Who we work with - our B2B case studies
We have been lucky enough to work with some of our clients since The Call Business was founded in 2012 and we pride ourselves on developing long-term relationships with our clients.
Our clients are drawn from a variety of market sectors from technical manufacturers of specialist monitoring equipment through to trade bodies, fundraising services and sports market research. What our clients have in common is the desire to win more business from the leads they generate by starting one2one dialogue with their customers earlier in the sales cycle so they can build stronger relationships.
Wherever in the world you want to do business, we start those conversations for you.
Don’t just take our word for it though. Our business development case studies give you a true insight into what we do, how we do it and the results we deliver for all our clients.
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The HBK OEM custom sensors team needed an effective account-based marketing strategy to generate new sales opportunities. They work in a niche marketplace where customers often didn’t realise they needed a custom solution and normal marketing methods didn’t work.
Having identified their ideal company and customer personas, we used LinkedIn’s Sales Navigator to curate relevant prospect lists. We reached out to them with industry-specific content using InMail and LinkedIn Connection Requests to build a network of targeted prospects, as well as contacting them via phone and email where appropriate.
Since the start of the project, we’ve built a database of 234 target companies with 5,000 relevant contacts within those core companies. This includes 1,200 new LinkedIn network connections that have generated 100 potential leads. Of those 100 leads, 70 are being nurtured and 30 were passed to the client to follow up as they had immediate requirements.
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HBK provide a wide range of high-spec sensor solutions to enhance performance monitoring, and like many industries after the COVID-19 pandemic, they experienced supply chain delays.
To alleviate pressure on the supply chain and continue to drive revenue, HBK identified a number of clients who had purchased hardware previously, but not the accompanying software that offered advanced performance monitoring and analytical features. This provided the perfect opportunity to cross-sell and upsell software products, and they reached out to us to make the initial engagement on their behalf.
From the 250 global contacts located in 29 different countries, our business developers successfully engaged with 21% of the prospects via phone and email outreach in multiple languages. This resulted in us passing over 53 qualified leads to the HBK software sales team to follow up for a software demo.
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Brüel & Kjær Vibro wanted to engage new customers within the pharmaceutical sector with an Account-Based Marketing strategy. Using industry-specific content and messaging, they wanted to reach key decision-makers in those large organisations they had previously been unable to contact.
The client identified 50 companies of interest and we used Sales Navigator to identify 400 highly targeted prospects within these organisations. Having verified the relevance of these contacts, we then reached out via phone and personalised email, and were able to engage with over 50% of the target companies, generating 26 leads, some with immediate identified needs.
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Brüel & Kjær Vibro are global leaders in intelligent monitoring solutions for rotating machinery. They offer a technical support service via phone, email and live web chat designed to resolve queries relating to their wide range of complex products and systems.
Facing a large backlog of technical support tickets that was putting pressure on their technical team and impacting customer service, they needed a solution to clear the backlog and provide ongoing customer support. We implemented a robust case management system within Brüel & Kjær Vibro’s Salesforce platform, triaging each query to establish if it was something our team could resolve or if it needed escalating to the technical experts.
Clearing the backlog of 450 open cases, we continue to manage their first-line support, ensuring open cases never go above 40. Chasing up queries and communicating with the customer throughout the entire process to provide excellent customer service, we ensure the technical experts are able to focus on the more complex technical issues.
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Endress+Hauser, global leaders in measurement and automation technology for process and laboratory applications, recognised they were missing sales opportunities to upsell and engage with clients who had only purchased single products or hadn’t purchased for a long time. However, their sales team didn’t have the resources to engage this audience.
Our re-engagement involved six outreach attempts for each prospect on a list of 600 companies. As many of the target prospects work on the factory floor, and are often hard to reach by phone, we combined phone calls with personalised emails. Within a three-month pilot campaign, we engaged 42% of the companies, generating 85 qualified leads. We were also able to clean the database and update it with 40 new, relevant contacts.
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Leading manufacturers of photoelectric sensors and image processing for factory automation, SensoPart regularly attend the Automate trade show in Chicago to attract new business. They invest heavily in the event booth and marketing, and wanted to maximise their ROI from the event. They needed an effective post-event strategy to follow up with the 215 attendees who had visited their booth, but who their sales team wouldn’t have time to contact personally.
We implemented a structured approach to engage with all of these contacts, with 6 outreach attempts via phone and email within a specified time period after the event. This resulted in us engaging with 40% of the attendees which generated 26 warm leads and 37 who warranted future nurturing.
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SensoPart identified that their technical sales team were inundated with non-sales enquiries relating to their website. This tied up valuable technical resources and sometimes resulted in them missing lead generation opportunities, so we introduced live-agent web chat to their site.
Designed to generate and qualify leads effectively and free up their technical team to support more complex technical queries, in the last year we’ve helped to generate 424 additional qualified leads via live web chat and handled 68% of the non-sales enquiries. This results in the technical sales team only dealing with relevant pre-qualified queries.
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Servomex are world experts in gas analysis solutions across a broad range of industries. With their new website, they wanted to use gated content downloads to effectively convert MQLs into SQLs.
We were passed user contact information after a gated content request was submitted to follow up with a customer-satisfaction-style approach. Reaching out via phone and email, in the prospect’s native language and time zone, we established whether customers were satisfied with the information they had or needed further assistance. Since the lead qualification project has begun, we’ve consistently passed over 20% of the gated download contacts to the sales team as SQLs.
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Sporting Insights is an industry-leading sports research agency, providing global brands with data-led sports research, insights and market intelligence services. They needed to conduct customer survey interviews with high-profile golf courses in multiple languages to gather valuable insights on global market position and brand perception for a major golf range camera technology manufacturer.
We implemented a targeted engagement strategy to call and email a pre-defined list of 250 golf courses and their respective key decision makers in French, German, Spanish and English. We successfully met our target, delivering 54 interviews throughout the project. All the data gathered via the interviews was translated back into English, so Sporting Insights could quickly and easily analyse the data and compile it into a report for their client.
“The TCB team’s capacity to rapidly learn our business has been impressive and from day one they have exceeded our expectations”