We love a good case study, especially when we’re able to see results like the client in this success story. Our team utilized our multichannel lead generation expertise to help a client reach a five-fold increase in appointment setting for their sales team.
The Challenge
Our client, a premier on-site corporate restaurant management and catering company, has clientele across the United States. They work with many of America’s most respected corporations and institutions and were looking to get in front of a higher number of similar, high quality potential customers. The company has a long sales cycle (12-24 months) and offers a high quality/high price point service. Like many companies that Incept works with, this client had limited time to prospect and found it difficult to set appointments with their executive-level sales targets.
The Solutions
Quickly learning the food service management industry’s best practices, the Incept team conducted thorough Account Based Marketing (ABM) research as well as a competitor analysis to understand the underlying issues for lost business. They then used this information to develop a custom multichannel lead generation strategy for the company to increase the number of qualified leads. To reach the client’s goals, Incept’s trained B2B lead generation experts, known as Account Growth Specialists, conducted outbound phone calls, sent personalized emails and administered a personal LinkedIn outreach to identify and convert the prospect company’s decision makers. Incept had a firm grasp on the prospects’ pain points and goals which helped drive them to set in-person appointments for the company.
The Results
When this client started using Incept’s outsourced lead generation services in 2018, the Incept team generated 26 qualified leads through 874 personalized emails that were also paired with outbound lead generation calls. Quickly becoming an extension to the company’s team, the following year Incept’s lead generation team increased 5 times the output, generating 143 qualified leads through their multichannel approach which also included 1,357 personalized emails. Thanks to Incept’s B2B lead generation expertise, this client closed many deals, the largest being a $2,000,000 which came straight from Incept!
Industry:
Food Service Management
Solutions:
Market Research (ABM focused)
Competitor Analysis
Multi-channel Lead Generation:
In-Person Appointment Setting
CLIENT TESTIMONIAL
“Working with Incept has super-charged our lead generation efforts! They have been able to use their systematic approach to consistently deliver high quality leads for our sales people. They have an uncanny ability to get in touch with key decision makers and discover critical pieces of information.
...I look forward to seeing how our sales will continue to grow as a result of their efforts.”
About Incept
Incept is an outsourced call center service that brings true conversational marketing back to customer experience. Our team of customer service representatives and experts partner with your team to improve the outcome of customer interactions and satisfaction, promote and protect your brand, and accelerate growth.
We’ve worked with some of the largest brands in the world to develop CX campaigns with one main goal - strengthen relationships at every touch point. From inbound phone calls and technical support, to organic and paid social media campaigns, to live chat, Incept is one of the best call center outsourcing vendors to assist all your CX and lead generation needs.
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