployment.
Ideal Customer Profiles
L&D, organizational development, training, business operations, talent management, teaching and learning, e-learning, knowledge
Client’s Challenges
- Cegos has a strong presence in the French-speaking part of Switzerland, as the Cegos Group originated in France, so the objective was to expand 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 includes 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 personalize our approach as much as possible. Our lead generation agency does everything in its power to maximize the chances of response with ultra-precise targeting and ultra-high personalization.
- Finding the right arguments is crucial to preparing an exceptional prospecting sequence that convinces our leads. We had to redouble our efforts to design a winning outbound sequence with solid arguments to demonstrate to them the benefits of our client's training courses.
The Solutions
- Each organization corresponding to our customer's qualification criteria was identified using a systemic approach. In terms of database creation:
- In concrete terms, our sales prospecting company first identified all qualified companies, the "Total Addressable Market" (TAM).
- We then excluded existing customers and prospects who had already been contacted.
- Secondly, we excluded unqualified companies, such as those with too many or too few employees, to focus on the accounts most likely to respond positively to our prospecting messages.
- International salespeople are often unaware of the importance of their mother tongue. We contacted prospects in their preferred language: mainly German, but also French and English. Although most prospects were native speakers of German, some were not, so we had to adapt the language in which we prospected them.
- Our prospecting sequences (aka telemarketing sequences) are multi-channel: these potential customers have been contacted by email, cold calls, and LinkedIn messages.
Our results
- 73% open rate
- 22% click-through rate
- 45% response rate
- 5% interest rate.
Our sales representatives become your B2B sales prospecting specialists, helping your teams to generate qualified leads in the field of learning and skills development. Make sure you use the best techniques to schedule appointments with your future customers.
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