Straight to the C-level: how HCM turns 300 dials into 60 conversations.
HCM CustomerManagement prospects heads of purchasing, CPOs, CFOs and the C-level. Aram Özdemir, Head of Sales, on day-to-day sales before and with Konver.
- Company
- HCM CustomerManagement GmbH
- Industry
- Supplier and procurement processes
- Target group
- Heads of purchasing, CPOs, CFOs, C‑level
- Reach
- < 10 %
- 20 %
- Before Konver under 10 %, today 20 % of dials end in a conversation with the decision-maker.
- Conversations with decision-makers
- 60out of 300 dials
- Every fifth dial ends in a conversation with the right decision-maker, including at C-level.
- Without Konver
- 60 h
- “Then I would probably have a 60-hour week.”
Figures reported by HCM CustomerManagement from day-to-day use. Result of a single customer project, not a promise of a specific outcome.
The challenge
Heads of purchasing, CFOs and the C-level are hard to get on the phone. Getting through the classic cold-calling way, via the assistant, was very, very hard, and almost impossible with CSOs and CEOs.
- Under 10 % reach
- Every call through the assistant
- Little of the target group reached per hour
The solution
With Konver the team gets straight to the decision-makers: direct dials from 25+ sources instead of the switchboard. Konver calculates reachability signals for the contacts on the list and assigns one level: high, medium or low. The gatekeeper problem is gone.
- Direct dials instead of being put through
- High, medium or low: the contacts most likely to pick up first
- Exactly the people you want to talk to
The result
Reach from under 10 to 20 percent: 300 dials, 60 conversations with decision-makers. Far more of the target group is reached per hour, and even CSOs and CEOs pick up.
- Reach doubled: < 10 % → 20 %
- C-level directly on the phone
- Everything moves much faster
300 dials. Who picks up?
- Call
- Switchboard
- Assistant
- No way through
Under 10 % reach, every call through the gatekeeper.
With Konver- Call
- Decision-maker
20 % reach, straight to the decision-maker, CSOs and CEOs included.
“You get straight to the decision-maker […] and you no longer have that annoying gatekeeper problem at all.”
“People in leadership positions, they have a full calendar, reaching them is always very, very hard, because they jump from meeting to meeting. And getting through there in the first place, the classic cold-calling routes, via, let’s say, via the assistant, getting yourself put through there, is always very, very hard.”
“Today it is exactly the opposite, so basically you get straight to the decision-maker, and then you get straight to the conversations and meet exactly the people you actually want to have the conversations with. And it all goes much faster. That means per hour you also reach basically much more of your target group, you talk to exactly the people, the decision-makers, you want to talk to, and you no longer have that annoying gatekeeper problem at all.”
“Now we have really managed to get to a good 20 percent with 300 dials, for example. That means getting to 60 conversations.”
“Right now, when we want to contact the CSO and CEO, so really people who are actually very hard to reach, getting them on the phone and having conversations with them, that was such a wow moment, where I thought, okay, this is really something very, very great.”
“Then I would probably have a 60-hour week. It would probably be much harder, basically, to get to the conversations again, and it would definitely affect day-to-day sales negatively again.”
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