How a CEO Coaching Company Tripled Sales Opportunities by Targeting Educated Buyers
Converting leads to sales is harder than ever. Cold outreach faces declining returns, and email marketing is good for awareness, but doesn’t often generate active leads.
MarketLauncher helped a long-term client, Inc. CEO Project, square off against this dilemma. Shifting away from cold calling, we focused outreach on individuals in their target market, CEOs of mid-size companies ($15M-$1.5B), already engaging with their email content. These were educated buyers, familiar with their offerings, and, as a result, more likely to talk to sales.
By proactively reaching out to warm leads interacting with the email newsletter, we were able to move significantly more leads into the sales funnel.
In this case study you’ll learn how we:
- Tripled sales opportunities by shifting outreach from cold contacts to warm leads
- Built out the newsletter audience from 12,000 to 45,000 contacts for a larger pool of leads to target
- Selected only the best leads for outreach by tracking engagement through email click-through rates
- Combined contacts into a central database to track their progress from top to bottom of the sales funnel
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