Another search for success
Building on the successes under their belt, GOb2b needed to reach these potential customers and tell them an integrated ecommerce solution to their particular accounting system existed now. The senior team began to look for another partner who could help - though they were very sceptical that one could be found.
Shortlist Marketing were one of several companies that Paul Belworthy, Head of Sales and Marketing contacted to find solutions to their lead generation challenge.
Initially, Paul was looking for a list of ideal prospects for the internal sales team to reach out to, to develop their sales pipeline. Out of the organisations they contacted, Shortlist Marketing were the only company that took the time to understand the issue, market and company.
Paul decided to undertake a data build trial with Shortlist, initially to identify users of the accounting systems they integrate with, starting with Sage and Pegasus.
“Straight away I was impressed with the Shortlist Marketing team, they were very flexible and wanted to work with us to find a solution” Paul Belworthy said
Having never found a similar list before, GOb2b were sceptical over results, so they offered Shortlist a short-term contract with the option of a longer-term relationship if they were satisfied with the results.
“It is important that we work in partnership with our clients” said Phil Richardson, MD at Shortlist Marketing. He goes on to say “We understand lead generation and what goes into making a successful campaign. We bring this experience and our skilled team to try different approaches to generate success.”
Initially, Shortlist began qualifying the contacts provided – understanding what accounts system they were on and gauging where they fell in the sales pipeline. Over 50% of contacts were deemed a perfect prospect for GOb2b, a far better success rate than they originally imagined.