DemandZEN, a lead generation service that provides account-based appointment setting for B2B technology companies, reached out to Cosmic Growth after hitting a wall with their existing outbound approach.
“We began working with Cosmic Growth a little over six months ago,” explains Lynn Wik, VP of Service Delivery at DemandZEN. “We were heavily focused on outbound dialing and calling, and we wanted to add an email cadence piece to our arsenal because some people don’t answer the phone.
However, DemandZEN’s initial attempts at cold email outreach failed to deliver the results the company expected. Wik continues, “We thought we knew what we were doing with email, but we found out very quickly that what we suspected would work did not work. In order to ramp up quickly, we needed a partner who had a lot of experience.”
Initially, DemandZEN engaged Cosmic Growth to support the development of its sales email messaging and cadencing. However, the scope of the work quickly grew to encompass call talk tracks for SDRs to use in support of their outbound calling as well.
“During these six months, our relationship [with Cosmic Growth] has really been evolving,” notes Wik. “The best part of the partnership has been the extra mile that Cosmic Growth has gone for us in understanding what we’re trying to do, and helping us fit their methodology into our framework.”
As an example, Wik shares, “We had one client that Michael helped us with our email cadence for – it was actually the first one we worked on. And it really solidified the value of working with Cosmic Growth, because immediately after launching that email cadence, we had a qualified meeting for that particular client after one day. We did the same thing again with our call messaging. After working with Michael and a few other people within Cosmic Growth, we had four meetings in two days. That really lowered our hours per meeting set, which is a great value to us.”
In the case of one account, Cosmic Growth’s consulting facilitated a 33% increase in meetings booked, resulting in a renewal. In another, DemandZEN was able to go from setting one meeting in 107 hours to setting three meetings in just 27 hours after changing their sales messaging with Cosmic Growth’s guidance. Three additional renewals have since followed following changes made after Cosmic Growth’s coaching that delivered further value with DemandZEN’s new cold outbound focus.
Beyond the impact to DemandZEN’s outbound email results, Wik appreciates being able to delegate B2B sales training to an experienced partner. “Cosmic Growth has been able to take working with program managers directly and helping them understand the methodology of persona-based marketing off my plate,” she describes. “In addition, we recently brought on a marketing specialist, and Cosmic Growth has been working with that person to help them learn how to get the message out.”
DemandZEN is a lead generation services company focused on Account-based Appointment Setting for companies in the B2B Technology space.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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