Telecom case study
Teligistics: A Telecom Lead Generation Case Study
Teligistics, a leader in negotiating and managing telecom costs, was not generating enough leads on a regular basis. Its in-house staff could produce only a fraction of what the salesforce needed each month. This telecom lead generation case study shows how a seasoned calling team, and a timely fix to outdated data, kept the pipeline full.
- More clients reached Teligistics reached more clients than ever before through its calling campaign.
- Data problem solved Outdated lists replaced with quality data from external databases.
- An accurate reflection The client felt we reflected its business accurately every day.
Service engagement
What the campaign included
- Sales Lead Generation
- Sales Lead Qualification
- Appointment Setting
- Data Collection
- Data Updating
This engagement combined calling with data work. Our team generated and qualified leads, set appointments, and collected and updated the information behind the campaign. When results dipped, that data work turned out to be the key. It is a good illustration of how B2B lead generation depends on the quality of the list behind it.
Client challenges and goals
An in-house team that couldn’t keep up
Teligistics was not generating enough leads on a regular basis. Using in-house staff, they were able to generate only a fraction of what was needed for their salesforce to produce successful results each month.
Telecom expense management is a considered purchase. Prospects need to understand the value before they agree to a meeting, so callers must be able to explain the offer clearly and credibly. The client needed a partner who could represent it well, not just make more calls.
The goals of the campaign included:
- Establishing a consistently filled pipeline of potential prospects
- Expanding the company’s sales outreach
- Adding resources to successfully promote their products to prospects
- Working with an established B2B appointment setting partner who thoroughly understood their business and could effectively deliver their value proposition to prospects
Solutions
A seasoned team and a fix for flawed data
B2B Appointment Setting assigned a seasoned team who were experienced in the industry to execute calling campaigns on behalf of Teligistics, and implemented its proven onboarding system for the new client project.
- 01
Learn the message
We learned the company’s message and value proposition and built them into a calling campaign that began generating qualified leads.
- 02
Diagnose the downturn
During a downturn in performance, our proprietary software and experts found the client’s data was outdated and insufficient.
- 03
Build a quality list
We harvested information from external databases in industries already responding well to the Teligistics message.
- 04
Keep the campaign moving
Experienced professionals analyzed the issues, found the right fix quickly and kept the calling environment productive.
When a campaign slows down, the instinct is often to change the script. Here, the analysis pointed somewhere else: the list itself. Outdated records mean wrong numbers, departed contacts and wasted calls. Rebuilding the list around industries that had already responded well put callers back in front of the right people. Our CRM data cleanup services apply the same thinking to your own database.
Results
The result Teligistics reported
- Ultimately, Teligistics was able to reach more clients than ever before through their calling campaign.
- A consistently productive calling campaign, kept moving forward after flawed data was identified and replaced.
Teligistics is the industry leader in negotiating and managing telecom costs for companies, from mid sized to Fortune 500 enterprises. Through their patented methodologies, technology and services, they continue to save their clients money every day.
The highlights
In the client’s words
We felt very comfortable with B2B Appointment Setting being an accurate reflection of our business everyday as they quickly learned our services and values.
For an outsourced team, representing the client accurately is the job. Every call carries the client’s name, so learning its services and values quickly was the foundation for everything else in the campaign.
The difference
The B2B Appointment Setting difference
B2B Appointment Setting specializes in complex calling campaigns. Thorough preparation, positivity, experience, consistency and tenacity are some of the ways B2B Appointment Setting agents continue to deliver outstanding value for clients of all sizes.
If your in-house team cannot produce enough leads, or your list has gone stale, we can help with both. See how data and calling combined in our medical equipment case study, or contact us to talk about your pipeline.
Why wasn’t Teligistics generating enough leads in house?
Its in-house staff could generate only a fraction of the leads its salesforce needed each month. Calling well takes dedicated time and people. Adding an outside team gave Teligistics the extra resources to promote its services consistently and keep the pipeline filled.
How did you find out the data was the problem?
During a downturn in performance, we used our proprietary software and expert analysis to review the campaign. That showed the data Teligistics had provided was outdated and insufficient to produce the number of leads it required, so the fix needed to start with the list rather than the message.
Where did the new contact list come from?
We harvested information from external databases to build a quality list. We focused on industries that had already responded well to the Teligistics message earlier in the campaign, so callers spent their time on the kinds of companies most likely to be interested.
How quickly can callers learn a complex telecom offer?
We assigned a seasoned team with experience in the industry, and our onboarding focused on learning the company’s message and value proposition first. The client said we quickly learned its services and values and felt we were an accurate reflection of its business every day.
What does data collection and updating add to a calling campaign?
Every call is a chance to confirm or correct a record: the right contact, their role and whether the company fits. Keeping the list accurate means fewer wasted dials and a better picture of the market. In this campaign it was the step that kept results moving after a slowdown.
Keep exploring
Related services and results
See how the pieces fit together, or talk to us about the campaign you have in mind.
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CRM Data Cleanup
CRM data cleanup services that fix duplicates, outdated contacts, and missing details so your sales team works from records it can trust. Talk to us today.
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Medical Equipment
How a multi-step survey campaign reached busy hospital staff for a top medical device maker and uncovered critical service issues. Read the case study.
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