How this cleaning management company secured 71 qualified appointments with B2B decision-makers in the largest cities in Switzerland, France and Belgium.

B2B Sales Prospecting and Lead Generation Agency: How this company obtained 71 qualified appointments with European cities.

From a sample of more than 250 towns and cities in 3 countries, devlo identified more than 500 qualified prospects. These decision-makers were elected officials or urban waste managers. The results were strong: our outbound campaign generated meetings with more than 24% of the towns contacted.

78% open rate3% click-through rate36% response rateOf the 500 prospects identified and contacted, our client received 71 positive meeting responses thanks to this first outbound campaign. Here are the success indicators for our campaign:

Confidential customer

Urban cleaning, waste management, artificial intelligence

Case study

Campaign details

Key results

Observed KPIs

78% open rate

3% click-through rate

36% response rate

Of the 500 prospects identified and contacted, our client received 71 positive meeting responses thanks to this first outbound campaign. Here are the success indicators for our campaign:

24%

of towns contacted were interested in a meeting following our first campaign

78%

opening rates in the context of Business-to-government (B2G)

Ideal Customer Profiles

Local councillors or those responsible for urban cleanliness

Key takeaways

71 qualified appointments secured across more than 500 cities targeted in 3 countries in a single campaign
24% of the towns contacted agreed to a meeting — a 78% response rate in a B2G context
Target sector: local councillors and urban cleanliness officials in over 250 European cities
Channels used: email and cold calling in French and German, using an account-based sales approach

About our client

This company has developed artificial intelligence that enables cities to measure their cleanliness in real time and use their resources accordingly.

Customer challenges

Our client didn't have time for :

Identify cities that meet their qualification criteria.
Identify the most relevant decision-makers in these cities and obtain their contact details, as well as a wealth of information. The aim here is to personalise our prospecting emails and LinkedIn messages with relevant information that is publicly available, particularly on LinkedIn, websites, news articles, etc.
Prospect, follow up, call and qualify these leads.

Our solutions

Account-Based Sales approach on target cities
We applied a multi-channel Account-Based Sales strategy (e-mails, cold calls and LinkedIn messages) to focus prospecting on the highest-priority cities and improve each campaign by learning lessons and iterating.
Identifying decision-makers and targeted research For each target city, we identified the most relevant decision-makers, one city at a time For each target city, we identified the most relevant decision-makers, one city at a time, and gathered useful information to personalise the messages.
Ultra-targeted sequences, qualification and appointments
Our team developed ultra-targeted sequences, contacted cities via email, cold calls and LinkedIn messages, then qualified interested prospects and organised meetings with our client.

Our results

Of the 500 prospects identified and contacted, our client received 71 positive meeting responses thanks to this first outbound campaign. Here are the success indicators for our campaign:

78% open rate
3% click-through rate
36% response rate

Key findings

Do some research to understand the target audience properly
A person with the same job title may have different responsibilities depending on the size and organisation of the city. The objective was to target the best decision-maker likely to schedule a meeting.
Adapt the pitch to each Ideal Customer Profile (ICP)
Certain statements are more or less relevant depending on the prospect's technical knowledge and experience. It was essential to adapt the message to the role and knowledge of each person.
Be flexible to adapt to your prospects' availability
Many prospects preferred to talk on the phone rather than by e-mail. Our team got better results by calling more, even if it wasn't the planned sequence.
Obtaining more information during qualification calls We strengthened the questions asked during discovery calls to identify weak points and convey more value to the customer before the appointment We have strengthened the questions asked during discovery calls to identify weak points and convey more value to the customer before appointments.

Contact

How to get more meetings: let’s talk

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

Results

78% open rate
3% click-through rate
36% response rate
Of the 500 prospects identified and contacted, our client received 71 positive meeting responses thanks to this first outbound campaign. Here are the success indicators for our campaign:

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