TBG Group integrates seamlessly with ISGUS sales team
ISGUS was founded in 1888 and for over 130 years have offered complementary and compatible hardware and software components. ISGUS software solutions are successfully used by well-known customers in banks and insurance firms, the manufacturing industry, the transport and logistics sector, the healthcare sector and a small range of small and medium-size enterprises.
Campaign Objective and Project Background
The ISGUS team identified a requirement for assistance with new business generation. As such they decided to look at an outsourced sales agency to support their internals sales team. Based on our specialist outbound B2B expertise and experience in the technology sector, TBG Group was chosen to integrate with the ISGUS sales team to provide new business lead generation alongside market intelligence for ISGUS’s enterprise level workforce management products.
Services Provided:
TBG Group were tasked to call a database with a wide range of verticals within UK, such as Hotels, Leisure Centres, NHS and Transport & Logistics to name but a few. During these conversations TBG Group would identify and reach qualified decision makers, understand the current platform and requirement within that organisation and then book a date and time for a member of the ISGUS internal team to follow up. The overall objective for the telemarketing campaign was to deliver a pipeline of qualified opportunities in the target market to the in-house sales executives.
TBG Group were tasked to call a database with a wide range of verticals within UK, such as Hotels, Leisure Centres, NHS and Transport & Logistics to name but a few. During these conversations TBG Group would identify and reach qualified decision makers, understand the current platform and requirement within that organisation and then book a date and time for a member of the ISGUS internal team to follow up. The overall objective for the telemarketing campaign was to deliver a pipeline of qualified opportunities in the target market to the in-house sales executives.
Project execution
The client asked that we assist them in acquiring a database of 1000 records to support a campaign targeting multiple verticals within the UK. TBG Group’s primary objective was to secure fully qualified opportunities, with key decision makers, for a member of the internal ISGUS sales team.
The campaign was also designed to garner further information about the competitive landscape and better understand what businesses are currently using.
TBG Group met with ISGUS, prior to commencement of the campaign, to allow ISGUS to provide training on the specific features and benefits of the product stack. This allowed TBG Group’s agents to be fully equipped to engage in a credible dialogue with decision makers, handle objections and propose the most relevant elements to each decision maker. Given the client’s reputation in the sector, TBG Group’s style and approach also needed to align fully with the client’s own values, tone and culture. It was critical that calls were authentic and that the team were working a seamless extension of ISGUS’s own team.
TBG Group needed to identify and qualify the correct individuals to ensure they contacted relevant decision makers within each organisation, this was typically HR Managers or HR Directors. In doing so TBG Group enriched the database with additional key contacts.
TBG Group liaised closely with ISGUS to clarify any issues or escalate urgent call back requests in the case of hot opportunities.
Project execution
The client asked that we assist them in acquiring a database of 1000 records to support a campaign targeting multiple verticals within the UK. TBG Group’s primary objective was to secure fully qualified opportunities, with key decision makers, for a member of the internal ISGUS sales team.
The campaign was also designed to garner further information about the competitive landscape and better understand what businesses are currently using.
TBG Group met with ISGUS, prior to commencement of the campaign, to allow ISGUS to provide training on the specific features and benefits of the product stack. This allowed TBG Group’s agents to be fully equipped to engage in a credible dialogue with decision makers, handle objections and propose the most relevant elements to each decision maker. Given the client’s reputation in the sector, TBG Group’s style and approach also needed to align fully with the client’s own values, tone and culture. It was critical that calls were authentic and that the team were working a seamless extension of ISGUS’s own team.
TBG Group needed to identify and qualify the correct individuals to ensure they contacted relevant decision makers within each organisation, this was typically HR Managers or HR Directors. In doing so TBG Group enriched the database with additional key contacts.
TBG Group liaised closely with ISGUS to clarify any issues or escalate urgent call back requests in the case of hot opportunities.
Results
TBG Group delivered qualified opportunities over the course of the campaign and captured valuable insight across the database that could be utilised by the internal team at ISGUS going forward.
The campaign also helped ISGUS to identify and group businesses that were part of larger groups or local government etc and that could be adopted as standalone campaigns for the future. Profiling questions incorporated into calls delivered valuable insight and intelligence around the requirements of the target audience.
Results
TBG Group delivered qualified opportunities over the course of the campaign and captured valuable insight across the database that could be utilised by the internal team at ISGUS going forward.
The campaign also helped ISGUS to identify and group businesses that were part of larger groups or local government etc and that could be adopted as standalone campaigns for the future. Profiling questions incorporated into calls delivered valuable insight and intelligence around the requirements of the target audience.
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Whatever your query is – we’re here to help. Speak to our experienced team by submitting a form below.
Get in touch
Whatever your query is – we’re here to help. Speak to our experienced team by submitting a form below.
