Selling: Fundraising and Employee Benefits Event
Selling To: SMBs and Enterprise Companies
Average Deal Size and Sales Cycle: Average initial deal size is $2K to $5K with most deals generating an additional $4K to $8K annually for many years once account opened.
Challenge: Company had an independent national rep force over 300. Company was planning on increasing the size of the rep force by 25% and needed to increase the volume of deals for both existing reps and new territories. Company had no database or inside sales and marketing support team to generate new leads.
Outsourced Sales and Marketing Solution:
Gabriel Sales executed a Go-To-Market Research project to:
- Size the market opportunity and what tactics were best suited to reach the market
- Identify the Ideal Customer Profile and Buyer Persona
- Documented Company’s Sales Process
Gabriel Sales developed a comprehensive outsourced sales and marketing campaign to:
- Build awareness to a broad audience prior to the show
- Build a database for ongoing marketing
- Create content to automate early stage buyer education
- Create content to nurture buyers not ready to transact
- Implement a marketing automation and CRM system to manage campaign
- Execute outbound eMail Marketing campaigns to build database
- Staff callers to qualify leads and set appointment for national rep force
Results:
- Built an in-house opt in database of over 40,000 potential buyers
- Built a steady state process that generates 40 plus sales appointments, monthly
- Built a process that leads to 15 to 20 new accounts, monthly
