Both rates doubled: how awardit reaches HR decision-makers.
awardit prospects HR decision-makers and CEOs for reward and incentive systems. Philipp Rothenburg, Teamlead New Business & Sales Development, compared the numbers before and since Konver.
- Company
- awardit
- Industry
- Reward and incentive systems
- Target group
- HR decision-makers and CEOs
- Call-to-decider rate
- 8 %19 %
- Before Konver 8 %, since Konver between 13 and 19 % of calls reach a decision-maker, depending on the month.
- Meeting rate
- 5-8 %17 %
- Average meeting rate today, with the same quality of calls.
- Result
- 2x
- Both rates doubled, with the same team and the same calls.
Figures reported by awardit from day-to-day use. Result of a single customer project, not a promise of a specific outcome.
The challenge
HR decision-makers and CEOs are hard to get on the phone. Only 8 out of 100 calls reached a decision-maker, and the meeting rate was 5 to 8 %. Individual target contacts stayed out of reach for months.
- 8 % call-to-decider rate
- Lists worked top to bottom
- Important contacts not reached for a year
The solution
awardit does not call any differently than before. Konver calculates reachability signals for the contacts on the list and assigns one level: high, medium or low. The team works the list by that level instead of top to bottom, on direct dials from 25+ sources instead of through the switchboard.
- High, medium or low: the contacts most likely to pick up first
- Direct dials from 25+ sources, extension instead of switchboard
- Same call quality, same team
The result
Call-to-decider rate from 8 to 19 %, meeting rate from 5 to 8 up to 17 % on average. More decision-makers means more flow in the conversation, and a marketing director who could not be reached for a year turned into a meeting.
- Reach doubled
- Meeting rate more than doubled
- Motivation up in the team
100 calls. How many decision-makers, how many meetings?
Around 200 calls per meeting.
With KonverAround 31 calls per meeting, over 6x fewer.
“The numbers shocked me at first. We actually managed to double both rates.”
“It is just easy now, because Konver opens automatically. You open the page, you need your lists or you look into the lists, you just look at who is green, and then you can basically get going.”
“The first one is the call-to-decider rate. Before Konver we were at 8 %, and since Konver it is between 13 and 19 depending on the month, so we doubled it. And the meeting rate too, with the same quality of calls: it used to be between 5 % and 8 %, and we have been able to raise it to 17 % on average, because you simply get into the flow more, you have more decision-makers, you get more fluent.”
“It simply raises motivation and of course success too. No sales rep thinks: cool, it worked, now I will stop and do less. On the contrary, when you know it works, you tend to do more.”
“For a year I could not reach the marketing director of a huge wholesale company. It was about implementing a reward system, and after a year I reached the director and set up a meeting. The meeting turned out very well too. That really was a big fish.”
“If someone really asks me, I would say every time: take it. In sales especially, it is extremely useful. I really know now that I have a pro at my side.”
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