BuyerMovement
Case Study
Enterprise Leadership Development Company
(3-Minute Read)
The Problem
One of the Top 10 largest leadership development companies in the world needed to 3x their pipeline to hit revenue targets for the year.
Their inside sales team could not supply the quantity of leads needed to hit their quarterly/yearly revenue targets.
That’s when they approached OutboundView.
Originally they wanted to just focus on COLD leads. Ramping up their emails/calls by outsourcing “inside sales” they believed they could hit their numbers.
The Solution
We began by discussing their target market which was HR leaders at companies with 1,000+ employees and based in the US or Canada.
During our initial conversations, they mentioned all their great client stories. This company had 750+ enterprise customers using their platform at leadership development content.
With that many customers, there was no need to start with COLD leads, we decided to start with a much WARMER type of lead.
We built our target lead lists by focusing on HR leaders who had left those existing 750+ clients in the past few years that were somewhere they could purchase from them again. At OutboundView, we call this offering BuyerMovement.
After doing 75+ hours of research our team identified 3,500 HR leaders that formerly worked at a client of theirs and were now an HR leader at a new company.
Rather than running programs at COLD leads, OutboundView ran call, email, and LinkedIn campaigns at these 3,500 WARM leads.
Results
Over six months, we were able to set 20+ meetings each month running customized programs at these warm leads. We set nearly 200 meetings by targeting WARM vs COLD leads. In these 200 meetings, they built pipeline of more than $5MM and eventually closed $1.5MM of revenue.
We were setting meetings at 3X the rate of their inside sales team and those deals were progressing through the sales pipeline in half the time of a normal qualified meeting.
20+ Meetings Per Month
For a six month period we consistently booked 20+ meetings each month
$5MM in Pipeline Generation
$5MM+ in sales pipeline was generation from BuyerMovement outreach.
$1.5MM in Revenue Booked
Of the pipeline generated they closed $1.5MM in Revenue.
Guaranteed Results.
You can expect 10-20 new meetings every month set for your sales team.
We help you track down WARM leads.
Still a bit unsure?
Watch this 60 sec. video that walks you through the BuyerMovement concept.
Lets Start talking
Who We Work With
Frequently Asked Questions
You’ll be surprised how many leads have moved on. Most people are only talking with their main point of contact in an existing account. You forget that a lot of people within your existing customer base know of your product or service. Each year there is typically 10-20% movement with B2B buyers. Most of the companies we work with easily find 1,000+ potential leads who have moved in the past 2-3 years.
The length of the engagement depends on the number of warm leads generated. One resource from our team is able to work through 300 prospects per month.
We focus on highly customized outreach via email, phone, LinkedIn, videos, and customized mailers.
Our team is on the front-line of outreach every day and we build customized outreach plans based on our experience and your unique differentiators. We will build extremely detailed custom outreach paths to increase the likelihood of scheduling qualified meetings for your team. We use a mix of email, phone, LinkedIn, and mailers to set qualified meetings.
Our team acts as an extension of your team. We send emails from your email domain. We do LinkedIn outreach as if we are an employee of your organization. Our team will be dedicated to your account and look like an employee of yours.
We primarily focus on four sources for the data – your CRM, marketing automation lists, internal users lists, and LinkedIn research on your active and past customer lists.
Yes, our customers regularly integrate our work with their CRM.
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