“Our product is way too technical. External lead generation consultants just wouldn’t ‘get’ IT.”
Yeah, but nah. We understand that you may have had trouble finding the right mix of resource to bring onboard.
But while we agree that it’s hard to find that elusive person who can understand your technology, clearly articulate the business benefits it offers, and talk engagingly to your target market, it doesn’t mean they don’t exist. They just work for us!
Case in point
Meet ecommbi. They deliver fully integrated ‘best of breed’ omnichannel eCommerce and Online solutions. Their enterprise-scale platforms provide the all-important single customer, single product and single inventory views, with a focus on middleware and data management.
General Manager Glen Moody says their business considered and abandoned several potential sales models, including hiring salespeople to focus on pipeline building. “The people we found who had strong lead generation skills didn’t have the grasp of technology we needed. And the ones with great technical sales skills didn’t have the cold calling experience or initial contact skills. It was a real issue for us.”
Finding the right sales model (and people) was an exercise in frustration. Then ecommbi met us.
We do technology, and we do it well!
Now Hot Leads is not known for shying away from a challenge. Our investment in hiring local businesspeople to do lead generation has paid off time and time again when undertaking campaigns for the technology sector. We not only offered ecommbi the skills and experience to run sophisticated campaigns, but the ability to reach and have intelligent, robust conversations with the people they’d identified as hot prospects.
Our immersion approach to learning about their business and solutions paid off. “Our Hot Leads’ consultant now probably knows more about sales in our business than 90% of the people who work here, which is a powerful thing,” says Glen.
That’s a win in anyone’s books. But even better, we delivered ecommbi real business value. “Using Hot Leads has been extremely cost-effective because of the high value of each sale. Our ROI is much better than if we’d had to find, hire, and train an in-house lead generation resource.”
(Glen also said lots of other really nice things about us which you can read here).
We’re not a one-hit IT wonder
Glen and ecommbi aren’t the only ones to appreciate our expertise in the technology space. For example, Lisa Nicks, GM of Sales (NZ) for Australian business solutions company, Fusion5, also gave us the big thumbs up.
“Fusion5 provides ERP, CRM and HCM business applications into SMB and Enterprise organisations across Australia and New Zealand. Recently, Fusion5 hired Hot Leads to execute a telesales campaign in order to generate and drive new business leads specific to the ERP space. We found Lisa and her team extremely professional in their approach in understanding our requirements before the campaign kicked off, as well as the execution and follow-up. At all times, we were in sync with Hot Leads on the expectations and co-ordination of next steps, as there was constant communication. The campaign has been a success to Fusion5.”
So, if you’ve always thought that you’d never find the IT sales skills you need in a lead generation company, think again!
lisa@hotleads.co.nz.
