Multi-channel prospecting: 158 qualified appointments in 6 months for a software publisher

Objectives

  • Test the receptivity of the various targets communicated by the customer
  • Qualifying prospects
  • Obtain qualified appointments to supply the 3 sales representatives

Background

ReCom conducted a multi-channel prospecting campaign for a company offering a solution for bundling employee benefits (luncheon vouchers, mobility, vacations, culture, gifts, etc.).

Sector of activity

Software editing

Target

HR managers, CFOs, executives and works councils of companies with between 300 and 500 employees

Type of campaign

Business Developer ReCom 5 days/week

What we have implemented

→ 3 Business Developers trained in the activity and dedicated to prospecting
→ Use of our callbot to validate and/or modify the contacts in the file
→ Work on 5 targets and 6 workforce typologies to then refine the targeting and approach according to the statistics observed
→ Qualification to detect a possible need
→ Scoring based on specific criteria communicated by the customer, but also through various scraping tools
→ Sales Automation campaign with targeted contacts
→ Alternating telephone reminders and micro-mailing to make direct contact
→ Meetings with the customer to present statistics and results, as well as sending reports
→ Restitution of the file with call results to enable the sales team to take control and make follow-ups

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Results Achieved
on the
6
first months of prospecting

637

158

299

Arguments contacts
Qualified appointments
Positive contacts
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