Client
A market-leading organisation which provides a broad range of employee well-being and benefits services.
Requirements
Despite having a well-established internal Sales & Marketing team, the client was struggling to establish a new customer base, build awareness of their service offerings, re-establishing relationships with dormant clients and, ultimately, a dwindling pipeline. The resource already had focus on existing relationships and ongoing sales leads, therefore a solution was required to address these issues and help spark the sales process with new opportunities.
Approach
Following two thorough briefings with the client’s sales and marketing teams, ACE gained a clear understanding of the proposition and requirements. An assessment of data was subsequently made prior to any calling activity being made, ensuring maximum impact for the telemarketer. Speaking predominantly with HR Directors, ACE Marketing were instructed to target SMEs and large organisation across multiple sectors with 2,000+ employees. With initial engagement focusing upon the client’s customisable employee engagement platform, a secondary goal was to collate opportunities to identify interest in the client’s consultancy and software solutions. ACE completed a 3-phase, 60-day campaign with an initial 20-day pilot which developed a pipeline of opportunity. Telemarketing activity was structured to complement active email marketing schedules to deliver higher response rates and recommendations for ongoing strategy were also provided to aid in follow-on efforts to boost brand awareness and pipeline creation.
Results
ACE secured 24 well-qualified appointments during the 60-day campaign. Subsequently, ACE worked with the internal teams to put a process in place to manage and nurture pipeline to future activity.