TL;DR
- The importance of coordination between Sales and Marketing: Transforming Account Executives into Full-Stack Sales profiles while strengthening outbound marketing acquisition strategies highlights the need for close synergy between both departments to maximize campaign effectiveness.
- Intent signals and personalization: Integrating intent signals into outbound marketing campaigns makes it possible to target high-value prospects more effectively, increasing the chances of conversion.
Ask your favorite LLM for a summary of this page
Challenge / Objective
iBanFirst had recently transformed its Account Executives into Full-Stack Sales profiles, making them responsible for their own sourcing. Following this restructuring, the marketing department wanted to strengthen outbound acquisition to support sales teams in their prospecting efforts.
Bulldozer was asked to audit and optimize this outbound strategy in order to improve lead volume, intent signal detection, and the effectiveness of international campaigns.
Strategy
- External audit: In-depth analysis of iBanFirst’s public content to understand the business model, value proposition, and acquisition channels.
- Kick-off questionnaire: Collection of detailed information from iBanFirst to fill initial gaps and adjust the strategy.
- In-depth interviews: Interviews conducted to gather key information, forming the basis of the audit report.
- Audit report: Finalization of a detailed report with recommendations on CRM cleanup, the growth stack, lead generation and enrichment, outreach, and the integration of intent signals.
Results
- Improved conversion rate: Thanks to the audit and optimization of outbound strategies, iBanFirst saw an increase in conversion rate, with better-qualified prospects and more precise targeting.
- Greater efficiency of international campaigns: Outbound campaigns became more effective, with better intent signal detection and increased personalization, helping expand lead acquisition across international markets.
- Better CRM and lead management: The audit enabled CRM cleanup and reorganization, making lead management easier and accelerating prospecting processes, while giving Sales teams more effective tools.
