Case Studies

 

                                ActOn invests hundreds of thousands in driving interest for their solution, so when the VP of Sales turned to us to revive what Chris Hardeman called their “dormant leads,” we were excited to step in to show what could be delivered.  The cost of driving these leads was a sunk cost so increasing conversion meant more opportunities, and bookings, for their sales team.  A $25,000 investment to deliver a personalized outreach to these leads, and hundreds of sales conversations, resulted in a huge spike in bookings, causing the head of marketing to get involved in the program, and grow their partnership with us.

 

 

ConnectAndSell, the leader in sales conversation enablement, was running into a challenge showing companies how best to leverage their technology because they didn’t offer “ConnectAndSell as a Service”, rather, it was traditionally offered as a software solution with consulting, not as a fully outsourced solution offering.  This is one our advisor and author of SalesHack, created ConnectAndSell OutboundOnDemand, an fully outsourced solution that could deliver 1,000 dials/day per SDR, and more conversation coverage of leads than ever before.  This solution still exists today, and has generated thousands of meetings for their clients.  SalesHack often leverages ConnectAndSell to empower it’s SDR agents with more quality conversations than ever possible before.

 

InfusionSoft reached out to us in the summer of 2014.  Marketing invested in leads, sales made every attempt to convert the leads, and so Aaron Stead, VP of Sales, reached out to us to provide sales strategy & execution to help them convert leads more effectively.  In < 6 weeks, we delivered 10,000 dials, and 59 meetings, far beyond their expectations.

After the pilot, Aaron said, “how many meetings can you give us?”.  In sales, they say to answer a question with a question, so we said “how many do you need?”  ANSWER: 600.  In < 8 weeks, we delivered 611 fully qualified meetings for Aaron Stead.

 

A well known VOIP SaaS company was investing millions of dollars in various marketing campaigns from website leads, whitepaper downloads, event leads, and content leads that were highly contested between multiple competitors in the space.  The challenge: Marketing wasn’t confident that sales was calling leads quickly enough, and frequently enough to optimize conversion from lead to opportunity, and opportunity to close.  Solution: SalesHack, LLC.  By partnering with SalesHack, this VOIP provider saw significant improvements – leads were called within seconds of the time they hit the website, conversion rates went up by 80%, and a new role was created that may be the biggest breakthrough of the entire program – a “rover” or “clean-up” SDR who called unconverted leads 14 days after they were created.  This individual SDR delivered between 500 – 1000 dials/day, delivered the same number of conversations that a team of 10 SDRs would deliver, at a fraction of the cost.  Since these leads typically contributed a lower ARR, it didn’t make sense to have costly sales professionals to make these dials, rather, a highly effective, high velocity SDR could deliver the dials at around 1/10th the cost of an AE driving a similar conversion rate manual dialing.