Callbox Delivers Intelligent Solutions to Speed Up Market Access
- Successfully completed a 12-month ABM Lead Generation and Appointment Setting campaign for a leading technology expert
- Worked outbound activities that opened opportunities for the Client to increase lead-to-sale conversion ratio
- Reached key objectives in terms of best-fit accounts and highly-qualified prospects delivered
The Client is a private company of internet marketers, web designers and developers, and web technology experts, providing a wide range of internet solutions to various internet-based companies. Its online business solutions include web design and applications development, internet marketing, project consulting, e-commerce, and interactive development.
Over the years, the Client was doing well with having an in-house team who did the prospecting and closing sales. Though their services were known to be first-rate in the industry, and repeat business was substantial, they realized that they were devoting too much of their limited time to prospecting.
After thorough planning and consultation, the Client decided to outsource, for the first time, and chose Callbox as a strategic enterprise partner.
The Callbox Solution
Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:
- Multi-Channel Lead Management via Voice, Email, Web, Chat and Social Media
- Sales Enablement & Support that covered Training, Setup, and Back Office Sales Support
- Tools & Subscriptions to the Callbox Pipeline and HubSpot CRMs
- Account Management with Strategy Building, Reporting and Product Knowledge
- The Callbox team was to contact potential customers using multiple marketing channels to broaden the Client’s market reach
- Keep the contact list updated to ensure more lead conversions
- Manage the Client’s social media account to heighten brand awareness
The campaign involved two key steps:
Account Research and Selection
- The Client opened its target to any industry, but specified relevant contacts.
- Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
- Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client
Account and Prospect Profiling
- The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
- The buyer personas designated as the campaign’s primary targets were CxOs, Business Owners, Managing Director, CMOs
- The master contact list was segmented based on these personas, and was further grouped according to industry type
Results in 12 months
Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 137 Sales Qualified Leads, 563 Marketing Qualified Leads, and 465 Social Media Connections.