b2b sales challenges

Challenges

  • icon-check-greenMatrixCare was struggling with B2B lead generation, specifically from the life plan community industry, which was a potential key market for their products.
  • icon-check-greenThe data in their sales system had not been looked at for years, and their leads database was therefore messy, and needed to be organized and updated.
  • icon-check-greenMatrixCare was formerly called AOD Software and some prospects still recognized them by that name. They needed a consistent messaging strategy to ensure prospects were not confused.
b2b sales solutions

Solutions

  • icon-check-greenIdentified the key companies and decision makers within the life plan community industry, and saw their Retail Tracker as the ideal product to market.
  • icon-check-greenSourced new leads from a combination of different tools and databases.
  • icon-check-greenEducated leads through an ominchannel approach of email, chat and social, with messaging about how the Retail Tracker solved their specific pain points, to book qualified appointments.
  • icon-check-greenUsed HubSpot to track and monitor leads, and to simultaneously clean their existing database by eliminating old contacts and filling in gaps for any useful prospects.
b2b lead generation strategy

Results

  • icon-check-greenSourced 22,000 new leads, and cleaned & verified 7,000 contacts from their old database.
  • icon-check-greenGenerated 67 qualified appointments from the life plan community, which is a highly specific network. 49 of these were dining directors, 10 were financial directors or CFOs, and 4 were clinical directors.
  • icon-check-green73% of appointments came from dining directors specifically, which is a great example of a well designed lead generation strategy.
  • icon-check-greenSeamlessly integrated HubSpot into their b2b lead generation strategy without having to train the MatrixCare sales or marketing team.

Staff

business development associate

3

Business Development
Associates (BDAs)

Lead sourcing and

verification

business development representative

1

Business Development
Representative (BDR)

Prospect Outreach

B2B lead generation strategy

1

Account
Manager

Strategic planning and continuous improvement

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