Perfect Sprout tripled client's pipeline & delivered 22% MQL to SQL conversion 

 

Client Overview

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A mid-market Digital Marketing firm located in Pennsylvania, providing marketing

consulting & services to SMBs and startups. Their client base includes IT services

and software startups.

Client was growing but not staffed to handle the amount of scored, inbound leads. 

 

They chose Perfect Sprout to get instant access to a team of industry experienced

SDRs who could maximize conversions of their inbound leads.

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The Challenge

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Being a Digital Marketing firm, the client's marketing efforts consistently brought in high quality leads, however their existing SDR team simply was not converting those inbound leads upto their expectations. The volume of lost opportunities was getting higher and higher with every campaign, which eventually started affecting their bottomline significantly. They needed a solution to ensure that more inbound leads moved through to initial meetings and did not fall through the cracks.

 

The client was fed up with: 

• Increasingly lost opportunities

• In-house sales team constantly missing quotas 

• Empty pipeline despite running successful marketing campaigns

• Never having enough meetings on the calendar

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After a lot of thought and looking at different solutions the client decided to explore outsourced sales teams who could help them accomplish at least 9% MQL to SQL target.

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The Solution - Hyper Personalized Account Based Outreach

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At the time client came to Perfect Sprout they had 370+ inbound leads generated from their recent social media campaign and desired at least 35 qualified appointments setup. We undertook an in depth study of their offerings and processes and produced a carefully thought out multichannel hyper-personalized account-based outreach plan that would deliver the desired outcome.

 

We researched every account thoroughly and made use of all the information available on their website, social media profiles, public forums, press releases, we even watched their video interviews and podcasts; to compose brilliant personalized messaging that would resonate with them on a deeper level. And we didn't just stop at one personalized message, we included hyper-personalization all throughout the cadence.

 

Our no stone unturned approach made the client's offering stand out and really stick with the prospects. There were people who were so moved that they responded even though they didn't have an immediate need for the client's services. Most of them said that they'd never been contacted like this ever before and just because of that reason, they'd love to work with the client in near future, whenever they need any help with digital marketing.

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Having chosen Perfect Sprout as their outsourced sales team also enabled our client to get instant access to top experienced SDRs at almost one third the usual cost. ​This decision firstly allowed their in-house sales team to concentrate on closing deals and client retention activities; and secondly, provided the desirable expertise they needed to increase their lead conversions.

 

Over 5 months we have been successful in:

• Executing multichannel hyper personalized account based outreach

• Without using ANY automation, AI, web scraping, templates for messaging

• Designing and implementing hyper personalized cadence that drastically
  improved conversions

• Delivering brilliant messaging that added value to client's brand name

• Undertaking research, prospecting (over phone, email, social), reporting and
  various other account based marketing related activities.

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The Results

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•  22% MQL to SQL conversion ratio

• Delivered staggering 82 appointments from 370+ leads

• Created deep pipeline of 120+ warm leads

• Generated over $800K in new opportunities