Leadable

BACKGROUND

Please describe your company and your position there.

Our company is an eCommerce and marketing agency specializing in Shopify Plus UX/UI design and development as well as retention marketing email/sms strategy & mgmt. I am a partner and the Senior Director of Revenue Growth for our agency.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable, and what were your goals?

We hired Leadable to manage our personalized outbound ABM efforts. Leadable was hired to source contacts, write personalized copy and send outbound sequences on our behalf. Our core goals were to reach out to brands in a more personalized fashion to increase response rate and meetings booked to close deals to grow our business.

SOLUTION

How did you select this vendor and what were the deciding factors?

We were impressed with Leadable's ability to manage our ABM sequences from step 1 all the way through to campaign sends. Additionally, Leadable has really strong copywriting chops and that was a key element that we did not have internally.

Describe the scope of work in detail, including the project steps, key deliverables, and marking tools used.

Leadable manages copywriting for our ABM sequences as well as delivery/deployment of those sequences in marketing platform Mailshake.

How many resources from the vendor's team worked with you, and what were their positions?

We worked directly with two key team members...David was our PM and Ailleen was our core copywriter. David has been absolutely terrific. Outside of results thus far and the hope for future strong results with a continued ongoing partnership, David helped nurture the relationship pro-actively while bringing new ideas and strategy to the table in all our touch points.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the deliverables?

Our team has booked around 6-8 meetings from our initial 3 month partnership and also closed deals with more deals in the pipeline generated from Leadable's outbound efforts. A key to success with the Leadable partnership is that once a brand responds, they are highly highly likely to be qualified as my team handpicked the brands to reach out and they are within our ICP.

How effective was the workflow between your team and theirs?

Their workflow has been terrific and extremely effective. David has gone above and beyond to ensure our partnership is successful while providing insights into our performance that allows us to pivot when needed.

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

Taking the time to personally research every single brand out of the hundreds we provided to share extremely personalized insight in their copy to be included in our outreach. This is time consuming and a very critical part of the partnership that we have been impressed by.

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

Copywriting has been sound but focusing on the ability to adapt to different industries of clients and speaking in the voice/tone that will be effective to evoke a response from leads consistently.

BACKGROUND

Please describe your company and your position there.

Docupace is a solutions provider focused on digitizing and automating operations in the financial advice and investment industry. Financial services firms use the award-winning Docupace Platform (a cloud-based, integrated software suite) to reduce back-office expenses, improve efficiency, strengthen recruiting, and enhance the experience of advisors and investors. With headquarters in Los Angeles, California, Docupace proudly serves some of the largest independent broker-dealers and registered investment advisers (RIAs) in the financial services industry. The Docupace Platform and the professionals behind it have received numerous accolades from the industry mavens. The company was named to the 2022 WealthTech 100, a highly competitive list of the world’s most innovative technology solution providers, won the Gold Globee® Award for “Hot Technology of the Year” in 2021 and was named to 2021 Inc. 5000 list of the nation’s fastest-growing private companies. I am the Chief Marketing Officer and responsible for all things marketing/communications.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable, and what were your goals?

Generate interest for demo/overview conversation from key decision makers within our target market.

SOLUTION

How did you select this vendor and what were the deciding factors?

They sold us! They demonstrated the effectiveness of their skill/techniques by garnering the attention of both our CEO and myself.

Describe the scope of work in detail, including the project steps, key deliverables, and technologies used.

Extensive, 10-step outreach campaigns with new 100 target contacts per month. Messaging included personalized emails, videos, etc.

How many people from the vendor's team worked with you, and what were their positions?

Three

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the deliverables?

Leadable conducted detailed research on the target contact list, ensuring they had all the current contact/professional info. Engagement with the campaign has been very high (Avg Open Rate across all activities is above 60%) and click rates were often above the 20% range. However, we haven't been able to generate much "interested in buying" responses. We've worked together to tweak messaging/approach but it's been a learning process for me on how we should outbound message our platform. We also hired them for a parallel campaign following acquiring a more "retail driven" solution and lead interest generation on that side has been really strong.

Describe their project management style, including communication tools and timeliness.

Great. Couldn't be better. The team is on top of questions, reporting, lead flow. They also patiently follow up when I fail to respond in a timely manner. They've brought in personalized videos and have really sought to leverage existing content assets.

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

The partnership. Our Leadable Team is just like one of our full-time team members. They take a lot of pride in the work they do and it's been a wonderful partnership.

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

Not particularly. Perhaps being more proactive in setting up brainstorming/catch up calls when the results aren't coming in.

BACKGROUND

Please describe your company and your position there.

I'm the VP of Marketing.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable?

We hired Leadable to test targeted outbound sales prospecting strategies for us. They had tools and resources in place that we had not yet brought online. Tapping into their expertise helped us go to market and begin testing our outreach strategies prior to building internal resources.

SOLUTION

How did you select this firm and what were the deciding factors?

We researched multiple service providers and after interviewing teams, we found Leadable to be very grounded and well experienced in this area. They worked hard to deliver meaningful, personalized messaging to our target audience. Also were genuinely eager to be an extension of our team.

Describe the project in detail and walk through their service package.

Each month Leadable would collaborate with our team to identify a new list of prospects to target. Then we worked together to build out a multi-touch messaging sequence that was personalized for each recipient. No mass email templates or spam, each touchpoint was custom. Then they would manage the monthly campaign and monitor engagement and responses. Their ultimate goal was to schedule intro calls for our sales team with new prospects.

How many resources from the vendor's team worked with you, and what were their positions?

Brandon was our main point of contact. He was responsible for sourcing list, working with his team to craft messaging, and flushing out our overall outreach strategy.

RESULTS & FEEDBACK

Can you share any outcomes from the engagement that demonstrate progress or success?

Leadable delivered a well-curated, highly polished campaign that generated consistently strong engagement statistics. Over time, however we were unable to push to convert this engagement into leads for our team. We don't anticipate this was a result of Leadable's work, but more of a misalignment between the outbound strategy and the type of merchant we were targeting that required a more consultative sales approach.

How effective was the workflow between your team and theirs?

Pretty streamlined after the first two months.

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

The team was genuinely interested in learning about our business and doing their best to drive results. We tested other agencies during the same time we collaborated with Leadable, and others tended to default to mass templates and low-quality output. Leadable was the opposite, high quality work from end-to-end.

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

None.

BACKGROUND

Introduce your business and what you do there.

I’m a director at a market research company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Leadable?

We engaged them to help us with lead generation, looking to generate early leads on our sales funnel.

SOLUTION

What was the scope of their involvement?

Leadable is our lead generation specialist. They help us target an audience profile in our area and elsewhere. The goal is to generate interest so that we can set up business meetings with prospective clients. 

They research and profile companies we want to talk to and the individuals within those companies that would be potentially interested in buying our services. From there, Leadable reaches out to them on our behalf via email.

We track the leads’ engagement through the emails, and we only respond to people who’ve actively sought to have a conversation with us. At the point where someone is engaged and wants to talk with us, Leadable will hand over the contact so we can take the conversation forward. 

What is the team composition?

We have contact with 2–3 people from Leadable, including Barry (Founder & CEO), the head of client growth, and we talk to one of their researchers from time to time. There are teammates who write the emails and correct copy who we don’t talk to on a day-to-day basis.

How did you come to work with Leadable?

They got in contact with us, and we were impressed by how they approached us. Leadable had researched our business, and they’d sent an email to our CEO. This showed us they’d done their homework, so we were interested in having a chat with them, and it went from there. 

What is the status of this engagement?

We started working together in October 2021, and the engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

The indication of Leadable’s success has been their ability to generate leads for us; we’ve had conversations with 5–6 well-known brands who are potentially interested in using our services, one of whom has already given us a brief. These results are meaningful because we’re asking them to help us generate new relationships, which is what they’re doing. 

Their team keeps track of results through specialist metrics connected to email click-through and open rates. Although we’ve worked with lead generation specialists in the past, we don’t have a like-for-like comparison because Leadable’s approach is very different. Overall, they’ve delivered everything they set out to deliver for us — we’re happy with them and continue to work with them.

How did Leadable perform from a project management standpoint?

Most of our communication is by email, telephone, or video conference. We have a biweekly strategy call, and they include most of what we want to cover within the agenda. Between those calls, email is more than sufficient most of the time.

I’m glad we don’t use any project management tools because we have a very account-based relationship, and I wouldn’t welcome a platform handling it for us. Additionally, we don’t have the capacity to engage with CRM software, and due to Leadable’s targeted approach, there isn’t the volume of leads that would justify that sort of technology.

What did you find most impressive about them?

The thing about Leadable that caught our attention was the research they did upfront to understand who’s likely to be engaged with the products and services we sell. Their copywriting has a distinctive and valuable quality due to their research. 

Many lead generation companies are in the numbers game, trying to reach as many people as possible, hoping that a relatively small percentage will turn into a meaningful number. Leadable goes about it the other way around, precisely targeting individuals within companies that we want to work for in the relatively small double-digits, not in the hundreds.

Are there any areas they could improve?

I don’t think I would ask them to improve anything right now. Although it would be easy for me to think that they should generate more leads for us, we’ve been in business for 30 years and have a good understanding of what we can expect. Leadable is delivering results for us in a good way — we’re happy with what they’re doing.

Do you have any advice for potential customers?

My advice would be to start from what you want to achieve and focus on the outputs, not the inputs. Many lead generation companies will talk about metrics, technology, and how many potential customers you can reach — those are inputs. Focus on what you want to get out of the project, the value of the contracts you wish to secure, being realistic about those. Additionally, know your audience.

BACKGROUND

Please describe your company and your position there.

I oversee business development for my firm and have tried many different approaches over the years with pipeline development.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable?

Whether outsources or FTE, pipeline development for a small firm requires several capabilities that were hard to find in a single source. When we found Leadable, it was clear they understood this challenge and had assembled a team to blend these skills on behalf of my business, at a cost that was very logical.

SOLUTION

How did you select this vendor?

After years of working outsourced lead development companies and internal sales FTEs, we had a pretty good understanding of what we needed and it was pretty easy to see that Leadable was offering a good fit.

Describe the scope of their work in detail.

List development Communications plan & copy development Outreach for meetings Reporting

What was the team composition?

We have a lead contact who does the outreach and collaborates with us on the plan for developing prospects into meetings. He is supported by a broader team of copywriters, email marketers and strategic support.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We're happy with the approach readable takes to developing relationships and appreciate the real-time feedback from prospects about their experience with our team. The level of service and support from Leadable is great.

How effective was the workflow between your team and theirs?

very good.

What did you find most impressive about this company?

They have an innovative approach and a focus on quality over quantity—a rare offering in this space.

Is there any area for improvement or anything that could have been done differently?

There's a lot to educate outsources supporting resources about our business, so the more I get nuanced questions for clarification, confirmation or deeper understanding, the better

BACKGROUND

Please describe your company and your position there.

I'm the director of Marketing in a digital marketing agency. My responsibility is generating leads for the new business team.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable, and what were your goals?

We wanted to find a new lead generation channel to improve our sales pipeline and provide a consistent flow of leads despite seasonality. As a small team, we had limited resources to execute such a personalized strategy in-house.

SOLUTION

How did you select this vendor and what were the deciding factors?

We searched for outbound sales agencies and shortlisted 3. After speaking with all, we chose Leadable because their approach was more than "cold emailing", thanks to the level of personalization. Most importantly the campaigns targeted companies that were selected by us instead of going after mass lists.

Describe the scope of work in detail, including the project steps, key deliverables, and marking tools used.

First, we had a discovery call with the Leadable team to discuss our brand, goals, messaging, target audience, and so on. Then, the team built as our first campaign and a list of prospects. We had full visibility on their work and the opportunity to provide feedback along each step. When the campaigns were live, we received reports and updates from the team regularly to keep us in the loop.

How many resources from the vendor's team worked with you, and what were their positions?

Most of the time we worked with the account lead, but also met with the wider team including the founder and the copywriter.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the deliverables?

The campaigns have been received well by the target audience. We've seen engagement rates we couldn't achieve in-house. While the campaigns are ongoing and we're still in early stages, getting our message in front of the right audience is the key in helping us increase awareness and eventually generate more sales.

How effective was the workflow between your team and theirs?

We've had monthly zoom meetings to discuss the strategy. In between, communication has been easy via Slack and we've always received quick replies to all questions. The team is very responsive and open to hear our ideas and feedback.

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

Leadable uses a very unique approach to outbound campaigns. Unlike many similar agencies, they focus on the quality of leads and getting in front of right people. We can trust them to represent our brand right with highly personalized outreach that isn't too aggressive or salesy.

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

We haven't received as many leads as we hoped, but then again, we're still in early stages and finetuning the approach.

BACKGROUND

Please describe your company and your position there.

I run the Middle East for Intuition Publishing Ltd - the largest providers of online learning for Banks covering Risk, Investment and Compliance / regulation

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable, and what were your goals?

We engaged with Leadable to help drive revenue's in our business unit. They provide exactly what we were missing - finding qualified people in banks that needed our product. Our goal is to add $1m revenue within 12 months

SOLUTION

How did you select Leadable and what were the deciding factors?

They came to us firstly, then we checked around what was on offer ij the market and we backed Barry and David and the team as they came across as very sincere and credible

Describe the scope of work in detail, including the project steps, key deliverables, and marking tools used.

They can do that much better than I but basically the steps are a domain fit for purpose then direct communication with the target audience and a slow but measured building of a 'zone of comfort' that gets the prospect to open up and consider digging deeper to find out more about what we have on offer.

How many resources from the Leadable team worked with you, and what were their positions?

3 or 4 plus backend people that we don't engage with

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the deliverables?

We are in month 4 so early days but the indications are this is now a partner not a vendor and is going to be embedded in our company for good

How effective was the workflow between your team and theirs?

They are excellent throughout the workflow - they are the glove if we are the hand

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

The way in which they operate is unique to me and I have worked in technology companies since 1986.

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

So far no, maybe get wins quicker but that is not realistic as our average deal is > $30k

BACKGROUND

Please describe your company and your position there.

I am CEO of a branding and digital marketing agency currently working with some of the world's leading hospitality brands

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable?

In response to a clear opportunity to expand our market, we wanted to target growing drinks brands. Our specialism in hospitality has positioned us well to expand into this market. Our sales resources in-house are limited so we looked for a out-sourced solution.

What were your goals for this project?

We specifically wanted to work with more drinks brands to reduce our reliance on a single industry. We needed a partner that could deliver warm leads from a cold list on a regular, on-going basis.

SOLUTION

How did you select Leadable?

The targeted me with their personalised approach that caught my attention. Their sales process worked on me (and I'm quite cynical) so I felt it would work on others! After meeting I felt a cultural alignment and decided to run a trial, which is working well.

Describe the project in detail.

Leadable follow a systematic, personalised sales approach. They research each prospect in detail before making an approach. This enables them to approach from position of knowledge and remove barriers. After a series of emails the objective is to secure a meeting with me and the prospect.

What was the team composition?

We work with David, our dedicated sales agent. Barry oversees the process.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We've had a 10% lead conversion rate from a 92% open rate on cold emails. I've had a number of positive meetings and continue to move prospects through a conversion funnel.

How effective was the workflow between your team and theirs?

Very good workflow. David has been responsive, clear with his information, and persistent in his process. I genuinely feel that they care about getting results for us.

What did you find most impressive about this company?

Very personable, determined to achieve results.

Are there any areas for improvement?

I'm very happy with the service so far!

BACKGROUND

Please describe your company and your position there.

Director of Sales in a consultancy firm.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable?

We hired Leadable to run personalized outbound sales campaigns on our behalf.

What were your goals for this project?

The primary goals were to generate leads for our sales team and to build awareness for our solution with our buyer personas.

SOLUTION

How did you select Leadable?

They approached us directly. We were very impressed by the quality of their outreach and felt as though we could trust them to represent our brand. We have had bad experiences with companies like this in the past so this was very important for us.

Describe the project in detail.

They had a very smooth and professional onboarding period which was managed very well. From the outset, we felt confident that they were on top of everything and that they put enough work into understanding our offering and the problem that we solve for our customers. New campaigns start monthly and the results have continued to improve month over month as the pipeline has been filling up.

What was the team composition?

The breakdown of the team was one of the main reasons why we chose Leadable. The breakdown of the role makes perfect sense and we have a senior account manager who is our primary point of contact, but he is being supported by a researcher and copywriter who do all of the unique personalizations.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

In terms of leads generated, the first couple of months were a little slow, but the team had warned us to keep our expectations low at this stage as it was a longer-term play with the pipeline. Thankfully, we have a decent stream of quality leads flowing through each month since and it seems to be continuously improving.

How effective was the workflow between your team and theirs?

Perfect. The communication on a shared Slack channel and the full transparency and visibility into everything that is happening is a big plus point.

What did you find most impressive about this company?

1. Attention to detail - We have really struggled to find external partners who we could trust to represent our brand in the way we want it to be represented, and we have no concerns here.
2. Communication and a drive to make it work. Our first campaign was not performing very well and they were very proactive in suggesting changes and testing different approaches.

Are there any areas for improvement?

The impatient side of me would love to have seen a quicker return with more leads in the first 2 months, but as mentioned before, the team were adamant about building a longer term and more sustainable approach, which has definitely paid off.

BACKGROUND

Please describe your company and your position there.

We are a Frontline LMS and Training provider - I head up our Learning Technology team

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadable?

Our SaaS solution wasn’t generally something people were aware how to search for so Leadable were tasked with doing cold outreach and lead generation creating hyper personalised outreach to trigger meeting requests and exploratory conversations

What were your goals for this project?

To generate 5-10 leads per campaign with companies of 1000+ people

SOLUTION

How did you select Leadable?

Personal referal and having seen first hand some of the work their CEO Barry had done in different organisations. They were also very invested in ensuring we approach this as a partnership to get the most out of it from the first conversation

Describe the project in detail.

Focused on 3 core campaigns - Sales, Service and Safety. Leadable then built a core target list of companies and people within those organisations which met certain criteria before building a series of outreach email campaigns designed to connect personally with each of the people on the list. As soon as a prospect indicated any interest in a conversation/meeting that was handed over to my team to qualify and explore

What was the team composition?

A mix of sales copy writers & researchers

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Given the relatively short nature of the 3 campaigns the first 2 generated some really good engagement, click and open rates. In addition to this there were some really good profile prospects that could be directly linked to the work they did.

How effective was the workflow between your team and theirs?

Good, it was a really seemless tea nation and handover between both stages of the engagement

What did you find most impressive about this company?

Time invested in understanding our business as well as some excellent sales copywriting

Are there any areas for improvement?

The elements which didn’t deliver the outcomes we hoped likely wouldn’t happen again as it was an inevitable element of both business learning what worked and what didn’t. Had we been able to extend the contract further I believe we would have been able to see some much stronger results