About the Client
Our client is a leading provider of enterprise-grade, responsible generative AI solutions and services. They specialize in helping organizations innovate rapidly by developing tailored generative AI strategies and efficiently implementing them using their proprietary assets, intellectual property, and frameworks.
Challenges
Long Sales Cycle: The client faced lengthy sales cycles, which slowed down the process of converting leads into customers.
Low-Quality Sales Calls: The quality of the sales calls was subpar, resulting in fewer successful conversions.
Ineffective Outreach Team: The existing outreach team lacked the skills and strategies needed to engage high-value prospects effectively.
Outdated Outreach Methods: The client was relying on outdated outreach methods from 2020, which were no longer effective in the current market landscape.
Solutions
To address these challenges, we implemented a robust Account-Based Marketing (ABM) infrastructure. This strategy included ABM outreach using sales triggers, setting up a comprehensive sales stack, establishing a cold email infrastructure, and conducting LinkedIn outreach to enterprise-level companies.
ABM Outreach Using Sales Triggers
Strategy: We focused on identifying and leveraging sales triggers to engage prospects at the right moment.
Execution: Monitored industry news, financial reports, and company announcements to identify opportunities where our client's generative AI solutions could provide significant value.
Outcome: This targeted approach enabled us to engage prospects with highly relevant and timely messaging, increasing the likelihood of securing demo calls.
Identification and Implementation of Sales Stack
Strategy: We evaluated and selected the most suitable sales tools and technologies to optimize the outreach process.
Execution: Implemented a comprehensive sales stack that included CRM systems, email automation tools, analytics platforms, and LinkedIn Sales Navigator.
Outcome: The integrated sales stack streamlined the outreach process, improved data management, and provided valuable insights to refine our strategies.
Cold Email Infrastructure and Outreach
Strategy: Established a robust cold email infrastructure to scale outreach efforts.
Execution: Set up 30 email addresses to manage high-volume outreach campaigns, ensuring deliverability and compliance with email marketing best practices. Crafted personalized email sequences tailored to different segments of the client’s ICP.
Outcome: This approach generated a large volume of high-quality leads, significantly enhancing the client’s outreach capabilities.
LinkedIn Outreach to Enterprise-Level Companies
Strategy: Leveraged LinkedIn to target and engage decision-makers at enterprise-level companies.
Execution: Conducted personalized outreach campaigns using LinkedIn InMail and connection requests, supported by engaging content and case studies that demonstrated the value of the client’s generative AI solutions.
Outcome: The LinkedIn outreach efforts successfully penetrated enterprise accounts, leading to numerous demo calls with high-value prospects.
Results
Our strategic ABM infrastructure delivered outstanding results for the client:
1,000+ Leads: Generated over 1,000 high-quality leads across the US, UK, and Australia.
237 Demo Calls: Successfully booked 237 demo calls within 12 months, significantly enhancing the client’s sales pipeline.
By implementing a targeted ABM strategy, optimizing the sales stack, establishing a robust cold email infrastructure, and leveraging LinkedIn for enterprise outreach, we transformed the client’s lead generation and sales processes. This comprehensive approach not only shortened the sales cycle and improved the quality of sales calls but also equipped the outreach team with the tools and strategies needed to succeed in a competitive market.