Great Outbound Lead Generation is all about providing small chunks of value to people who personally benefit from it. The rest is experience and a bit of technology.
Early 2020, COVID fundamentally collapsed the way most of us connect and network with new potential buyers. Meanwhile, we all know that this 'temporary' disruption had longer term effects on business development and business relationship building.
With the learnings from various COVID impacts (WFH, asynchronous decision making, not in-person meetings, changes in strategy and priorities) we radically adjusted our well-established sales machine into a multi channel outbound lead generation machine that already produced 361 meetings in year one (2020).
We learned about the importance of campaign post-mortem analysis every to improve and optimize the lead generation machine in order to increase the meeting conversion rate (yield).
Oh, 2023 was a tough one! Probably the most difficult year I’ve ever experienced in German B2B sales (since 2001)
History
2020: 361 meetings booked
2021: 622 meetings booked
2022: 728 meetings booked
2023: 767 meetings booked
The BizXpand Lead Generation Machine
Right from the early days of BizXpand in 2010, our clients are still international high tech companies, that want to systematically gain more customers in the German speaking markets and beyond. They all have high-ticket offers. Characteristics of “high ticket” are:
- consultative selling.
- multi-touch.
- multiple decision makers/influencers.
- longer sales cycles, no transactional sales.
- higher customer lifetime value (CLV > €30k).
- typical targets: companies between 200 and 5000 employees.
2023 Sales Metrics
- We received 16034 replies from decision makers and decision influencers.
- We carried out 192 outbound campaigns for 26 clients.
- We booked 767 meetings for them!
For our clients, 767 calls and meetings with decision makers/influencers in mid-size to large enterprises is a fantastic achievement.
A typical BizXpand campaign involves 500 to 2000 contacts and runs for 2 to 4 months. Average lead time per contact is 33 days with up to 7 touch points on LinkedIn and email.
Recent Findings and Learnings
2023: A Year In ReviewEU Manufacturing Has Changed How They Buy In 2024How To Sell Solutions That Contain AI On The German MarketOur Secret Sauce Does Not Work In The United States
Remember: Outbound lead generation is the only scalable and repeatable sales method to grow and export a high ticket business to new market segments and geographies.