CallingAgency

BACKGROUND

Please describe your company and position.

I am the Business Development Manager of a fintech company.

Describe what your company does in a single sentence.

We​‍​‌‍​‍‌ work as a fintech and a payment processing company that are offering safe as well as automated transactions for medium-to-large sized businesses who want to streamline their financial ​‍​‌‍​‍‌operations.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire CallingAgency to accomplish?

• To generate a consistent and predictable volume of qualified sales appointments in order to keep our pipeline full of people with high intent to purchase our payment processing solutions.
• To offload all manual, time-consuming outbound cold calling and prospecting to enable our internal account managers to just do technical discovery calls and close the deal.
• To penetrate into new business areas much faster than we could on our own by using their specialized SDR team to test and qualify leads in target industries.

SOLUTION

How did you find CallingAgency?

• Online Search
• LinkedIn

Why did you select CallingAgency over others?

• High ratings
• Pricing fit our budget
• Good value for cost

How many teammates from CallingAgency were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Task Overview

The scope of this engagement is high-volume outbound business development to support our Sales Pipeline for our Fintech solution. Calling Agency will act as an extension of our internal team focused on generating demand by identifying and qualifying prospects. This will be an ongoing engagement with continuous list building, cold outreach through telephone, script enhancement and initial qualification to ensure that only high-intent prospects are handed over to our account managers.

Key Deliverables.

• The Calling Agency has provided the following key outputs during his tenure with us.
• Sales Appointment: A consistent volume of pre-qualified appointments scheduled directly into our internal sales calendars on a monthly basis.
• Activity Reports: Daily activity report on the number of calls made, prospects contacted and status of lead.
• Call Recordings: Full audio recordings of every outbound call that we use for quality, script and team training.
• Lead Intelligence: Information collected during cold calls relating to pain points and feedback on service charges.
• Pipeline Updates: Updates on every contact made with prospects that helps us keep our CRM updated with the latest and accurate lead information.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

We​‍​‌‍​‍‌ achieved three quantifiable results.

• Pipeline Growth: We regularly get up to 30% extra qualified sales appointments that are scheduled directly to our calendar every month.
• By working on closing deals and high-level strategy instead of manual prospecting, the productivity of our in-house team has significantly risen.
•  Pre-qualified leads have made the final discovery sessions' conversion rate ​‍​‌‍​‍‌higher.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

CallingAgency has proactive project management approach.  The daily reports and call logs are always given on time making sure we are never out of the loop. They respond very well to our particular needs, for example when we want a script changed or an audience focus adjustment. Whenever we send them feedback based on call recordings, they get the changes done immediately. This aspect makes them very flexible. Moreover, the outreach strongly adheres to branding.

What was your primary form of communication with CallingAgency?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

I was impressed with their pace of onboarding and also their agility. Unlike other agencies that take weeks to scale up, CallingAgency understood our Ideal Customer Profile and technical brand nuances within days of starting things off. It is unique to them to adapt our complex fintech scripts for respective clients and modify their approach as per call recording feedbacks in real-time. More than a vendor, they feel like a member of our internal team. 

Are there any areas for improvement or something CallingAgency could have done differently?

The key area of opportunity is data integration.  We are currently doing this manually as their report lead data is getting transferred to our CRM, which is quite lengthy and time-consuming as the volume increases. If CallingAgency could get direct or more automated integration with our CRM, it would save our administrative effort significantly. Looking beyond that, the service quality has been very consistent.

BACKGROUND

Please describe your company and position.

I am the Senior Executive of Qlik

Describe what your company does in a single sentence.

Software development, cloud integration software and data analytics

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire CallingAgency to accomplish?

• Get qualified meetings with enterprise and mid-marke accounts
• Prioritize contacts with budget authority or direct influence over platform decisions

SOLUTION

How did you find CallingAgency?

Referral

Why did you select CallingAgency over others?

• Pricing fit our budget
• Referred to me

How many teammates from CallingAgency were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

ICP build for technical and commercial buyer personas across our core segment: BI and analytics, data integration, cloud and SaaS migrations, and dataops.
Outbound messaging tailored to each persona.
Prospect sourcing, outreach sequencing across phone and email, appointment setting, and weekly pipeline reporting against agreed targets.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Meeting volume was consistent week on week once the engagement was past ramp.
Over 60% of meetings booked converted to active pipeline opportunities. 
The engagement contributed directly to our new enterprise pipeline in the period we ran it

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Weekly calls were always prepared. Response time outside of scheduled calls was same day, no chasing required.
Deadlines were not an issue at any point.

What was your primary form of communication with CallingAgency?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

They actually learned the product categories before touching the phones.
They also ran multi-product outreaches, different product lines, different buyer personas, different conversations.

Are there any areas for improvement or something CallingAgency could have done differently?

The CRM integration took longer to set up than it should have. It got sorted, but cost us some days of clean data at the start.

BACKGROUND

Please describe your company and position.

I am the HR Compliance Portfolio Manager of Toronto-Dominion Bank

Describe what your company does in a single sentence.

Toronto Dominion Bank is one of the major banks in North America.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire CallingAgency to accomplish?

• To book qualified sales appointments with decision makers in our target accounts

SOLUTION

How did you find CallingAgency?

Referral

Why did you select CallingAgency over others?

Referred to me

How many teammates from CallingAgency were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

CallingAgency handled the full outbound funtion: list building, call script development, cold calling, email sequences, and linkedin outreach. We started with a 30-day pilot focused on one vertical, reviewed results together, then expanded to two additional industries in month two.
They managed all outreach and passed qualified leads directly into our CRM ahead of each booked meeting.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• 27 qualified meetings booked in the first 60 days.
• Show rate on those meetings was around 78 percent.
• 60 percent of those moved to secondary conversation.
• We closed three deals in that period.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

The callers actually understood what they were selling. Their reports were prompt and very detailed.

What was your primary form of communication with CallingAgency?

Email or Messaging App

What did you find most impressive or unique about this company?

CallingAgency's callers were very good. They weren't just reading from a script, they could handle objections, explain our value proposition in plain language, and have a real conversation. The reporting was also genuinely useful.

Are there any areas for improvement or something CallingAgency could have done differently?

The first week's lead were a little broad, a few meetings that didn't quite fit our ICP. It tightened up quickly once we gave feedback, but a more detailed qualification call before launch would have saved us a few wasted meetings early on.