Client
One of the leading suppliers of housing management and digital solutions forsocial housing providers in the UK.
Highlights
• Over 300 qualified leads and appointments
• 15 additional tender opportunities discovered
• Now an essential addition of the Sales & Marketing team.
• Over 300% ROI
Requirements
Our client had a finite number of organisations to target, however it required
intelligent management of the internal contacts and gathering of information,
to ensure that meetings were booked with the right people at the right time.
The goal was to be meeting Social Housing providers at the best moment
within the sales cycle, ensuring their participation in relevant tender processes
to ensure that they will be at the forefront of their prospects thoughts when
making their decision.
Approach
After several sessions discussing the best plan of attack, a campaign of 120 days was agreed to maintain and update the
database of prospects and generate a significant number of appointments and tender opportunities. Our client had a
comprehensive list of their target prospects and decision-makers, however due to the nature of targeting the Social Housing
industry, significant investment of time was required to ensure the accuracy of that information. Therefore, during the first 20
days of the campaign, time was spent on research of this data, as well as calling to make initial introductions and identify the
relevant stages of the sales cycle, and any existing contract agreements in place.
Results
The telemarketing activity generated over 300 qualified leads for our client, and as well as a healthy pipeline of follow up leads
for the subsequent 18 months. Meetings were booked with organisations such as The Pioneer Group, Swansea Council,
Watford Community Housing Group and Sheffield County Council. Our relationship continues to flourish with ongoing monthly
campaign activity
Outcome
‘We love working with ACE, they understand our business, our messaging and
the targets we need to hit to continue the justification for our marketing spend
with them. Our sales team are consistently supplied with well-qualified leads to
manage, and they provide leads that are not forced for a quick win. We know
exactly where our prospects are in their cycle and this helps us to make
accurate forecasts and predictions across the Sales team as a whole.’’
Sales & Marketing Director