A Story From the Front Lines of B2B Lead Generation: Software
Software companies are all the rage right now—from tech startups to corporate giants, there’s an infinite amount of possibilities for new businesses to enter the market. The question that remains for many of these companies is, “how do I stand out from the competition?” Let’s take a closer look at the story of a software company that took a leap of faith and invested in B2B appointment setting to grow their business (and spoiler alert—they have no regrets).
Software Lead Generation—The Start of the Program
This software company was born as a result of the 2008 recession crisis. The solution they’ve built is a software product that equips financial institutions with the resources to thrive in a data-driven world without excessive costs, time demands, and complexity. They knew how their product provided value, but they needed help developing a sales pipeline.
In 2018, the CEO of this software company sat down with Abstrakt to learn more about B2B lead generation. He knew he had a great product, but he needed a solution for acquiring more customers to grow his business. He liked Abstrakt’s services and was confident in what they could do for his business. We assured him that software companies are notoriously fast-moving, and it doesn’t take long for the right prospects to develop an interest in new software solutions. Abstrakt had the software B2B appointment setting data to back this claim up, and this gave our client even more confidence going into the program.
A Closer Look at the Sales Process—First Two Years of the Partnership
The team at Abstrakt hit the ground running and used B2B lead generation tactics to start building a solid sales pipeline. First, operations specialists researched the software company’s market to find ideal targets for Sales Development Representatives to contact. As the program got going, sales representatives used phone calls and emails to communicate with prospects, all while asking cleansing questions and discovery questions as a part of the lead qualification process. Using lead nurturing, they stayed in touch with qualified leads and continuously added value to stay top-of-mind. After two years of working this process, the team was able to turn leads into appointments, which ultimately led to the onboarding of 45 new clients— to break that down, that’s almost two new clients every month for two years straight!
This process was done consistently over the course of the last two years, and it shows. The team was able to develop a sales pipeline that was consistently driving new leads and sales appointments, growing the software business in ways they simply could not have done alone. It even paid itself off, with the revenue of 45 new clients far exceeding the cost of outsourcing a sales team. What made this program so successful? Let’s take a closer look.
Why This Program Was So Successful
What made this program in particular so successful? Simple—this client had a clear mission and specific goals they wanted to achieve when partnering with Abstrakt. This allowed them to communicate exactly what they wanted to their team. They also made sure to communicate areas where they were open to suggestions and flexibility.
Take a look at what the account manager at Abstrakt had to say about working with this software company:
“I think the program has been so successful because the client bought into our process from day one. They had some concerns, but they were quickly turned into confidence in the program. They understand our process inside and out, and are always willing to try new things from a sales perspective that they’ve never done in the past. They are open to me consulting them on the sales process and trust the strategy I put in place for their account.”
Clearly, this software company had faith in their SDRs to do the job right—that’s how it should be when you outsource your sales team. The team spent hours learning how the software worked so they could pitch it to the best of their ability, answering difficult questions and handling tough objections potential customers might have. Because the team was so dedicated to being knowledgeable about the product, the client could have faith that our team was selling the product as if we were their own employees
What Other Software Companies Can Learn From This Success Story
With any partnership, there has to be mutual trust for it to be successful—B2B lead generation and outsourced sales are no exception. One of the most important parts of this success story according to the account manager was that each company understood the other to be an expert in their industry.
“It should be a partnership where Abstrakt learns as much as they can about the client, and the client learns as much as they can about prospecting and working cold leads with a defined sales process that works!”
Putting in the extra time and research to find the most sustainable form of growth for your sales pipeline is something you’ll never regret. The strong sales pipeline developed for this client brought in consistent growth for two years and counting. Other software companies should not discount the power of building a sales pipeline. But it’s also important to remember, if you’re considering outsourcing sales or investing in B2B lead generation services, you have to be part of the process and work with your team if you want your program to be successful.
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Needless to say, this client is sticking with us for the long haul, and we’re thrilled to be able to continue to help their business grow. We’ve built a strong, sustainable sales pipeline and used lead generation tactics to bring on more clients than the CEO ever thought possible.
Here’s what the CEO of this software company had to say about working with Abstrakt:
“Abstrakt has been an incredible addition to our team. We started with them about 1 ½ years ago, and in that time we have added 45 new clients that have generated revenue well in excess of their cost. Ours is a relatively complicated software product, but our Abstrakt rep quickly learned enough to sell a meeting to our prospects and handle most of the initial questions / objections. Our only regret is that we did not discover Abstrakt sooner, and we expect them to be an important resource for our company for many years to come.”
We hope you enjoyed a look at the behind the scenes of this program, and we hope it showed you what lead generation and B2B appointment setting could do for your business. For more information on this software success story or to start your very own software lead generation program, schedule a meeting with our team today.