The context: a B2B prospecting provider working across several channels
Merci Lead is a B2B sales prospecting provider. The company prospects on LinkedIn, by phone, by email and in meetings.
The need: better-qualified leads before calling
Its leads were not qualified enough. The response rate suffered, and so did sales efficiency.
The challenge was twofold. First, make the prospecting data reliable. Then, focus efforts on the most promising leads.
What was set up with Starleads: list qualification handed over
Starleads takes care of qualifying the lists. Contacts are called, sorted and ranked before the salespeople step in.
The salespeople pick up ready-to-use lists. They spend their time converting, not checking numbers. This sorting is explained on the Lead qualification page.
The results: teams focused on conversion
contact rate
of the list enriched
of sales work
Results reported by Merci Lead.
“Finding a digital solution to take over what was, to my mind, low-value work, and to qualify my contact lists, naturally steered the teams and the calls towards much more interesting tasks: focusing on converting leads rather than qualifying lists.”
A low-value task drops out of the teams’ daily routine. Every salesperson talks to qualified leads: the agent prepares the list, a person takes over to sell.
Another example of a B2B list qualified before prospecting: Sales Run got 8 times more meetings (result reported by Sales Run).