B2B Marketing Specialist Enlists ContactDB's Help in Securing Quality Leads

50%

Increase in calls made per agent per day

75%

Rise in leads generated daily per agent

13.5%

Improvement in call quality scores

25%

Increase in deals closed

Industry

IT Services

Location

USA

Headquarters

USA

Campaign Type

Appointment Setting

Target Location

USA

Target Industry

All Industries

Target Decision makers

CIOs, CFOs, CTOs, IT Managers, Other IT Decision-Makers

About

The Client is a B2B marketing specialist that offers prime marketing solutions worldwide. Based in the United States, the Client combines digital and calling strategies to drive revenue for their clients through high-end marketing services. They aim to help their clients achieve full business growth and assist them in becoming companies that draw, develop, and retain excellent relationships.

The Challenge

In the 12 years that the Client has been in business, they have expanded from a simple telemarketing service to a broad-ranged marketing company. They have since provided comprehensive marketing solutions, such as List-To-Lead Management, Content and Digital Marketing, Automation, Web Services, and Social Media Management.

With its growth came the need to develop a more extensive database of qualified prospects who may need the Client’s expanded services. Though the Client initially remedied their needs on their own, issues about the Client’s database soon became too much for their telemarketing team to handle.

The Client’s telemarketing efforts suffered a decline due to the volume of its expanded prospect list. With its old prospect list, the Client’s callers used to make 50 calls per agent per day. To cover the expanded database, the daily target was set at 70 calls per agent per day. The number of leads generated daily per caller also plummeted from 3 leads per agent to only one lead per agent, a drastic 67% decline. Call quality was also down to 76.5% from 85%. The rate of campaigns closed also plunged to 3 per month, compared to its usual 5 per month.

These declines in lead generation prompted the Client to look for an experienced and specialized B2B marketing company that can fix their concerns on customer profiling and appointment setting.

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