Introduction
Introduction
C3imaging (C3) provides a comprehensive range of marketing support services from their UK-based HQ. They serve a variety of sectors including corporate, financial, exhibitors, retail, public sector, graphic design, and advertising agencies.
Campaign Overview
When C3imaging contacted Beanstalk, they had two verticals on which they wanted to focus on. The first vertical focused on building a comprehensive Decision Maker database targeting C3’s Sales Representatives’ top 50 target accounts. Once this had been established, it was down to Beanstalk’s telemarketer to generate face-to-face appointments.
The second was to reach out to dormant customers to determine if they had any immediate projects that required C3’s services.
Campaign Overview
When C3imaging contacted Beanstalk, they had two verticals on which they wanted to focus on. The first vertical focused on building a comprehensive Decision Maker database targeting C3’s Sales Representatives’ top 50 target accounts. Once this had been established, it was down to Beanstalk’s telemarketer to generate face-to-face appointments.
The second was to reach out to dormant customers to determine if they had any immediate projects that required C3’s services.
The Process
To enable Beanstalk to be effective from day one, the telemarketer assigned to C3imaging’s account was from Beanstalk’s Marketing & Media Services team. This meant they already had a strong grasp of the print market and knew how to effectively engage and communicate with the Senior Decision Makers in that industry.
A Key Account Mapping process took place to research Pint Buyers and Marketing Managers to capture their email and LinkedIn contact details. As this database was built and fed back to C3, Beanstalk’s Marketing Team sent out email campaigns every week to begin raising brand awareness, highlighting C3’s sector experience.
Each interaction a prospect had with the emails was tracked. This empowered the telemarketer working on C3’s account to prioritise calling with the warmest prospects.
Call recordings were provided to C3’s Sales Representatives when a lead was generated. This allowed them to understand the prospects’ requirements and enabled them to be fully conversant with the opportunity.
This integrated approach accounted for an average of 1 appointment being secured for every 2.7 contacts on the top target list.
The second vertical of the campaign focused on dormant customers, the telemarketer was focused on gaining quotes and specifications where the buyer had a defined requirement. Once a specification from a prospect was produced, the opportunity was immediately passed to C3imaging’s sales team to quote, follow up, and close.
The Process
To enable Beanstalk to be effective from day one, the telemarketer assigned to C3imaging’s account was from Beanstalk’s Marketing & Media Services team. This meant they already had a strong grasp of the print market and knew how to effectively engage and communicate with the Senior Decision Makers in that industry.
A Key Account Mapping process took place to research Pint Buyers and Marketing Managers to capture their email and LinkedIn contact details. As this database was built and fed back to C3, Beanstalk’s Marketing Team sent out email campaigns every week to begin raising brand awareness, highlighting C3’s sector experience.
Each interaction a prospect had with the emails was tracked. This empowered the telemarketer working on C3’s account to prioritise calling with the warmest prospects.
Call recordings were provided to C3’s Sales Representatives when a lead was generated. This allowed them to understand the prospects’ requirements and enabled them to be fully conversant with the opportunity.
This integrated approach accounted for an average of 1 appointment being secured for every 2.7 contacts on the top target list.
The second vertical of the campaign focused on dormant customers, the telemarketer was focused on gaining quotes and specifications where the buyer had a defined requirement. Once a specification from a prospect was produced, the opportunity was immediately passed to C3imaging’s sales team to quote, follow up, and close.
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Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
