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How Nine Feet Tall used SoPro campaigns to drive sales without building out internal business development teams

Company profile

Location:

UK

Product/Service:

Management Consulting

Deal cycle:

/

Target profile

Location:

UK

Company size:

50 - 1000

Role/Function:

Senior HR, Change, Transformation, Finance, Operations

How Nine Feet Tall partnered with Sopro to bring in expert sales support without building an internal team

Headline results

logo-coral
£52 cost per lead
logo-coral
4% lead rate
logo-coral
10% response rate
logo-coral
£52 cost per lead 4% lead rate 10% response rate

Company description

Nine Feet Tall are a team of project delivery experts with experience across many sectors and disciplines. They work in partnership with clients and help them plan, deliver and embed change.

Nine Feet Tall’s expertise and close network allows the team to share best practice efficiently to consistently deliver beyond expectations.

Nine Feet Tall aims to help organisations be successful in delivering positive change for themselves far into the future. The consultants are honest and collaborative in order to set both short and long term project delivery goals; ensuring the desired processes is firmly embedded and understood before final handover.

Objectives

The campaign targeting large companies, with over 1000 staff and revenues above £25m+. The campaign aimed to introduce prospects to Nine Feet Tall, and secure a meeting where their consultants could outline their vision to assist with change and project management, especially with rescue projects.

Nine Feet Tall initially provided collateral to help the Sopro prospecting writers target the legal and housing industries, but they later expanded their targeting with the help of our outreach experts, and saw great results from several industries.

Our solution

Previously, each member was tasked with developing their own new business. Being experts in project management rather than sales, they realised the business development process would be better if it was run by experts, so partnered with Sopro to run consistent outreach.

This allows them to focus on delivery, and concentrate on potential new clients only when genuine interest has been shown through the prospecting campaign. It has also meant they have avoided needing to build their own internal sales function.

Campaign performance breakdown

Sector Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
Retail 1189 437 15.6% 62 5.2% 18 1.5% £ 132.11
Insurance 1158 1135 28.7% 96 8.3% 24 2.1% £ 96.5
Law Practice 341 260 27.8% 47 13.8% 23 6.7% £ 29.65
Financial Services 317 234 25.1% 40 12.6% 12 3.8% £ 52.83
Information Technology and Services 284 197 21.0% 25 8.8% 9 3.2% £ 63.11
Logistics and Supply Chain 260 71 11.0% 22 8.5% 13 5.0% £ 40
Pharmaceuticals 240 77 12.7% 18 7.5% 7 2.9% £ 68.57
Automotive 169 101 17.5% 17 10.1% 5 3.0% £ 67.6
Hospital & Health Care 158 82 17.9% 24 15.2% 4 2.5% £ 79
Legal Services 135 59 15.7% 18 13.3% 10 7.4% £ 27

 

Company Size Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
1-10 employees 29 12 16.9% 4 13.8% 2 6.9% £ 29
11-50 116 59 21.1% 10 8.6% 6 5.2% £ 38.67
51-200 462 481 30.2% 45 9.7% 9 2.0% £ 102.67
201-500 523 470 30.3% 52 9.9% 22 4.2% £ 47.55
501-1000 1578 973 21.4% 203 12.9% 85 5.4% £ 37.13
1001-5000 2580 1602 21.0% 289 11.2% 104 4.0% £ 49.62
5001-10,000 761 528 22.4% 71 9.3% 25 3.3% £ 60.88
10,001+ 1606 825 17.3% 126 7.8% 39 2.4% £ 82.36

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