in the pipeline
Director – Green Hat People
“I was totally impressed with Air’s professionalism. The results have blown us away; they took the time to get to know our products and got us appointments immediately. Every single appointment has been high quality and we have already had ROI. When I speak to clients who have had a call from Air, they think that they are part of our sales team, which is perfect. They are a true partner; it was a no brainer for us to continue after our trial period. You won’t know until you try but personally, I think you have nothing to lose and everything to gain from working with Air Marketing Group.”
Green Hat People was founded in Sweden in 2007 by executives from FMCG industry rivals P&G and Unilever.
The founders saw a need to shake up the strict corporate environments they had left and boost employee engagement. Green Hat help clients communicate with staff and customers in a new, more engaging way. Their learning platform uses Gamification and Micro learning to achieve results faster.
Green Hat ran into a situation where there was a lack of inbound sales feeding in to the business, which was affecting the potential revenue that could be made.
Green Hat People needed to strengthen inbound sales and felt it was limiting their potential revenue. They were struggling to get appointments with their target market and despite a good database they were either not reaching the right person, or having difficulty converting prospects when they did reach decision makers.
Director Georgie Mann noted, “As a growing company, we were all wearing many hats and our outbound sales process was sporadic to say the least! Having engaged telemarketing agencies in previous businesses I was a bit wary of engaging another one.”
Green Hat knew that a consistent approach to business development was required to start generating leads, and even though they had great data, they lacked the time and dedicated sales resources to achieve their ambitions.
After an initial meeting with Air, Green Hat decided to start a three-month trial campaign. We called the database and booked appointments to encourage sales through face-to-face meetings with Greenhat’s target audience (mostly event agencies as well as some larger organisations who regularly organise events for their team or clients). We also used Lead Forensics technology to track companies visiting Green Hat’s website to ensure they received a timely follow-up call, resulting in further opportunities.
Green Hat were then free to focus their time on other vital business areas, safe in the knowledge that Air could provide a team of sales professionals skilled in nurturing their database to successfully book appointments.