Outsourced Sales & Tradeshow Marketing Support Case Study

Outsourced Sales & Tradeshow Marketing Support Case Study

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Selling: Technology with Professional Services

Selling To: Hospital Clinicians, Finance, IT and Operations

Average Deal Size and Sales Cycle: Average pilot deal size is $50K $100K. With solutions scaling to six figures annually. Pilot takes 180 days to 1.5 years close.

Challenge: Technology firm selling a clinical desktop solution had recent hired 2 new sales executives and wanted to leverage the annual HIMSS conference with a 20X40 booth to quickly ramp their new hires pipe and introduce a new solution to the market. Needed to build awareness across the industry and generate an active pipeline exiting the show.

Solution:

  • Developed a comprehensive outsourced sales and marketing campaign to:
  • Build awareness to a broad audience prior to the show
  • Generate booth traffic during the show
  • Engage, develop and prioritize leads post show
  • Set appointments post show
  • Gabriel Sales Execute a Turnkey Campaigns
    • Digital Content Curation
    • Implemented a Lead Scoring Automation System
    • Pre-show
      • List acquisition
      • Show specific content development
      • Awareness email campaign
      • Appointment setting – 1000 calls
    • In-show
      • Awareness email Campaign
      • Reminder
    • Post-show
      • Database management
      • Follow-up email Campaign
      • Sales Ready Lead identification prioritizing scored leads
      • Demo/appointment setting – 1000 calls

Results:

  • Ran a three part campaign to 75,000 potential attendees to generate to generate a new database of 6000 early stage leads new leads
  • Used automation systems to score leads to prioritize follow up to maximize limited calling resources/budget
  • Scheduled 12 meetings during the show
  • Generated 24 demos after the show
  • Developed a database of 6200 leads for ongoing education and development

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