Market Research Company

Case Study

What is Sales Development Playbook?

74
Meetings
In
6 months

Results

  • 74 booked meetings in 6 months
  • 30 meetings booked from Apr 1 2020 - May 15 2020
  • Multiple Sales Development Playbooks
  • Increased average weekly meetings booked during COVID-19

Challenges

Our client in the professional services space was looking to scale their outreach and increase the number of qualified sales meetings for 3 of their different product focuses. Their concerns were booking quality meetings with the right titles and making sure their outreach partner represented them well.

Solution

1. We built 3 separate Total Addressable Markets across various industries with an overall focus on consumer insight departments.

2. We created 3 unique Sales Development Playbooks that included buyer roles, copy, strategy, and best tactics to represent their unique target markets.

3. We developed and tested various multi-channel campaigns for the unique industries we were targeting, each with specific copy to focus on different personas.

4. As COVID-19 became ever more present, we revised and tested new copy based on what our client was doing to help businesses during COVID, resulting in an increase in weekly meetings across each unique vertical. 

About

Company Type
SaaS/Service

Company Size
2,400 Employees

Product/Service
Market Research

Target Industries
Multiple

Target Departments
Marketing, Research

Outreach Channels
Email, Social, Direct Mail

Headquarters
London

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