Seeking external support, SnapFulfil had begun searching for a new partner when Shortlist reached out to them, instantly putting themselves in the conversation.
Shortlist stood out to SnapFulfil because of its proven methodology, understanding of the industry and expert Sales Development Reps (SDRs), who had experience in nurturing and qualifying MQLs.
After the initial meetings and pre-campaign planning, it soon became clear to SnapFulfil that they had made the right decision when they learned more of Shortlist’s experience working with ERP and WMS systems. This established knowledge made it easy for Shortlist’s SDRs to quickly understand SnapFulfil’s brand, product and the industries they operated within.
After a few successful months, the initial campaign expanded from traditional Lead Generation and marketing conversion to encompass revenue identification within the existing database.
The decision to focus on aged leads, old form submissions and cold marketing leads came from SnapFulfil’s need to increase in-year revenue as they approached the end of the financial year. This addition to the campaign put Shortlist in a position to re-establish relationships with the database and win immediate business.
The success of the campaign continued on an upward trajectory after introducing Shortlist’s revenue identification service, with Shortlist’s SDRs now truly qualifying and nurturing all historic and new leads. With the resources now in place to build rapport with existing data, SnapFulfil’s sales pipeline started to fill with high-quality leads, all of which were well-qualified and sales-ready at the point of handover.
Bright Masih Head of UK Commercial valued the quality leads Shortlist were able to generate; “So far, Shortlist have generated a large volume of high-quality leads, all of which have been well-qualified, which helps us to reach our targets.”