WordJack were looking for a tool to quickly qualify prospects and improve conversion rates by making it easier for their sales agents to engage with prospects and book follow-up appointments.
WordJack, a digital marketing agency serving small to medium businesses, was facing two significant challenges; they needed a way to better understand which of their prospects were worth chasing while improving on a low conversion rate of calls-to-appointments. Despite a competitive offering and a ream of case studies, their sales team were hard-pressed to qualify prospects and find a point of impact in their sales conversations that gave their would-be clients a tangible problem that needed solving.
We’ve calculated by moving to Insites, our BDR productivity is up by over 50%!
Despite launching their new Business Development Relationship (BDR) team, WordJack were discouraged to find conversions of leads well below expectations, as both qualifying and engaging with prospects was proving difficult. Despite having a solid solution offering, the team acknowledged that there were three big problems in their BDR process:
• The team had a large, unqualified list of prospects to qualify and sell to
• Sales agents were spending too much time on research in an attempt to qualify their call lists and identify high potential prospects, thereby reducing the amount of outreach calls that could be made each day
• Without insight into the prospect’s site, they were selling solutions without a clear idea of the problem, meaning they had no tangible hook with which to have quality conversations with their clients
The initial solution was to run tests and audits through other tools after speaking to the client. However, compiling reports from other providers was time-consuming and didn’t meet their business requirements or bias for speed. Therefore, WordJack looked for an alternative.
Before using Insites, we would need to run several different tests with other platforms which took longer. Insites improved reporting speed by 70% and saved significant costs – both in terms of time and dollar expenditure – by consolidating our solutions into one.
Consolidation of all the tools into one easy-to-use and understand tool, improving their sales turnaround time by 50%.
Faster prospecting as sales agents now pull reports – in real time – while speaking to prospects, meaning they can quickly grasp what problems exist across the business’s online presence and suggest easy-to-follow tips on how to fix them (and how WordJack can provide solutions).
Increased conversion from initial outreach to booking appointments with sales team members, reducing their conversion rate from 1 in 80 to 1 in 25.
A digital marketing agency that serves small and medium-sized businesses, WorkJack is well acquainted with both the challenges SMBs face and the multitude of auditing tools there are to use too. With over 1,000 website customers, they offer their clients a broad range of digital services, including SEO and SEM solutions, website design and production, and more.