Citrix’s inside sales team, like so many others, was frustrated. They were getting only 1 out of 100 leads to respond to their call and emails. Despite big investments in marketing campaigns yielding high-quality leads who all claimed they wanted a sales person to reach out to them, the response rate remained very, very low.
Why was this happening?
It took one of their Sales Development Representatives (LDRs) only 14 days of using Colabo to answer this question and bring the response rate to 30 out of 100 leads.
The magic started when Michelle from Colabo met Allan from Citrix at a local sales event and heard about his frustration with the lack of response from leads. The next day, Alan’s Colabo user was ready.
The first step was to find alternatives for email and phone, which are quickly becoming obsolete. Colabo automatically mapped out the channels where potential leads would be most likely to engage – this included everything from virtual groups like LinkedIn, Meetup, conference lists, Spiceworks and relevant niche sources such as competitors’ user forums. Colabo then analyzed the optimal keywords and business use cases that should be used on each channel.
Then, once Colabo was ready for user engagement, it took Allan’s leads and matched each with optimal channels and messaging. All Allan had to do was pick the leads he wanted to engage with and Colabo sent the message automatically on the optimal channels, giving Allan a real-time notification whenever a lead replied.
At the same time, Colabo also synthesized data from the newly discovered groups and channels, filtered it through Citrix’s specific criteria and fed them the perfect pre-qualified leads they needed.
Within just 14 days, Allan had reached out to 100 leads on Colabo and had 30 demos set up, blowing his quota out of the water. The path to having Allan’s entire team on Colabo was short and within days the entire team was finally getting the responses they needed to fill up the pipeline and drive sales up.
The bottom line results within 30 days were:
- LDRs were getting 30 times more leads to respond
- Inside sales team was scheduling 10 times more demos
