Case Study
Personalization at Scale
Greaser Consulting created a new sales messaging strategy to increase prospect engagement and generate more pipeline.
Project Goals
Key Outcomes
“The team was thorough in their understanding of our messaging, consultative in their approach and process, flexible to our specific needs, and very professional with their communication and delivery.”
Conversational marketing leader undergoes a sales messaging transformation
Our client’s Head of Sales Development came to Greaser Consulting for help transforming their sales messaging strategy.
In addition to aligning sequences with a new overall messaging strategy, she explains, “One of our goals was to improve the efficiency of our process so that SDRs could improve their account coverage.”
This included introducing personalization at scale for outbound messaging and reducing response time for inbound leads.
Greaser launched a rep-focused discovery process to understand the SDR team’s needs and how they would use the new sequences.
The client shares this about the collaborative process: “The team was thorough in their understanding of our messaging, consultative in their approach and process, flexible to our specific needs, and very professional with their communication and delivery.”
Creating a new sales messaging library
Greaser Consulting created nine total sequences, including five outbound and four inbound sales plays.
The outbound library featured messaging for both SDRs and AEs, with each targeting a key persona.
These sequences leveraged automation to achieve personalization at scale, which empowered their team “to increase the number of prospects active in sequence, while maintaining positive sentiment, increasing reply rates, decreasing unsubscribes, and gaining more referrals.”
For inbound, “the new sequences helped us move from a 25-hour response time to inbound leads (after an initial interaction with a chatbot) to about 7 minutes on average.”
As a leader in conversational marketing, offering a platform that facilitates instant responses, 24/7, a rapid reply to sales inquiries coming in from their chatbots is essential to their brand and identity.
After 90 days using the new messaging library, the client reported that, “we saw a jump in all of the KPIs we measured for success.”
Celebrating success
As a sales team, all of the other KPIs matter in-so-far as they lead to the ultimate goal: revenue growth.
Strong sales messaging supports those KPIs that make revenue growth possible.
And while those results are not instantaneous, as teams have to send a critical volume through new sequences, positive changes in reply rates and sentiment lead to more business.
In a 6-month period, increases in positive replies led to an additional 258 meetings.
From those meetings, our client’s team generated $8M+ in net new pipeline.
About Greaser
Every astronaut needs a Houston. We’re Houston for Sales Execution.
But Houston isn’t one person you call when you have a problem. Houston is a team of individuals, experts in their own subjects, ready to come together and find not just a solution to your problem, but find the best solution.
Greaser Consulting is a unique team, made up of an eclectic crew with knowledge and experience in the sales execution space and beyond. We’re Houston for revenue leaders who want to confidently engage their markets and produce revenue more efficiently.
