Prospecting productivity increased by 40%
Locke Gilmour
Lean Coach
About PBI
Practical business improvements is a results driven management consultancy that focuses on enabling companies with lean and agile methods to implement company culture, infrastructure, and team collaboration. Their core offering focuses on studying companies to identify process blocks, and suggest improvement measures to help facilitate the smooth functioning of businesses.
Challenge
PBI wanted to open up their email campaigns to a wider customer base. To help facilitate the growth plan, they wanted a data provider who can find new contacts they could quickly campaign with. Their current prospecting system involved manual efforts that took long to reach potential leads that were also less in number, for the amount of time spent.
To switch from manual prospecting, Locke Gilmour, a lean coach in PBI was looking to address the below challenges.
- Increase the yield of their email campaigns, while also making sure their focus was on the right leads.
- Enable their sales teams with quality leads to engage and close deals with confidence.
Having access to the right data plays a crucial role to drive the above objectives to success. This is when Gilmour decided to experiment with Adapt.
Solution
With Adapt’s integration to Hubspot CRM, PBI was now able to fill in critical company and contact information into their existing data set.
In addition to the increased outbound leads, Locke was able to leverage Adapt’s Seeker to fetch custom emails apart from their usual contact downloads.
Results
PBI is now experiencing game changing results.
- The targeted campaigns using Adapt data helped further align the sales and marketing organizations.
- Armed with the ability to build out contact lists to specific personas, Adapt has helped PBI drive successful results from both a marketing and sales perspective.
Industry
Management consulting
Company size
11-50 Employees
Headquarters
Aberdeen, Scotland
Founded
2013
Website